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Posted by on March 10, 2023 — Updated on March 9, 2025
If you want to sell gym memberships, then learn how to sell more gym memberships with this free guide full of gym membership sales ideas and gym sales tips that can increase gym sales.
Even though there are many ways to boost your gym income, learning how to sell more gym memberships online, in-person, and over the phone is a huge part of how you increase gym revenue and profit, provided you also understand how to increase gym membership retention.
From gym member win-back campaign ideas like this:
To learning how to create a gym referral program with ideas like this:
To fitness challenge ideas for your gym like this one:
All of these things can increase gym member engagement and result in more gym membership sales, so read on for these and other gym owner tips will help grow your gym business by selling more gym memberships. See why pairing this health club sales guide with the best gym management software like Exercise.com can help you learn how to sell more gym memberships and grow your gym.
After all, if you want to grow your business, finding and using selling gym memberships tips and tactics are a key piece of the puzzle. It may not be the piece you are most interested in, especially if you prefer interacting with members and helping them meet their health and fitness goals the most. But selling more fitness studio memberships will generate revenue and keep the doors to your facility open.
Selling gym memberships is the key to growing your fitness business and increasing gym revenue and profit. A well-executed gym membership sales strategy can help attract new gym members, improve gym retention, and maximize gym profitability. Below is a detailed breakdown of the best strategies to increase gym membership sales—along with how Exercise.com can help streamline the process.
| Sales Strategy | Why It Works | How Exercise.com Helps |
|---|---|---|
| Use a Gym Membership Sales Script | A structured pitch helps staff confidently sell memberships. | Provides gym membership sales scripts and automated messaging. |
| Offer Limited-Time Promotions & Discounts | Creates urgency and attracts more sign-ups. | Easily creates time-sensitive promotions and online discounts. |
| Optimize Your Gym Membership Sign-Up Process | A seamless process reduces friction and increases conversions. | Streamlines membership sign-ups and automated onboarding. |
| Leverage Social Media & Online Advertising | Expands reach, attracts local prospects, and builds brand awareness. | Integrates with digital marketing tools for ad campaigns. |
| Provide Referral Incentives for Current Members | Encourages satisfied members to bring in new prospects. | Automates referral programs and tracks lead sources. |
| Host Free Gym Events & Open House Days | Allows potential members to experience the gym firsthand. | Manages event sign-ups and tracks attendee conversions. |
| Implement a Lead Nurturing System | Keeps leads engaged and increases conversion rates. | Automates lead nurturing with CRM and email follow-ups. |
| Upsell Personal Training & Premium Services | Boosts revenue by offering added value to members. | Enables upselling through digital personal training sales. |
| Improve Customer Service & Follow-Ups | Excellent service and follow-ups enhance retention and referrals. | Offers automated reminders and customer engagement tools. |
| Offer Flexible Gym Membership Options | Catering to different budgets and needs increases accessibility. | Supports multiple membership tiers with flexible payment options. |
Generating new gym memberships is a process that requires multiple steps for success. Here are tips to help successfully sell more gym memberships in your health club, gym, or fitness center, starting with investing in the best gym management software.
Having the right gym software solution is an important part of selling more gym memberships and leveling up your health club membership sales process, because you can automate gym membership sales best practices like automated email/SMS messaging:
With booking:
Selling workout plans, gym CRM software, online training, and much more—we’ve got you covered with all the tools you need to grow.
Browse through this big list of gym membership sales ideas to see if they can give you some inspiration for your next gym membership sales campaign. Here is a list of 50 ideas for selling more gym memberships:
If you’re looking for how to sell more gym memberships, then having a solid gym sales and marketing strategy is key to growing your gym. From fitness sales tips to gym membership promotion ideas, finding the right approach can help you attract and retain more gym members. Get access to all the free fitness templates you need, including gym membership sales scripts, gym lead generation strategies, a gym sales forecast template, a fitness marketing checklist template, and gym promotion examples to increase gym membership sales using the best gym sales software.
So, what is the best way to sell gym memberships? Whether you need to learn how to close gym sales, how to generate leads for gym memberships, or how to promote your gym effectively, having a structured approach is essential. Effective gym sales strategies include offering promotions, optimizing the gym membership sign-up process, and leveraging fitness sales tips to attract and retain members. Learning how to convince someone to get a gym membership requires a combination of personalized outreach, special offers, and effective follow-ups. With Exercise.com, you can automate gym lead tracking, streamline gym membership management, and optimize your gym sales pipeline. Get a demo now and see how the Exercise.com platform with the best gym CRM software helps gym owners increase fitness membership sales.
