When the club's performance is good, it often focuses on the daily work flow and discipline of selling members, and does not sort out the performance; When performance declines, performance comparisons are often made to see the results. In this way, there is no accurate work arrangement for the management of membership consultants, and the managers don't know whether it is the inevitable result of management or the accidental formation of climate. It is this kind of incomplete uncertainty about sales performance, so seasonal influence and price competition have become the best excuses to affect performance in the industry.
The production of general fitness club sales is roughly two steps: one is to let customers in; The second is to persuade customers to pay the bill. Basically related to the following factors-
1. Whether the goods provided by the club are good or not, that is, the brand, hardware scale, technical teachers and supporting services of the club.
2. Club sales strategy, such as price.
3. Promotion efforts, such as various advertisements and homework.
4. Communication level of member consultants.
When we manage the sales of members, I think we should do some analysis: the sales generated by the conditions created by the resources of the club (company), such as the orders formed by the reasons in 1, 2 and 3, are different from those purchased through the communication and repeated visits of member consultants.
Make a fine comparison of monthly performance. If there are many return visits, it means that the member salesman is not a problem. The problem lies in the resources promotion, planning strength and planning strategy of the club. If there are many visitors and the transaction rate is not high, we should consider the ability training and stress management of membership consultants.
Of course, in order to achieve ideal performance, there are other comprehensive reasons to consider, and our managers often ignore some such phenomena.