First, the importance of membership-based consultants and market analysis
Introducing the position of member consultant in yoga studios and fitness clubs is forced by the demand of market competition. Membership consultants are widely used in the sales of health clubs; Comparatively speaking, it is rarely used in yoga studios and health clubs. Many operators think that membership-based consultants have little effect and will increase personnel costs. Actually not, no matter you are an old shop; Or a newly opened store, member consultant is an indispensable position. To a certain extent, the member consultant is the driving force in the sales process, and he plays an important role before, during and after sales. Sales is the first step of store operation, and member consultants are very important for the development of new resource customers, which creates the first customer base of the store. Although there are many kinds of new customers, inviting promoters is the most direct and simple method. Member consultants should be listed as one of the four types of staff in yoga studio/body club, generally 2 to 4 people. For store operation, promotion work is the guarantee of daily sales work, and it is also an important link.
Second, why do you want to enable the position of "member consultant"
1 For the newly opened stores, it should be said that at present, the investors' capital of many yoga studios is not sufficient, so the pre-sale before opening and the withdrawal of funds for a period of time after opening are very critical tasks. Because of the different roles and division of labor of operators, the promotion work should be handed over to member consultants, and at this stage, member consultants only act as promoters.
2 Yoga gyms/fitness clubs that have been in business for more than 2 years naturally have fewer new customers; There are more and more customers who have experienced yoga or disagree with yoga, and various promotion methods are widely known. Then at this stage, the role of member consultants will be more obvious: making new promotion plans, maintaining customer relationships and preventing the loss of old customers. At this stage, many operators will think that it is enough to have a yoga instructor to maintain and update the customer relationship, and the member consultant is a simple promoter, but it is not.
3. There is negative publicity and influence caused by service problems in the industry; We should pay enough attention to this problem and never do anything that will damage the image of the industry. This requires our operators and member consultants to promote our yoga culture, body aesthetics and our own shop culture with a higher attitude.
At present, yoga studio/fitness club is different from other service industries, which can be reflected from the meaning of member consultant (promoter). Yoga/fitness service is different from beauty service, hairdressing, catering and hotels, and it is a basic and popular service consumption. The yoga studio/body building service is more with the color of management culture, so it will be more difficult and fragile to operate. It also reflects the necessity and importance of quality service.
Third, the membership consulting work itself:
1 Generally speaking, the difficulty of member consultation is gradually increasing, and the success rate is low, sometimes as low as 1%. 2 customers per person per day.
2. The work of member consultants is restricted and influenced by more external conditions. For example, in the storefront of the community, the promotion location is restricted by the property management of the community, and outside, it is restricted by the urban management and city appearance department, because the current member consultation work has caused some bad effects on the relevant environment.
3. At present, the work pressure of membership consultants is great, and it is difficult to recruit new membership consultants, adapt to their positions and maintain their performance. 4. The image and cultural quality of membership-based consultants are relatively incompatible with the current development requirements of yoga studios/fitness clubs.
5. Member consultation is a common method in store management, but it is not the only method. Combined with the specific environment and characteristics of the store, various forms of pre-sale shopping guide can coexist, such as opening activities, holiday activities, questionnaires, issuing cards through other intermediaries, etc. As for which way to choose, it should be considered comprehensively according to the unit cost of new customer development (the average cost of bringing a new customer) and the influence of beauty salon brand image.
6. In the form of existing member consulting work, combined with the new development of the store, we can consider reflecting the requirements of service and image in the staffing requirements, in exchange for higher work efficiency with higher quality, and at the same time reflect the needs of brand image establishment. As far as the role of a promoter is concerned, the responsibility of a membership-based consultation sheet is to bring in new customers. Therefore, as long as customers are brought in through their own efforts, there is naturally no strict workplace restriction, and every employee should have the awareness of promoting the company's products and services anytime and anywhere (even if it is not during working hours).
7. Do a good job in the pre-job training of membership consultants, and the training contents should include; Yoga/body aesthetics culture, store culture, store operation and development, products and services, workflow, work skills, code of conduct, etc. Ensure the good image of the company in the first contact with new customers.
8. Continue to carry forward our traditional excellent working methods, constantly and regularly sum up successful experiences and failed lessons in our work, and constantly master new methods and skills.
The operation of yoga studio/fitness club is different from other service industries, which requires our member consultants to have good psychological quality, perseverance and correct service attitude.
Four. Responsibilities of fitness member consultant
First, visitors, make reservations for customers and guests brought by members, introduce sales and show them around;
Second, enter the venue through VIP, and arrange the relevant information in the potential customer card and potential customer list by telephone;
Third, you can make an appointment with customers to promote products at any time;
Fourth, save the designated sales records;
Verb (abbreviation of verb) submits the specified sales report to the sales supervisor;
Sixth, attend the daily sales meeting;
Seven, help new members to start fitness activities, help them integrate into the environment of fitness clubs, and provide follow-up services;
Eight, to participate in sales training courses;
Nine, can master and use the club's fitness facilities, and understand its special precautions;
Ten, to participate in special activities that may bring new members;
Eleven, review the accuracy and completeness of all documents related to new members;
12. Complete the work within the work flow set by the club;
Thirteen. Introduce the professionalism of the club with practical actions and expressions;
Fourteen, keep the sales area clean and orderly;
Fifteen, member consultants must constantly learn sales skills, maintain a high degree of vitality and positive thinking attitude;
16. Strive to achieve the sales target;
Seventeen, when the work needs, the coach should always cooperate with the work of the member consultant;
Eighteen, are not allowed to complain or talk about unfavorable topics in front of members;
Nineteen, actively promote in-store clothing and other products;
Twenty, responsible for the file management of potential customers;
Twenty-one, responsible for the file management of the recommended members.