06 powerful strategies to boost sales of larger plans at your Academy
Posted: Wed Dec 04, 2024 3:50 am
If you want to increase the number of students and revenue at your Academy, know that selling larger plans is essential to achieving this goal.
Larger plans are those that last longer, such as half-yearly or annual, and that offer more benefits , such as access to all modalities, discounts on partner products or services, among others.
However, this is not an easy task! Many people are afraid to sign up for an annual plan, for example, because they are still getting to know their gym and its services and do not want to make a long-term commitment.
To change this reality, you need to use persuasive techniques to show the benefits of your services and generate trust in your students.
And how can we do this efficiently ? That’s what we’re going to find out in today’s text.
But first, let's look at some advantages of selling larger plans at your Gym:
Advantages of selling larger gym plans
Selling more extensive plans at your Academy is a great strategy to boost your revenue and student retention .
When selling larger plans, you:
It guarantees predictable revenue throughout the year, without worrying about seasonality or student dropout.
It gains the trust and loyalty of students, who feel more committed to their services and more motivated to achieve their goals.
Save time and resources when negotiating and renewing plans, allowing you to invest more in the quality of your service and the satisfaction of your students .
It offers advantages to its students, who pay a lower amount ireland business fax list compared to monthly fees and have more incentive to continue training.
Reduces your cancellation and default rates , as students pay in advance to train for long periods.
Increase the average ticket value of your students, that is, how much they spend with you over time.
Now that you know the main benefits of selling larger plans at your gym, discover the 6 essential steps that every manager should know to boost their sales:
Steps to selling larger plans
You have already seen that a strategic way to increase your revenue and profitability is to sell plans that have a longer duration (six-monthly, annual) or that include more services (packages, combos, etc.).
To sell larger plans to your students, you can follow some valuable tips that we have prepared especially for you. Check them out:
1. Welcome your visitor as if he were a friend
The first few minutes are essential to create a good impression and build trust in the student.
Smile, greet, ask their name and show interest in the person.
Carry out this step very carefully so that the visitor feels comfortable in your Academy.
Take the opportunity to present the structure and equipment of your gym. Explain how everything works and what benefits your establishment will provide.
This will spark curiosity and engagement among your visitors.
2. Ask and investigate
After the first contact, it's time to understand what the student is looking for in your Academy.
Ask open-ended questions like, “What brought you here?”, “What are your goals?”, and “Where do you see yourself in a few months?”
Let the student talk about their motivations and expectations .
Before you offer a larger plan to your client, you need to know their goals and preferences.
This way, you can personalize your approach and show how the bigger picture can help your students overcome challenges and achieve desired results.
3. Use persuasion techniques
When presenting larger plans to students, it is necessary to use persuasion techniques that make them feel more confident and secure in making the “purchase decision”.
Some of these techniques include:
Reciprocity: Offer something of value to your students, such as a special discount, a free physical assessment, or even a consultation with a nutritionist. This will create a sense of gratitude and increase the likelihood that they will be interested in your larger plans.
Authority: Show your students that you are an expert in the subject you teach, through relevant content, testimonials, certifications, etc. This will increase your credibility and trust.
Social proof: Show your students that other people have already benefited from your larger plans, through numbers, reviews, success stories, etc. This will generate a sense of belonging and validation.
Scarcity: Create a sense of urgency in your students by limiting the time or number of spots available for their annual plans, for example. This will encourage them to not miss out on a unique opportunity.
3. Encourage the projection of the future in the student's mind
Now that you've figured out what the student wants, it's time to spark their desire for the semester or annual plan .
Have the student imagine the results he or she will achieve with your help. Use phrases like, "Imagine how much better your life will be in 6 months."
The student needs to visualize his future and be excited about it.
It is essential to highlight the benefits and advantages that the larger plan offers, such as unlimited access to classes and equipment, personalized support from personal trainers , a discount compared to smaller plans, among others.
Use testimonials and success stories from other students who opted for the larger plan and achieved positive results. This is a way to increase your students’ trust and credibility .
