3 Steps to a Great Phone Call After a Website Inquiry: Turning Prospects into Club Members
When it comes to converting website inquiries into new memberships, a well-executed phone call can make all the difference. As a representative of your club, it's crucial to establish a connection with the prospect, understand their needs, and entice them to visit your club. In this article, we'll explore three essential steps to follow during a phone call to maximize your chances of success.
Step 1: Introduction
The first step in the process is to introduce yourself, establish credibility, and acknowledge the prospect's inquiry. Begin the conversation by saying, "Hey, this is Adam with XYZ Club. I noticed that you recently submitted a membership inquiry on our website, and I wanted to follow up to see how I can assist you." This initial introduction sets a friendly and professional tone while informing the prospect that you are there to help.
Step 2: Discovery/Rapport Building
Once the introduction is out of the way, it's time to delve deeper into understanding the prospect's needs and building rapport. Remember, effective selling starts with listening. Ask open-ended questions to encourage the prospect to share more about themselves, their interests, and what they are seeking in a club membership. Some questions you might ask include:
Can you tell me more about yourself and why you're interested in a club?
Can you tell me a bit about yourself and your experience with golf/fitness/leisure activities?
What specific features or amenities are you looking for in a club?
Are there any particular goals or aspirations you have that our club can help you achieve?
By actively listening and engaging in a meaningful conversation, you gain valuable insights into their preferences and desires. This understanding will enable you to tailor your approach and demonstrate how your club can meet their specific needs.
Step 3: Book a Tour
Once you have established a connection and identified the prospect's key interests, it's time to take the next crucial step: booking a tour. Our research has shown that prospects who visit a club for a tour are more than 50% more likely to join. To entice them, leverage the information you gathered during the discovery phase. Offer incentives such as a complimentary round of golf or a meal at your restaurant to make the visit even more appealing.
Emphasize the unique features and benefits of your club that align with the prospect's needs and wants. Paint a vivid picture of the experience they can expect, highlighting any exclusive offerings or personalized services. By positioning the tour as an opportunity to see firsthand what your club has to offer, you create a sense of excitement and anticipation.
Conclusion
Mastering the art of the phone call after a website inquiry is a powerful tool for converting prospects into loyal club members. By following these three essential steps, you can create meaningful connections, understand prospects' needs, and effectively guide them towards booking a tour. Remember to personalize your approach and highlight the unique aspects of your club that make it the perfect fit for their desires. With a well-executed phone call, you'll significantly increase your chances of turning inquiries into lifelong members.