From learning how to increase membership sales in gym businesses to mastering gym membership sales leads, Exercise.com provides the best gym management software for fitness professionals. Whether you’re improving gym membership offers, refining sales pitches, or optimizing gym payment software, our platform helps you automate and grow your fitness business. Get a demo now.
Ready to supercharge your gym membership sales strategy with best-in-class gym software? Schedule a demo today.
As a gym owner, sales manager, or personal trainer, understanding effective gym membership sales strategies is key to the success of your fitness center. In the competitive landscape of fitness businesses, using targeted gym sales tips and fitness center sales strategies can make a significant difference in attracting and retaining members. Here are the top 10 gym membership sales tips, with a special emphasis on how Exercise.com, as a comprehensive gym software, can enhance these efforts.
Incorporating these gym membership sales tips into your strategy can significantly improve your ability to attract and retain members. Exercise.com’s software offers a range of features that align perfectly with these strategies, from managing customer relationships to automating marketing efforts. By leveraging these tools, you can ensure your gym stands out in a crowded market.
Remember, the key to successful gym membership sales lies in understanding your market, offering personalized experiences, and utilizing the right tools and strategies to streamline your efforts. With Exercise.com, you can take your gym’s sales performance to new heights.
Gym business software like the best CRM software for gyms provides an effective way for you to manage clients, payments, and scheduling/calendars, while also helping you market to new gym leads, make gym reach outs, and manage your gym sales pipeline. And from the gym member perspective, they can easily book classes with a mobile app, view workout summaries, and set up automatic payments or pay easily through the mobile app.
Fitness business software does require an investment of time and money but offers much more in terms of the return on investment. Less paperwork, better client management, ease for members to book classes and set up reminders, payment processing, e-commerce, membership sales, and tools for personal trainers in an all-in-one fitness software option.
Imagine your fitness business software working 24/7 to increase revenue and automate many features. The software ensures that clients will have a better experience with your fitness business, thus adding new members to your client base.
Use marketing automations to trigger email, SMS, and in-app messages.
Read More:
Determine what is unique or special about your gym. Think about what a potential member would get excited about or would come just to your facility to try or experience. Highlight these unique features or classes as your niche in order to find your gym target market.
For example, do you offer specialized equipment to improve functional fitness such as TRX training, BOSU training, or use the Functional Movement Screening as a baseline screening? Do your trainers have a variety of specializations to use with various special populations such as youth fitness or older adult fitness? Do you offer trending and popular group exercise classes?
Your niche will set you apart in a saturated fitness industry. If you do not have a niche, sit down with your staff to see where you might expand or specialize or complete a need analysis of your health club or gym.
Read the article on fitness niche ideas and gym marketing ideas to learn more about finding your niche, plus other helpful fitness business marketing tips.
Read More: How to Increase Gym Memberships
Front desk staff and membership sales staff should be friendly, enthusiastic, and enjoyable to speak with via phone, text, email, or in-person. The initial contact may occur in person, but may also occur via phone, email, or text, so train your staff to have effective interaction with all current and prospective members.
This discussion should be personalized for the prospective member once your staff has spoken with them and asked some general questions such as their goals, what they enjoy about working out, and any previous gym experiences. This should not be a one-size-fits-all approach for everyone that walks in the door or contacts your fitness facility.
These questions can give you a wealth of valuable information to make recommendations, set up a personalized tour, and follow up via phone, text, or email.
This goes along with asking questions, but staff should be trained to listen effectively. Sometimes as soon as a prospective member mentions their goals or the activities they enjoy, staff may want to jump in and make a suggestion. By doing this, it’s easy to interrupt them or interrupt their thought and miss something else important.
For example, you are chatting with a prospective member at a health expo and they mention they really enjoy Zumba classes and you jump in to hand them a schedule of group exercise classes. But what you didn’t realize is they were going to say they really enjoy Zumba classes but would like to start working with a personal trainer to develop better strength and flexibility.
This goes hand in hand with asking questions. But now, you should take the questions that were asked of the prospective member and address how the facility meets those needs.
If a prospective member is looking to improve overall fitness, maybe personal training sessions will help them meet their fitness goals. If they love group exercise classes, maybe you suggest the most popular Zumba and Bootcamp classes.
Use the tour of the facility to point out specific equipment, classes, or features that would appeal to that prospective member. Consider their goals, personal interests, and what questions they asked before the tour.