You can use photos, videos, audios or texts to show success stories on your social networks, on your website or at your Academy. But remember to ask your students for permission before sharing their stories.
4. Offer a free trial class
If the visitor has not yet decided on your gym plan, invite them to a trial class. Show them that they can train without any commitment and get to know your services better.
This can generate a feeling of gratitude and reciprocity . And, if he already liked your Gym, the chances of signing up for the plan increase.
By taking part in a trial class, visitors can get to know the infrastructure of your gym, the professionals who work there, the activities offered and the atmosphere among the students. This can create a sense of belonging and satisfaction.
Additionally, you can take advantage of the opportunity to create a close relationship with the visitor, understand their needs and objectives, and present the plan that best suits their profile.
Use numbers and concrete data to illustrate the benefits of your semester or annual plan, such as the savings your student will make, the results they will achieve and the advantages they will have.
If for some reason the visitor doesn't sign up for the plan right away, don't give up on them. You can call them later, send an email or a message, and reinforce the reasons why they should enroll in your Academy and sign up for the longer-term plans.
5. Simplify information
Now is the time to present in detail the plans that your Academy offers to your clients.
But be careful not to overload the student with too much information, as this can leave them confused and uninterested.
Only show plans that fit the student’s profile and goals. For example, if the student says they want to train for a long period of time, only show the monthly plan prices.
Explain that these are the plans most sought after by students, but that there are other options that may be more advantageous for them, such as quarterly, half-yearly and annual plans.
This way, you arouse the student’s curiosity and encourage them to get to know your Academy better.
6. Closing of major plans
Finally, it's time to present the plan you want to sell, the annual one .
Tell your student that this is the most economical plan, as it has a special discount and also gives them the right to some extra benefits , such as a free physical assessment , a gym t-shirt or a month of support with a personal trainer.
Show the cost of the annual plan and compare it to the monthly plan. For example, if the monthly plan costs R$100.00 and the annual plan costs R$900.00, say that the student will pay the equivalent of R$75.00 per month, that is, a saving of R$25.00 per month and R$300.00 per year.
Furthermore, say that the annual plan is an investment in the student's future, as they will guarantee a place at your Academy for an entire year, without having to worry about price adjustments or changes.
Tell the student that they will save time and resources, and will also have more motivation and commitment to achieve their results.
Ask the student to sign the contract and congratulate him on his decision. Tell him that you are very happy that he chose your Academy and that you will do everything you can to help him achieve his goals.
Also tell him that he can count on you and the entire team at your Academy whenever he needs it. In addition:
Highlight the benefits: Make sure your students understand the benefits of committing to a larger plan. Explain that in the long run, they will have more time to see real results in their health and fitness.
Create special offers and promotions for the larger plan: Another way to encourage your students to choose the larger plan is to create special offers and promotions for this type of plan, such as gifts, bonuses, raffles, referrals, among others. You can take advantage of special dates, seasonal events or periods of low demand to launch your offers and promotions.
Offer convenience and flexibility in paying for the larger plan: Finally, an important tip for selling larger plans at your gym is to offer convenience and flexibility in paying for the larger plan, such as installments, cash discounts, credit card, among others. This way, you can attract more students who are interested in the larger plan, but who have difficulties or concerns regarding payment.
With these tips, you can increase sales of larger plans at your Academy and ensure greater profitability and loyalty among your students.
Bonus Tip: How SCA can boost sales of larger plans
If you are looking to modernize the management of your Academy, sell larger plans and boost your revenue, then the SCA System is perfect for you.
Here you will be able to view all the information about your Academy in seconds with just a few clicks.
In addition, the SCA System has exclusive features that will help you increase your sales of larger plans, build customer loyalty and stand out from the competition. Check it out:
Simplified financial control
With SCA, monthly payments are automatically released. All you need to do is receive the payment. This process is completed in seconds, optimizing your time and simplifying the financial management of your gym.
The system controls various forms of payment in a practical and organized manner. You can receive payments by cash, card, check, Pix and deposit. This process is simple, safe and easy to use.
