There is an energy in the air and soon enough many of your clubs will be overrun with new faces and some old ones as well. Time to capitalize!

While this post is true regardless of the time of year it is especially important when opportunities present themselves.We have discussed how membership dues are not  the major revenue source for successful clubs these days. Obviously, every bit helps and we want to increase our EFT as much as possible but, if you help move a $30 monthly member to a $99 member  or even a $69 monthly client you have helped the cause substantially. 

With all the basic membership volume you are hopefully poised to do the 1st quarter of 2012 don't forget to have plenty of upsells readily available. By getting members to upgrade to premium services you not only increase your TMV (total member value) but, also increase member involvemnt and hopefully satisfaction.

We already know members who participate in additional programs are more likely to stick around longer. Whether its a class or even a monthly nutrition consult the extra attention to the member experience can only help to ensure a lower attrition rate as well as monthly revenue.

Hmmmm, Sounds like a win-win!

So what needs to be done to maximize these new source of revenue 

1. Offer memberships w/ upgrade options at initial POS (IE Membership with Tanning, Classes, Childcare)
2. Quickly introduce new members to training and offer easy options for involvement
3. Provide al a carte' upsell options that members can add at any point
4. Ask members what they would pay extra for then provide it
5. Make plenty of regular timeley offers which allow members to spend
6. Create a culture where staff are rewarded for getting members to upgrade
7. Offer Nutrition programs, Done for You Training Plans, and Weight Loss seminars ECT
8. Position programs as a progression in fitness or ability to push competitive members
9. Don't peigeonhole yourself to exercise or nutrition only (Think outside box) Break Your Fear Activity Clubs, Goal setting seminars, Excursions
10. Ask Ask Ask for the Upgrade

So there you have it just a few ways to earn more per customer. Remember, not only will these ideas help you make the most out of the busy season  they can also support and insulate you durng the slower season.

Again, that sounds like a win-win too! 

Have a great 2012 and Happy Upselling