Let's Dance with Change4life

With less than a week to go, the industry will be opening its doors for the next Department of health campaign, Let's Dance with Change4life.

Over 1000 clubs have registered to take part utilising the opportunity to be part of a national campaign which over the last 6 weeks has seen exposure on National TV, radio, magazines and outdoor poster sites around the country.

Now the time is approaching to ensure you membership department is fully prepared to maximise this opportunity and convert free trials to members.

Here are few tips that you may find helpful to ensure your Lets Dance with Change4life weekend is a success:

Sales Tips: Before, During and After

o 7 days prior to the event ensure all participants are called, if there is still space in the class ask them if they would like to bring a friend.

o When completing the guest registration form, hand them a voucher outlining membership offers if they join after the class has finished.

o Ensure all staff has knowledge of what takes place in the classes to be able to use on incoming, outgoing calls and tours of the facility.

o If possible ensure you have as many members of staff available before and after the classes to maximise the opportunity of sign ups.

o Set specific targets for the team to achieve over weekend i.e.:

- Book 6 classes over the weekend with 20 participants in each (50% non-members) = 60 potential prospects.

- Look to make 1 in 3 people members = 20 new members over two days.

- Once targets are achieved, reward staff with a night out, a half day, extra holiday etc

o 7 days following the event ensure all non member participants are called and asked how they found the class and if they would like to join (can extend weekend offer to these people with a 24 hour deadline). If non committal, offer them a day pass to trial all facilities and arrange appointment.

o Set team sales targets against those that did not join on the day to achieve within 7 days.

As ever it would be great to hear back from participating facilities on the success or the challenges you faced while running the campaign so here at the FIA we can continue to develop campaigns that deliver for the industry.

Click here to see a class taking place for Let's Dance with Change4life.

Richard Blackmore
Sales & Membership Director
Fitness Industry Association