By activating payment via the training app, no matter what city your students are in, they will be able to pay for consultancies and classes directly via their cell phone.
And there's more! The SCA System offers the convenience of Recurring Billing .
With it, you can offer long-term plans to your students, without compromising their credit card limit.
How does it work? It's simple: the student registers the card once and the charges are made automatically every month, on the due date. This means your customer doesn't have to worry about renewing the plan or paying monthly bills.
And you also benefit from this: you guarantee recurring income and build loyalty among your students, who will continue training at your Academy for longer.
SCA also has an incredible feature that allows you to track all your receipts through various reports and graphs divided into categories: registrations, monthly payments, sales, services and much more.
Furthermore, with the SCA System, you can manage all your business's income , expenses , comparisons and movements through intuitive graphs and complete reports.
Selling plans online
If you want to increase your Academy's revenue by selling larger plans, then SCA has a fantastic feature to help you with this task: Online Plan Sales.
With this feature, your students can enroll and pay for their plan through the training app from anywhere in the world , at any time of the day. All of this quickly and securely, using only a smartphone connected to the internet. Isn't that great?!
With SCA Online, you offer an incredible experience to your students, who gain more comfort, security and practicality. And you also save resources, time and increase your profit.
But how is this possible?
Discover some of the main benefits that SCA Online offers you and your students:
Hassle-free automation: Say goodbye to time-consuming forms and bureaucracy! By selling plans online, SCA simplifies the entire enrollment process, allowing students to achieve their goals easily and without wasting time.
24-hour access: Selling plans online breaks down time barriers, allowing your students to enroll at any time, 24 hours a day, seven days a week. Total freedom for them and greater efficiency for you!
Online Plan Selection: Offer your students the convenience of choosing their plans from the comfort of their home, office, or anywhere else. Eliminate geographic barriers and allow them to decide on the plan that best fits their needs and goals.
Secure online payment: Make your students' lives as easy as possible! Now, they can make payments in a practical and efficient way directly through the training app.
More benefits, less complications: Take a step forward in modernizing your gym. In addition to the convenience of selling plans, you will have access to detailed reports, real-time monitoring and total control over your enrollments.
Larger plans are those that last longer, such as half-yearly or annual, and that offer more benefits , such as access to all modalities, discounts on partner products or services, among others.
However, this is not an easy task! Many people are afraid to sign up for an annual plan, for example, because they are still getting to know their gym and its services and do not want to make a long-term commitment.
To change this reality, you need to use persuasive techniques to show the benefits of your services and generate trust in your students.
And how can we do this efficiently ? That’s what we’re going to find out in today’s text.
But first, let's look at some advantages of selling larger plans at your Gym:
Advantages of selling larger gym plans
Selling more extensive plans at your Academy is a great strategy to boost your revenue and student retention .
When selling larger plans, you:
It guarantees predictable revenue throughout the year, without worrying about seasonality or student dropout.
It gains the trust and loyalty of students, who feel more committed to their services and more motivated to achieve their goals.
Save time and resources when negotiating and renewing plans, allowing you to invest more in the quality of your service and the satisfaction of your students .
It offers advantages to its students, who pay a lower amount ireland business fax list compared to monthly fees and have more incentive to continue training.
Reduces your cancellation and default rates , as students pay in advance to train for long periods.
Increase the average ticket value of your students, that is, how much they spend with you over time.
Now that you know the main benefits of selling larger plans at your gym, discover the 6 essential steps that every manager should know to boost their sales:
Steps to selling larger plans
You have already seen that a strategic way to increase your revenue and profitability is to sell plans that have a longer duration (six-monthly, annual) or that include more services (packages, combos, etc.).
To sell larger plans to your students, you can follow some valuable tips that we have prepared especially for you. Check them out:
1. Welcome your visitor as if he were a friend
The first few minutes are essential to create a good impression and build trust in the student.
Smile, greet, ask their name and show interest in the person.
Carry out this step very carefully so that the visitor feels comfortable in your Academy.
Take the opportunity to present the structure and equipment of your gym. Explain how everything works and what benefits your establishment will provide.