Showcase areas or facilities you are especially proud of, too. If you have recently renovated your locker rooms based on requests from members, show this during the tour. If you include personal hygiene products (deodorant, shampoo, soap) in the locker rooms so members can use them when they get ready for work, make sure to point this out on the tour.
Let’s say you have a really popular TRX training class that might fit in with the prospective member’s fitness goals; point this out to them. If they love group fitness classes, make sure to have them come in during one of your most popular group exercise classes. If they want to work out with a trainer, introduce them or have your most charismatic trainer give the tour.
Local events such as health fairs, fitness expos, or other related events are a great marketing opportunity for your gym, health club, or fitness center. Have a table with marketing materials, group exercise class schedules, business cards for personal trainers, or other relevant information.
Consider having a fun activity at your table that might bring attention. If possible and if room permits, offer 5-10 minute “preview” classes to show what a Zumba or BootCamp class might look like. Bring resistance bands and show attendees a few simple exercises they could do.
If you use social media, post information about these events as well. Current members might also stop by and bring friends or family (who are potential new members) along with them. Read more about the best gym referral management software to make this a process in your gym.
What is your competition doing really well to attract, manage, and keep members? Are they interacting with members via social media in a way that creates excitement and enthusiasm? Is their customer service top-notch?
Keeping up with your competition can give you insight into what you can implement to retain and grow your membership.
Prospective members want a trial period to try out a new facility, classes, or equipment to see if it meets their needs. They may want to check out equipment or classes. This is also a trial opportunity for your staff to shine so the potential member has a desire to sign up for a membership.
You may also choose to give members a certain number of guest passes per year. This could help grow your membership with new client referrals. Maybe you give all members two guest passes a year to have a friend or family member join them or come in on their own.
Read More: Fitness Upsells
It’s up to your management to determine the required qualifications for hiring personal trainers as well as pay ranges for those new hires. Lower pay, fewer hours, and a lack of a benefits package will not attract quality personal trainers. You must offer competitive pay and benefits to attract the best personal trainers.
At a minimum, personal trainers should have a reputable fitness certification (ACE, ACSM, NASM, and NCSA are the top four) and some personal training experience. You should determine how important an educational background is for new hires.
An established personal trainer may add to your membership base by bringing clients from another health club, gym, or fitness center. They may also get referrals from new clients who will then sign up for a new gym membership.
Prospective members may be interested in purchasing a personal training session package when they join, so having good quality personal trainers that can help them meet their goals is important for retention.
Read More:
Referrals are one of the best ways to add to your membership base. Members who enjoy their experience, see the benefits of their hard work, and those that have a great experience will pass that along to their friends, colleagues, family, and neighbors.
It depends on your membership structure, but you may consider offering a one-time discount on membership ($10 off the monthly membership for one month) or a reoccurring discount on a membership ($60 off a year, which amounts to $5 a month).
You could also do a monthly contest for referrals. For each new referral, the member could earn a raffle ticket for a nice prize at the end of the month like a massage, a gift card for new workout shoes, or a bag full of items with your logo on them. If the referral leads to a new membership, then maybe they get 3 raffle tickets for the prize.
Whatever option you choose, make sure you communicate the referral rewards to all members. The video below from ACE Fitness describes some tips on having a referral network and retaining current clients. It’s more focused on personal trainers but has some great tips for anyone.
Read More:
The front desk staff, group exercise instructors, membership sales staff, personal trainers, and anyone else who interacts with members should have customer service training. A good customer service experience will retain current members, who will then tell others about their experience.
Excellent customer service can be recognized in various ways. You may want to have an employee of the month recognition, award gift cards or small monetary incentives, or provide some other type of reward for employees who go above and beyond.
Front desk staff or membership sales staff should always follow up with potential members after their first communication or after their tour. This follow-up should help answer any questions the prospective member may have, offer them a free trial (if they did not have one already), and encourage the prospective member to join.
It is a delicate balance between annoying the prospective member yet engaging them to keep their interest level high to sign up for a membership.
Read More:
Fitness and nutrition usually go hand-in-hand. If you can create a partnership with at least one local registered dietician nutritionist (RDN), it’s a win-win for both of you. You can refer your members to meet with the registered dietician for one-on-one counseling and suggestions to improve their eating habits. The registered dietician can refer their clients to use your fitness facility to meet their fitness goals.
The same goes for physical therapists, chiropractors, local running stores, fitness apparel stores, or healthy meal delivery services. Those partnerships can be mutually beneficial.
