Instant Up-Sell ..... by Art Rothafel

 Here's a note I received from Tony in Florida.  He owns 3 co-ed clubs that caters to the 35+ crowd.

Art,
This may be perceived as a bait and switch, although I personally see it as helping my members get the results they came here for.  It is becoming known around my sales staff as the "instant upsell."  

Briefly, here's how we present ourselves.

We provide a tour of our facilities and qualify a potential member so we can show the best equipment, services and membership packages for that particular prospect.  We are very successful at converting prospects into members.

In all sales offices, we have 4 huge posters that outline our weight-loss programs.  They have bullets that pretty much explain everything and at the bottom is the price.  The programs are "Jump-Start" for $99.  The we have the Jack 'n Jill program (group) for $299, the Gold Medal Program for $499 and the Mt. Everest at $1,199. 

During the new membership enrollment process, our sales staff plays your weight-management 101 videos on the computer while they complete the paperwork on behalf of the new member.   

In the last 3 months, we have converted more than 75% of our normal membership prospects into weight-loss clients.  The breakout is Jump-Start 17% , Jack 'n Jill 31%, Gold Medal 42% and Mt Everest 10%.   

I can't even begin to tell you how effective those videos are.  New members watch the videos then look at the posters and before the paper work is complete, have up-sold themselves into an additional programs.  No hard selling.  Just a few minutes of video education does it!

Thanks Tony... I couldn't have said it any better!  Keep up the great marketing.

To your continued Success!
Art Rothafel
art@privatelabelfitness.com
800-340-7011
www.privatelabelfitness.com