This will spark curiosity and engagement among your visitors.
2. Ask and investigate
After the first contact, it's time to understand what the student is looking for in your Academy.
Ask open-ended questions like, “What brought you here?”, “What are your goals?”, and “Where do you see yourself in a few months?”
Let the student talk about their motivations and expectations .
Before you offer a larger plan to your client, you need to know their goals and preferences.
This way, you can personalize your approach and show how the bigger picture can help your students overcome challenges and achieve desired results.
3. Use persuasion techniques
When presenting larger plans to students, it is necessary to use persuasion techniques that make them feel more confident and secure in making the “purchase decision”.
Some of these techniques include:
Reciprocity: Offer something of value to your students, such as a special discount, a free physical assessment, or even a consultation with a nutritionist. This will create a sense of gratitude and increase the likelihood that they will be interested in your larger plans.
Authority: Show your students that you are an expert in the subject you teach, through relevant content, testimonials, certifications, etc. This will increase your credibility and trust.
Social proof: Show your students that other people have already benefited from your larger plans, through numbers, reviews, success stories, etc. This will generate a sense of belonging and validation.
Scarcity: Create a sense of urgency in your students by limiting the time or number of spots available for their annual plans, for example. This will encourage them to not miss out on a unique opportunity.
3. Encourage the projection of the future in the student's mind
Now that you've figured out what the student wants, it's time to spark their desire for the semester or annual plan .
Have the student imagine the results he or she will achieve with your help. Use phrases like, "Imagine how much better your life will be in 6 months."
The student needs to visualize his future and be excited about it.
It is essential to highlight the benefits and advantages that the larger plan offers, such as unlimited access to classes and equipment, personalized support from personal trainers , a discount compared to smaller plans, among others.
Use testimonials and success stories from other students who opted for the larger plan and achieved positive results. This is a way to increase your students’ trust and credibility .
You can use photos, videos, audios or texts to show success stories on your social networks, on your website or at your Academy. But remember to ask your students for permission before sharing their stories.
4. Offer a free trial class
If the visitor has not yet decided on your gym plan, invite them to a trial class. Show them that they can train without any commitment and get to know your services better.
This can generate a feeling of gratitude and reciprocity . And, if he already liked your Gym, the chances of signing up for the plan increase.
By taking part in a trial class, visitors can get to know the infrastructure of your gym, the professionals who work there, the activities offered and the atmosphere among the students. This can create a sense of belonging and satisfaction.
Additionally, you can take advantage of the opportunity to create a close relationship with the visitor, understand their needs and objectives, and present the plan that best suits their profile.
Use numbers and concrete data to illustrate the benefits of your semester or annual plan, such as the savings your student will make, the results they will achieve and the advantages they will have.
If for some reason the visitor doesn't sign up for the plan right away, don't give up on them. You can call them later, send an email or a message, and reinforce the reasons why they should enroll in your Academy and sign up for the longer-term plans.
5. Simplify information
Now is the time to present in detail the plans that your Academy offers to your clients.
But be careful not to overload the student with too much information, as this can leave them confused and uninterested.
Only show plans that fit the student’s profile and goals. For example, if the student says they want to train for a long period of time, only show the monthly plan prices.
Explain that these are the plans most sought after by students, but that there are other options that may be more advantageous for them, such as quarterly, half-yearly and annual plans.
This way, you arouse the student’s curiosity and encourage them to get to know your Academy better.
6. Closing of major plans
Finally, it's time to present the plan you want to sell, the annual one .
Tell your student that this is the most economical plan, as it has a special discount and also gives them the right to some extra benefits , such as a free physical assessment , a gym t-shirt or a month of support with a personal trainer.
Show the cost of the annual plan and compare it to the monthly plan. For example, if the monthly plan costs R$100.00 and the annual plan costs R$900.00, say that the student will pay the equivalent of R$75.00 per month, that is, a saving of R$25.00 per month and R$300.00 per year.
Furthermore, say that the annual plan is an investment in the student's future, as they will guarantee a place at your Academy for an entire year, without having to worry about price adjustments or changes.
