The responsibility of your membership sales representatives is to generate business, not simply take walk-ins and call-ins. For that reason, your reps must have a five-point lead generation plan (5PLGP). These components include referral activities, alumni member activities, corporate activities and community outreach activities. They should have a membership sales goal for each of these activities.

The purpose of the 5PLGP is to create 50 more leads per month per salesperson and a consistent flow of leads. To do this, your salespeople must schedule time for these activities, which means they will not be on the rotation for calls/walk-ins the whole time they are on duty. Once they implement the 5PLGP, they will be happy to generate their own business rather than waiting for business.

To make this plan effective, your staff must do these things daily:

• Hand out new member guest privileges.
• Sell by walking around (SBWA) a minimum of two times each day.
• Send out VIP invitations through phone calls, face-to-face meetings and emails.
• Follow up on leads by phone.
• Manage their database.
• Set five appointments.
• Generate two sales.

For each week of the month, your staff has different things they should do.

WEEK ONE:

• Attend the weekly sales meeting to discuss SBWA/VIP talking/invitation points and guest traffic goals (five guests per representative).
• Schedule a three-day energizer for prospects to attend the first Tuesday, Wednesday and Thursday of the month to kick the month off with momentum.
• Make VIP calls.
• Implement promotional launch.
• Hand out club passes in classes (only first week of the month).
• Follow up on new member guest privileges.
• Call alumni.
• Promote five-week programs.
• Sell out next month’s five-week program (20 people).
• Offer new corporate/group sales presentations.
• Do two current corporate/group activities.
• Host a special VIP weekend for 10 VIPs/guests/prospects for each of the representatives working the first weekend of the month.

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