How would you answer these 3 questions…

1. What are the benefits of becoming a member of your health club?

2. What makes a membership at your health club better than the health club up the road?

3. What unique benefits will I get with you that I won’t get from another fitness business in the area?

For most club owners, answering these 3 questions can be very difficult.

To be honest, it’s difficult for almost all small businesses to tell their prospects what makes them unique and why they should be chosen over the other available options.

Have you heard of an elevator pitch?  It means in approximately the same amount of time you would spend with someone on an elevator, you should be able to tell them about your business and what makes you unique.

What is your elevator pitch?

If you say a word about the equipment you have or that you have good customer service, I might just jump through this blog post and slap you.  No one cares about your equipment…everyone has equipment.

No one is impressed that you offer good customer service…they expect it!

So what you need to focus on is WIIFM.  That stands for “What’s in it for me?”  In other words, focus only on what a membership at your gym will do for THEM.

What are the benefits of joining your facility?

Why choose you over a competitor?

Focus on results, focus on past performance and how others just like them have succeeded with your help, focus on convenience, focus on accountability, focus on personal attention, focus on their happiness and a better life for them.

We are not in the gym business or the fitness business.  We are in the Helping you Live a Better Life Business.  Period.

How can you help people live a better life?

When you answer that question, you have your elevator pitch.  And you will be able to answer the three questions above.

Dedicated to Your Success…

Curtis Mock

So…what is your elevator pitch?

Tags: health club membership, sell more memberships

This entry was posted on Monday, October 26th, 2009 at 11:59 am and is filed under Health Club Management. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.