Tuesday, May 12, 2015

POWERING UP PERFORMANCE: Incoming Membership Sales Calls

Incoming Membership Sales Calls - Performance Matters!

Most health, fitness and medical fitness clubs know that incoming membership telephone calls represent a very important opportunity to increase membership sales. However, far too many do not understand the real why or how that maximum performance in this critical sales generator represents. As a result mediocre performance is accepted and imagined as acceptable.

Most strong sales businesses KNOW the importance of that ringing phone and what the opportunity means in terms of increased sales results and ROI in marketing and promotion. Most strong sales businesses engage strong staff training, effective word tracks, goal setting and performance analysis.  How about yours?

Have you ever calculated the cost per incoming telephone membership inquiry? These calls are the result your marketing and promotion. They are expensive! So why not view this opportunity for what it is? IMPORTANT!

Think about this important opportunity:

1. Who takes these calls?

If your business is not utilizing a stand alone membership department then you are losing more opportunities than you think.

2. Of those who take these calls, what is their level of training?

Even a stand alone membership department who does not fully understand what these opportunities represent, or who misunderstand how important words and information on the phone are miss many opportunities to convert these callers to members.

3. What is your businesses bench marked expectation of performance in taking membership calls?

4. Do you accurately track performance?  You'd be surprised how many businesses use loose analysis and non quantifiable information to evaluate performance in membership calls to appointments.

5. Do you use an actual word track or do representative's "wing it"?

Here are a couple of examples of performance and the difference between average performance and maximum performance:

The numbers don't lie. As you may notice, it is equally important to engage bench marked performance standards appointment to show and first time closing expectations. These represent a well trained membership staff team that has been thoroughly trained, that use strong goal setting and whose performance is measured.

You don't know what you don't know until you know...you know?

Let Perform-MAX Systems coach your team toward maximum performance through a simple and inexpensive Skype/Phone training program. Go to www.geoffhampton.org and learn more. The cost to NOT DO THAT is to continue to do what you have always done which has led you to continue to perform how you have always performed. Make this your best year ever! Go for maximum success!

12 week program...dynamic training...very cost-effective...

Make the call: (865) 304-9409

Send an email: geoff@geoffhampton.org

Go to the website: www.geoffhampton.org

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