Most of your clients are using at least one type of social media, such as Facebook, Instagram, or Twitter. Using social media effectively is a great way to not only engage with current members but also cultivate relationships with potential members.
Members can interact with your facility and staff by using Facebook check-ins or tagging your facility in their Instagram posts or stories. You can use your social media pages to interact with current clients or find new prospective clients in numerous ways. Some options include:
Read More:
Sometimes the first question a potential member wants to ask is about prices. Train your staff to ask questions, get information about the client and their goals, and what equipment, classes, and facilities they will use. Then you can discuss the various prices for membership fees.
Your staff will always be improving on techniques for selling gym memberships. This is an ongoing process and requires continual training and professional development. Set aside time for new staff to rehearse, role-play, and practice.
Ask for feedback from members or customers who are discontinuing their membership. They may provide valuable feedback that could be implemented to improve your business, marketing, or sales for the future.
Upselling in a gym is a critical strategy for gym owners and sales managers aiming to maximize revenue. By effectively implementing gym upsell ideas, you can enhance member satisfaction and increase profitability. This guide provides actionable tips for selling gym memberships and introduces innovative fitness club upsell ideas, with a focus on how Exercise.com’s gym software can support these efforts.
Exercise.com’s gym software plays a crucial role in implementing these fitness center upsell strategies effectively. The software’s features enable easy management of membership tiers, tracking of member preferences for personalized health club upselling, and with the best gym marketing software and the best automation software for gyms, using automation of gym marketing campaigns to promote new services and products. By using Exercise.com, gym owners can streamline their upsell strategies, ensuring they’re targeting the right members with the right offers at the right time.
Upselling in a gym environment requires creativity and understanding of your members’ needs. By implementing these gym upsell ideas and utilizing Exercise.com’s comprehensive software, you can enhance your gym’s value proposition and increase revenue while improving member satisfaction. Remember, successful upselling is about offering real value to your members, not just selling for the sake of selling. With thoughtful strategies and the right tools, you can create a win-win situation for your gym and its members.
For gym owners, sales managers, and salespeople, mastering how to sell gym memberships is a crucial skill. This guide not only covers how to sell a gym membership effectively but also how to boost gym membership sales using strategic approaches and advanced tools like Exercise.com’s gym software.
To improve gym sales and develop compelling gym membership offers, a deep understanding of the market is essential.
Knowing your market is key to how to get new gym members and how to improve gym membership sales. It involves:
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Creating attractive gym membership offers is fundamental in how to increase gym membership sales. Effective strategies might include:
Read More: Gym Promotion Ideas
A strong sales strategy is vital for health and fitness club sales and can significantly improve gym sales.
Developing a compelling gym sales pitch is a key technique in how to market gym memberships and how to sell fitness memberships. Your pitch should:
Implementing a structured gym sales process is crucial for how to increase gym sales:
Effective marketing is crucial for ideas to increase gym membership and gaining more members.
Digital marketing is essential in how to get more gym memberships and how to sell memberships for a gym:
Read More: Gym SEO Guide
Hosting gym events can be an effective method in ways to increase gym memberships:
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To effectively increase gym sales and memberships, a comprehensive approach is key. This includes understanding the market, developing strategic sales processes, and implementing dynamic marketing efforts. Utilizing Exercise.com’s advanced gym software can be transformative, enabling you to effectively manage, market, and grow your gym business. By implementing these strategies, you can find ways to improve gym sales and profitability this year and see a significant increase in gym memberships and personal training sales.
To increase gym membership sales, focus on targeted marketing, compelling offers, and efficient sales strategies. Utilize gym promotion ideas like discounts or referral bonuses, and engage potential members through social media and community events. Train your team in fitness sales techniques, emphasizing the benefits and value of joining your gym. Implement a gym sales software like Exercise.com to track progress and manage leads effectively. Remember, personalizing your approach and understanding customer needs are key to improving gym sales.
It depends on which areas you are doing well in already and which areas could use some improvement. You might conduct a needs analysis with members and staff to determine which strategies will work best for you.
That varies greatly depending on geographic location, amenities and classes offered, and your niche. Gym memberships can be as inexpensive as $10 a month and can exceed $200 a month.
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Cheap gyms make money through volume sales, minimal staffing, and additional revenue streams like vending machines or branded merchandise. They focus on attracting a large member base with low-cost memberships and often automate many aspects of their operations.
Read More: Planet Fitness Business Model Breakdown
Marketing is embedded in many of the tips above. If your budget for marketing is minimal, use as many free resources as you can. Social media marketing, developing partnerships in the community, and gathering input from staff on marketing ideas are free or inexpensive options.
