Fitness and skills assessments are imperative for new memberships in training and sports facilities. As a result, evaluations and assessments give a starting point. Each member can track improvement from there. It allows them to fully understand their strengths and weaknesses. With this in mind, they can target those weaknesses and train hard for their upcoming tryouts or sports season. It allows you to sell sports facility memberships with an initial fee.
You may be asking, won’t an upfront fee scare away new business? It won’t if you provide something of value in return. For instance, properly use the assessment in your sales pitch and potential clients will understand it is essential to their success and will pay for it. It’s the same reason they choose to pay for the classes and training. Here are some other things you can include with onboarding new members:
- facility-branded T-shirts,
- a bag to carry fitness gear,
- a printed manual going over the programs offered at your facility,
- and more.
Now, the potential member is happy with their free gear. Above all though, your marketing materials will be seen by friends, classmates, and teammates.
Pricing for this upfront fee can vary based on your membership pricing, how much you pay your staff, and more. In my past experience owning DNA Sports Center, I charged $69 (not including tax) for the enrollment fee. This cost allowed me to cover:
- the staff’s pay for the assessment,
- our onboarding member materials,
- all equipment used for the evaluation, and
- finally even the commission for the staff member that sold the membership.
Assessment Incentives that Sell Sports Facility Memberships
Once laid out in front of them, clients will understand that for a small fee to get started, they will walk away with a private assessment that uses industry-leading evaluation technology, plenty of merchandise, and a written, in-depth report to guide them through their membership program.
Additionally, evaluations and assessments can be a great incentivized sales tool when a client is stuck on the overall cost of the membership. Waive or discount the fee as a strategy to confirm the sale! Another way I allowed the staff at DNA Sports Center to use this tactic is that they could waive the enrollment fee with the purchase of a longer membership package. Waiving this small, but often intimidating, fee is typically more cost-effective than discounting other services that come with the membership.
Have more questions on how to maximize profits in your sports facility? Reach out to us at email@example.com and set up a consultation. Or request a free demo to learn more about eSoft Planner’s flexible and affordable solutions.