Video: Exit Point Sales
One of the best marketing strategies businesses use is the exit point as an opportunity to make a sale. Many theme parks make excellent use of this ploy. They play on the emotions developed from the ride you just experienced. How can you take advantage of this same experience to make more sales at your club.
If you have any ideas please share them with in the comments below.
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I have an instructor who is new and his only business is the 600 Groupon’s I sold for him at 68% off. He is giving them a great “ride” and then offering an upsell to packages but only 1 in 15 are upgrading. They feel they got what they needed and that he gave them his best and there is no more for them to get. So why should they pay $400 for five more sessions when they got one for $24? How do we overcome that and upsell them into packages. We will not be doing any more Groupons until the season is over and hopefully he can upsell enough that we don’t ever have to do it again.
1. Why should you offer every student the same 5 lesson, $400 package? Each student has different needs and goals, that should be elicited during the session, then the instructor can prescribe a choice of programs that match the student. Give ‘em what they want and the conversion rate improves.
2. He needs specific scripts and training that cover bonding and repoir, qualifying, presenting, overcoming objections, closing and getting referrals.
3. He needs a follow up marketing plan to convert the unconverted and to reinforce buying and referral behavior from those converted.
All of the above covered in Andrew Wood’s “How to Make $150,000 or More Teaching Golf” manual http://www.legendarygolfmarketing.com/products/item24.cfm