Many professional fitness organizations have free webinars, guides, and YouTube videos on how to improve sales techniques for fitness staff. Consider using those resources for training materials for new staff or provide in-service training for current staff.
While a trial period is fine, try not to offer discounts that extend beyond a discounted month. If you offer three-month, six-month, one-year, etc., deals to new members, that may leave a bad taste in the mouth of current, loyal members that did not receive such a discount when they joined your gym.
Remember, you want to keep your loyal members happy. Anyone can commit to a one-month membership; if someone has given you their hard-earned money for months on end, they should not be forgotten about. If you plan on offering long-term discounts, these discounts should apply to all gym members. Consider offering discounts to loyal members after being at your gym for a certain amount of time (e.g. “After 12 months of membership, members receive a free massage, free training session, etc.”).
Increasing personal training sales involves creating tailored fitness programs, offering trial sessions, and showcasing success stories. Develop a sales strategy that highlights the unique benefits of personal training at your gym. Use personal training sales techniques like demonstrating the value of customized workouts and the long-term health benefits. Engage current gym members with special offers and incorporate fitness membership sales strategies to bundle personal training with gym memberships.
To upsell gym memberships, identify members’ needs and offer services that enhance their gym experience. Introduce premium memberships with additional benefits like specialized classes or access to exclusive areas. Communicate these offers through gym membership marketing strategies and during interactions like fitness assessments.
Read More: Gym Upsells
Selling a gym membership effectively involves understanding the prospects’ fitness goals and aligning them with what your gym offers. Use gym sales pitch examples that resonate with their interests, and highlight unique features like state-of-the-art equipment or diverse classes. Implement gym membership offers and promotions that provide added value.
Gyms get customers through targeted marketing campaigns, community engagement, and referrals. Implement gym membership marketing ideas like hosting open house events or fitness workshops. Use social media to showcase your gym’s culture and services, and encourage existing members to refer friends through incentives.
Read More: Gym Marketing Ideas
The number of memberships needed for a gym to be profitable varies based on the gym’s size, operating costs, and pricing structure. Conduct a financial analysis considering factors like rent, staff salaries, and maintenance costs against your membership fees to determine a profitable membership base.
Read More: How many members does the average gym have?
Attract new gym memberships cost-effectively by leveraging social media, word-of-mouth referrals, and community partnerships. Offer free trial periods or classes, and create engaging content that promotes the gym’s community and success stories. Utilize existing members as brand ambassadors to spread the word.
A gym membership growth strategy includes marketing campaigns, referral programs, and enhancing the gym experience. Focus on gym membership promotions, strategic partnerships with local businesses, and offering unique fitness programs. Analyze member feedback to continuously improve and adapt your offerings.
Pitch a gym membership by first understanding the potential member’s fitness goals and preferences. Tailor your pitch to highlight how your gym’s facilities, services, and community can help them achieve their goals. Use gym membership sales techniques that emphasize the value and benefits of joining your gym.
Selling gym memberships over the phone requires clear communication of your gym’s unique selling points. Be enthusiastic and listen to the potential member’s needs. Offer them a compelling deal and invite them for a tour or trial session to experience the gym firsthand.
Read More: How to Sell Gym Memberships Over the Phone
To start a successful gym business, develop a clear business plan including market analysis, financial planning, and a unique selling proposition. Invest in quality equipment, hire qualified staff, and create a welcoming gym environment. Implement effective gym sales and marketing strategies to attract and retain members.
Read More: How to Open a Gym
A gym membership salesperson is responsible for selling gym memberships, providing tours of the facility, explaining services and benefits, and following up with leads. They play a crucial role in increasing gym sales and member retention.
The profitability of a gym business varies based on factors like location, membership fees, operational efficiency, and additional revenue streams. Successful gyms can achieve good profit margins by maintaining high membership rates and offering diverse fitness services.
Read More: How profitable is a gym business?
Make your gym business successful by offering high-quality services, maintaining a clean and welcoming environment, and employing skilled staff. Focus on effective marketing and sales strategies, provide exceptional customer service, and keep up with industry trends to stay competitive.
Read More: How to Have a Successful Gym Business
Exercise.com can help sell more gym memberships through its comprehensive gym management software. It offers tools for effective marketing, lead tracking, member management, and analytics, enabling gyms to optimize their sales process, understand customer needs, and create targeted membership campaigns.
Tyler Spraul 
