Is your tennis club actually ready for new customers? #2
Written by Roland Laurense on jun. 16th 2020
If you really want your tennis club to grow, then it is very important that you are able to empathize with your potential clients.
Who are they, what do they want, and especially what are the potential objections that stop them, and how can you remove those objections and thus solve them for them?
With more than 25 years of experience in the tennis world and after more than thousands of conversations with potential tennis players, I know what their objections are to come and keep playing tennis.
Every tennis club has to make sure that the answers to the following questions ( objections ) are very easy to find. Both on the website, at the tennis club, in flyers and posters, in emails on the phone but foremost make it very clear in your offer.
CAN I PLAY TENNIS HERE?
DO I HAVE TO BECOME A MEMBER FIRST?
DO I HAVE TO HAVE / BUY A TENNIS RACKET TO JOIN?
WHAT SHOES AND CLOTHING DO I NEED?
DO I HAVE ANY TALENT?
IS IT VERY DIFFICULT?
CAN I DO IT?
AM I NOT GOING TO BE A FOOL?
I DON'T KNOW ANYONE AT THE CLUB YET?
WHAT IF I DON'T LIKE IT?
HOW MUCH DOES IT COST?
I will give you some practical tips on how to make it clear and much easier for potential members to join your club:
1) Organize an offer/moment for new or potential members in which you clearly communicate the following:
Racket not needed yet, we have loan rackets for you.
(No large investments needed to get acquainted with tennis)
A Tennis trainer is present to help you with the first tips.
( The tennis trainer provides tips but also a safe situation to try tennis )
This introduction, for example, Monday at 18 pm, is exclusive to other beginners.
( A group with " equal " beliefs in both situations and levels creates a bond. This creates trust and also offers an opportunity to bring new people together who will build new relationships and get tennis friends, which creates long-term bonding.
Membership is " not yet " necessary.
( Making a successful acquaintance is only possible if you remove the thresholds and objections. Why would you force someone to take something and pay a lot for it when he doesn't know if he can do it, likes it, or doesn't know other people yet? In short, start low-threshold and remove all these obstacles. Once somebody has experienced how much fun tennis is, got to know other people, feels he can learn it, then it is much easier to sell these people extras like a membership.
What I see happening daily is that Tennis Clubs don't understand it at all. They advertise with actions that completely ignore these objections and feelings that potential clients have.
BECOME A MEMBER NOW AND GET 50% DISCOUNT ON YOUR MEMBERSHIP.
With this offer, you don't solve the objections like:
I don't know anyone.
Do I need to buy a tennis racket and other tennis gear to join?
What if I don't like it?
Is my level good enough?
Conclusion: The better you understand the potential client, and the more you take his objections to tennis into account in your offer, the more new customers and the higher your success will be in the end.
Roland Laurense Shares His 25 Years Of Experience In The Tennis World To Help Other Owners Grow Their Tennis Club By 6 Figures Through His 8-Week Coaching Program.