Do you know that gyms focusing on upselling and cross-selling can increase revenue by 10–30%?
That’s a big chunk of change you might be missing out on. We all want to grow our gyms, but the secret often lies in boosting the value of the members we already have.
Just think about a member who walks into your gym for their regular workout. But instead of just using the treadmill, they leave having signed up for a personal training package and grabbed a protein shake. Sounds impressive, right? That’s the true magic of upselling and cross-selling.
Let’s break down how you can use cross-selling and upselling techniques for fitness industry to build a thriving fitness business and level up like a pro.
Upselling vs cross-selling
Before we discuss strategies and successful fitness sales techniques, let’s quickly clarify the difference between upselling and cross-selling. Upselling is the first step if we want to sell gym memberships at a higher rate!
| Upselling | cross-selling |
| It is the process to convince your members strategically to upgrade or buy a more premium version of what they already want. Consider suggesting a full month of personal training instead of just one session. | Recommending additional products or services that complement your client’s current purchase. For example, if someone buys a membership, why not offer a fitness class or nutrition plan alongside? |
How is cross-selling different?
Cross-selling is totally different from upselling. It is when you offer something different that compliments what the customer already has. So, if someone signs up for a gym membership, you might offer personal training sessions or nutrition plans as a cross-sell.
Upselling is basically about upgrading the existing deal, like getting them from a basic membership to a premium.
Three key factors to running a successful up-and-cross-sell strategy are visibility, urgency, and simplicity.
Visibility
How many of your clients see your offer? That’s your reach. Let’s say you’ve got 100 clients, but only 34 see your promotion that’s 34% reach. Simple, Isn’t it?
So, how do you get 100% reach? That’s the big question every marketer’s asking, right? The simple answer is that you need 100% engagement on your platform. For example, if you’re sending out promo emails, are all your clients opening them? Probably not. The same goes for social media. Are 100% of your clients actually checking your posts? Unlikely.
It’s tough, but the key is finding a way to get your promotions in front of as many eyes as possible using the platforms they’re already paying attention to.
Let’s say your clients always open emails with their workouts because they find them valuable. That’s your chance! Instead of sending separate promo emails, just slip your promotions into high-value ones; they’re already paying attention.
The key is blending your marketing with the content they care about. Whether it’s workouts, meal plans, or progress tracking, use those to push your offers.
Also, timing matters a lot. If it takes 10 days for all your clients to see an email, make sure your promotion runs for at least that long. You want your offer visible for the whole time it takes to hit full engagement.
Urgency
People deciding to buy isn’t the same as them buying now. You need to create a bit of FOMO (Fear of Missing Out). That could be by ensuring your offers have a clear deadline or making the deal feel extra valuable if they act now. Don’t run the same offers every month, mix it up so it feels fresh and worth jumping on so that it encourages clients to act fast.
Simplicity
Buying should be easy. The first rule of sales is “Make it easy for people to buy from you.” The more difficult it is, the more people who won’t buy. If someone clicks on your offer, don’t make them jump through hoops. Think about it: if they get stuck on a website that’s not mobile-friendly or have to re-enter their card info, they’re likely to give up. Make it quick, with minimal clicks, and boom, the sale is done.
Why should gyms focus on upselling and cross-selling?
Upselling and cross-selling should be at the top of every gym business owner’s to-do list, and here’s why. First off, they can significantly boost your revenue without any extra spending on customer acquisition.
You’ve already invested in bringing members through the door, so offering additional services or products maximizes their value.
These strategies also improve customer retention. When members feel they’re getting more, whether personalized offers or added benefits, they’re more likely to stick around and become loyal customers.
Plus, by tailoring these offers to their specific needs, you enhance their overall experience, making them feel valued and appreciated, which keeps them coming back for more.
Guide to Upselling and Cross-Selling in Your Gym
Upselling and cross-selling in your gym are great ways to boost revenue while giving your members more value. Whether it’s offering a premium membership or adding personal training sessions, the key is to tailor these offers to what your members already want and need. Let’s walk through the steps to make this happen effectively in your gym!
Get to Know Your Members’ Needs
Start by really understanding your members. What are they working towards? What services do they already use? When you have a good relationship with them, you can suggest things that fit their goals. For example, if someone’s all about strength training, offer them a nutrition package that helps them build muscle. The idea is to give them something that makes sense for what they’re already doing.
Make It Feel Natural
Upselling and cross-selling shouldn’t feel pushy. It should be easy and natural. For instance, during a personal training session, the trainer could suggest a more advanced package to help the member hit their goals faster. Simple, right?
Bundle for a Better Deal
Who doesn’t love a good deal? Bundle services like personal training with group fitness classes and offer them at a discounted rate. Members are more likely to go for a package that gives them more for their money, like adding a complimentary nutrition consultation to a training plan.
Train Your Staff to Spot Opportunities
Your staff is key. Train your trainers and front desk team to look out for upsell or cross-sell opportunities. They can chat with members about their progress and suggest services that could help. For example, your front desk staff could offer a free trial to a new group class when someone checks in for their regular workout.
Practical upselling and cross-selling strategies
Let’s discuss some effective cross-selling and upselling techniques for the fitness industry that you can start using today:
Cross-Selling Strategies
- Nutrition plans:
Pair workout memberships with meal plans or supplements.
- Fitness classes:
Offer discounted access to group classes when members sign up for a membership.
- Retail products:
Sell gym gear or supplements at the front desk for added convenience.
Upselling Techniques
- Premium memberships:
Offer access to more amenities, like spa services or advanced equipment.
- Personal training upgrades:
Encourage members to move from basic to elite personal training packages.
- Long-term commitments:
Offer discounts for yearly memberships instead of month-to-month plans.
How To Upsell And Cross-Sell In Gyms Without Being Salesy?
No one likes feeling like they’re being sold to. Here’s how to upsell or cross-sell while keeping things natural:
- Be genuine:
You’re not just selling; you’re offering solutions to help your members reach their fitness goals.
- Focus on benefits:
Instead of talking about the price, explain how the additional product or service will improve their experience and results.
- Use success stories:
Share how other members have benefitted from the same offers. Real-life examples work wonders!
Effective Upselling and Cross-Selling With Gymmanagement-software.com
Managing a gym’s day-to-day operations and tracking upselling opportunities can be challenging. That’s where Gymmanagement-software.com comes in. It’s a robust gym management software that helps you manage memberships, track purchases, and create personalized upsell offers for your members.
Whether you’re looking to boost customer retention or increase gym revenue through upselling, Gymmanagement-software.com is here to help!
Boost your gym’s growth with upsell and cross-sell!
Upselling and cross-selling are your gym’s secret tools to skyrocket your revenue. By focusing on members’ experiences and offering real value through products or services, you’ll see long-term loyalty and increased profits.
So, start integrating these strategies into your gym today and watch the magic happen!
Want to simplify managing your upselling and cross-selling efforts? Try Gymmanagement-software.com, the ultimate software for running your gym and boosting sales!