People who love a technology solution they will get great value out of it! The challenge is to pick a solution that all will receive a high return regardless of the end-users commitment to that technology. Technology should work for the end end-user verses the other way around. People should not have to run the process or manage the process – the technology should send and schedule all the activities. Put people in the process you waste time and will always add human error or just risk human laziness creeping into the process.
Monday, November 29, 2010
Friday, October 16, 2009
Is your sales team leaving money on the table? They are if walk-in sales are more than 50% of your membership sales
They are if:
1) Your booked tours should be 3X your total number of walk-in sales
2) Your walk-in sales should not be more than 50% of your total membership sales
Example:
> 200 Book Tours
> 120 Show up for their Tours
> 80 Memberships Sold > Walk-in sales should be no higher than 80 memberships
If your sales people are getting 50% (ideally it should be less than 33%) or more of their sales from walk-ins, you have to ask yourself “Are my sales people really making as many calls as they are reporting and more importantly are they connecting with the leads or are they simply leaving a message.” Your sales people need to be generating new leads, following-up frequently, consistently contacting existing leads and closing sales. You want Hunters not Farmers, who are just waiting for the crops to come in!
1) Your booked tours should be 3X your total number of walk-in sales
2) Your walk-in sales should not be more than 50% of your total membership sales
Example:
> 200 Book Tours
> 120 Show up for their Tours
> 80 Memberships Sold > Walk-in sales should be no higher than 80 memberships
If your sales people are getting 50% (ideally it should be less than 33%) or more of their sales from walk-ins, you have to ask yourself “Are my sales people really making as many calls as they are reporting and more importantly are they connecting with the leads or are they simply leaving a message.” Your sales people need to be generating new leads, following-up frequently, consistently contacting existing leads and closing sales. You want Hunters not Farmers, who are just waiting for the crops to come in!
Friday, June 26, 2009
I’m Scott Johnston the CEO of InTouch Technology, I am fortunate to work with health clubs around the world. I am constantly learning what clubs are doing to sell more memberships, even in tough economic times. In my blog, I would like to share these ideas so you can increase your club sales. I will also be talking about how you can use technology to increase the number of contact points that you have with your leads, once again, generating more sales!
Together, let’s explore how to sell more memberships!
Best - Scott
Together, let’s explore how to sell more memberships!
Best - Scott
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