Tell the student that they will save time and resources, and will also have more motivation and commitment to achieve their results.
Ask the student to sign the contract and congratulate him on his decision. Tell him that you are very happy that he chose your Academy and that you will do everything you can to help him achieve his goals.
Also tell him that he can count on you and the entire team at your Academy whenever he needs it. In addition:
Highlight the benefits: Make sure your students understand the benefits of committing to a larger plan. Explain that in the long run, they will have more time to see real results in their health and fitness.
Create special offers and promotions for the larger plan: Another way to encourage your students to choose the larger plan is to create special offers and promotions for this type of plan, such as gifts, bonuses, raffles, referrals, among others. You can take advantage of special dates, seasonal events or periods of low demand to launch your offers and promotions.
Offer convenience and flexibility in paying for the larger plan: Finally, an important tip for selling larger plans at your gym is to offer convenience and flexibility in paying for the larger plan, such as installments, cash discounts, credit card, among others. This way, you can attract more students who are interested in the larger plan, but who have difficulties or concerns regarding payment.
With these tips, you can increase sales of larger plans at your Academy and ensure greater profitability and loyalty among your students.
Bonus Tip: How SCA can boost sales of larger plans
If you are looking to modernize the management of your Academy, sell larger plans and boost your revenue, then the SCA System is perfect for you.
Here you will be able to view all the information about your Academy in seconds with just a few clicks.
In addition, the SCA System has exclusive features that will help you increase your sales of larger plans, build customer loyalty and stand out from the competition. Check it out:
Simplified financial control
With SCA, monthly payments are automatically released. All you need to do is receive the payment. This process is completed in seconds, optimizing your time and simplifying the financial management of your gym.
The system controls various forms of payment in a practical and organized manner. You can receive payments by cash, card, check, Pix and deposit. This process is simple, safe and easy to use.
By activating payment via the training app, no matter what city your students are in, they will be able to pay for consultancies and classes directly via their cell phone.
And there's more! The SCA System offers the convenience of Recurring Billing .
With it, you can offer long-term plans to your students, without compromising their credit card limit.
How does it work? It's simple: the student registers the card once and the charges are made automatically every month, on the due date. This means your customer doesn't have to worry about renewing the plan or paying monthly bills.
And you also benefit from this: you guarantee recurring income and build loyalty among your students, who will continue training at your Academy for longer.
SCA also has an incredible feature that allows you to track all your receipts through various reports and graphs divided into categories: registrations, monthly payments, sales, services and much more.
Furthermore, with the SCA System, you can manage all your business's income , expenses , comparisons and movements through intuitive graphs and complete reports.
Selling plans online
If you want to increase your Academy's revenue by selling larger plans, then SCA has a fantastic feature to help you with this task: Online Plan Sales.
With this feature, your students can enroll and pay for their plan through the training app from anywhere in the world , at any time of the day. All of this quickly and securely, using only a smartphone connected to the internet. Isn't that great?!
With SCA Online, you offer an incredible experience to your students, who gain more comfort, security and practicality. And you also save resources, time and increase your profit.
But how is this possible?
Discover some of the main benefits that SCA Online offers you and your students:
Hassle-free automation: Say goodbye to time-consuming forms and bureaucracy! By selling plans online, SCA simplifies the entire enrollment process, allowing students to achieve their goals easily and without wasting time.
24-hour access: Selling plans online breaks down time barriers, allowing your students to enroll at any time, 24 hours a day, seven days a week. Total freedom for them and greater efficiency for you!
Online Plan Selection: Offer your students the convenience of choosing their plans from the comfort of their home, office, or anywhere else. Eliminate geographic barriers and allow them to decide on the plan that best fits their needs and goals.
Secure online payment: Make your students' lives as easy as possible! Now, they can make payments in a practical and efficient way directly through the training app.
More benefits, less complications: Take a step forward in modernizing your gym. In addition to the convenience of selling plans, you will have access to detailed reports, real-time monitoring and total control over your enrollments.