Как вернуть клиентов в фитнес-зал

Чек-лист из 5 пунктов, который подскажет, что делать, если ваши клиенты стали редко бывать в фитнес-зале.

1. Продавайте членство в клубе как инвестицию в здоровое будущее клиента

Многие клубы по всему миру видят свою миссию в том, чтобы помогать клиентам приобщиться к здоровому образу жизни. Однако похудеть, набрать мышечную массу и прорисовать рельеф — это все краткосрочные цели. Что более важно — попытаться стать настоящим “клубом”. Присоединяясь к клубу, новые члены должны ощущать, что становятся частью чего-то большего.

Фитнес-клуб — это часть здорового образа жизни, наряду с правильным питанием, контролем за уровнем стресса, регулярными медицинскими обследованиями и заботой о себе в целом. Пропустить тренировку — это нормально: в конце концов, можно прийти в другой день. Однако в сознании клиента должно укорениться, что бросать клуб нельзя, потому что это решение негативно скажется на состоянии здоровья в будущем.

2. Тщательно интегрируйте новых членов в сообщество

Только от персонала клуба зависит, насколько комфортно будет ощущать себя новый клиент во время занятий. Каждому человеку требуется некоторое время на адаптацию и внимание со стороны специалистов фитнес-клуба. После того, как новый клиент определился с выбором класса и оплатил членство, необходимо составить план, чтобы помочь новому члену клуба выйти на хороший старт.

Для этого необходимо будет задать клиенту несколько вопросов. Это дает реальный шанс познакомиться с клиентом и сформировать у него чувство доверия к инструкторам. Уточните, каковы цели клиента, какие упражнения / виды физической активности ему нравятся больше всего, как часто клиент планирует посещать клуб.

Постарайтесь подобрать новому клиенту тот класс, который будет вписываться в его расписание и отвечать поставленным целям. Наилучший вариант для новичков — это групповые занятия либо персональные тренировки с инструктором. Худший вариант — это поставить клиента на беговую дорожку, оставить на 20 минут, а потом показать ему 6-8 упражнений. После такого отношения новому клиенту почти гарантированно надоест посещать занятия уже после первого месяца.

3. Не теряйте связи с клиентами

За новыми клиентами нужно постоянно приглядывать и коммуницировать с ними. Одна из лучших практик — в конце каждого месяца готовить отчет о клиентах, которые перестали посещать занятия. Если для администрации клуба ведение такой отчетности трудоемко, можно увеличить анализируемый период до 90 дней.

Когда новый клиент присоединяется к клубу, объясните ему, что его первая фитнес-задача — это не пропадать, посещать занятия регулярно. Если вы сможете помочь клиентам найти то, что им нравится, они будут чувствовать себя гораздо более мотивированно.

Если клиент часто пропускает тренировки, предложите ему сессию с персональным тренером для того, чтобы ре-мотивировать его и вернуть обратно в строй. Клиенты должны знать, что вы заметили их отсутствие, потому что они — часть команды клуба.

Также целесообразно делать рассылку по электронной почте для новых клиентов несколько раз в месяц. После того, как они отзанимаются в клубе более 90 дней, интенсивность email-рассылки можно уменьшить до 1 раза в месяц. Письма должны быть индивидуализированными и содержать полезный для нового клиента контент.

4. Сделайте посещения клуба особенными

Раз в месяц можно проводить день открытых дверей. Также рекомендуется проводить одно-два специализированных мероприятия, например, тренировочный лагерь на открытом воздухе.

В такие дни целесообразно предложить клиентам приводить членов семьи и друзей (при этом сделать посещение для них бесплатным). Это создаст благоприятную атмосферу, в которой члены клуба смогут поделиться своим энтузиазмом с потенциальными клиентами. Фотографии с мероприятий обязательно публикуйте на сайте и в социальных сетях.

5. Поощряйте своих клиентов

Несколько раз в год отправляйте клиентам смс или письмо по электронной почте с благодарностью, что они остаются с клубом. Для тех, кто уже продолжительное время занимается в клубе, можно предусмотреть бонусы: например, бесплатное членство на месяц, которое они могут подарить другу или члену семьи, это также может быть купон на то, чтобы попробовать новые услуги, например, солярий или тренировки с персональным инструктором.

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