Sales - Sales Marketing and Customer Service EXW 320 The...

Sales, Marketing and
Customer Service
EXW 320

The basics of marketing
•
Performing activities resulting in the flow of goods from
producer to consumer……in essence marketing is about
creating a need or convincing people they have a need for a
product or service you offer
•
Understand there is more to creating revenue than simply
putting up an ad or opening the doors.
•
In health and fitness aspects of marketing you might be
involved:
•
Branding
•
Packaging
•
Advertising
• Selling

The largest marketing
campaign of your lives?
•
YOU!

What is your Brand?
•
Leadership
•
Taking initiative
•
Opportunities, groups, personal development
•
Participating – putting yourself out there, answering questions,
being involved in discussion
•
Accepting responsibility
•
Professionalism
•
Attendance
•
Attention
•
Showing care or concern – reviewing work
•
Effort
•
Punctuality

Packaging
•
Offering the correct programs in a way appreciated by clients
•
Understand Trends and react appropriately..what “Packages
“have recently changed?
•
Silver Sneakers – programs for baby boomers
•
Youth memberships in commercial fitness – family plans
•
Crossfit – socializing and competing
•
Small Group personal training
•
Beachbody App – every group fitness class on your tablet
•
Out of pocket post-rehab fitness or sports training

Pricing
•
Establish a price for services that allows you to meet expenses
and stay within the expectations of the consumer .
•
In the medical industry – price is essentially set by insurance,
you can ask for out-of-pocket expense, but generally most
people unwilling – packaging/volume/service critical
•
In the corporate world – price is set by reasonable expectation
for maximum participation – generally much less than in free
market – really examine how much support from corporation
you will need
•
Free market – gauge expenses; calculate cost of operations per
hour; calculate price per session based on expenses