マスダの勝手にコンサル（その１）「ゴルフ場集客戦略」

今回から、不定期で「マスダの勝手にコンサル」と題して、マスダが見聞きした事業者の気になったことについて、勝手に改善提案させていただくということをやってみたいと思います。

第1回は、マスダの大好きなゴルフの話題です。ちょっと長いので、時間のある時に読んでみてください。

私のゴルフ好きは、札幌弁護士会の中でもトップクラスであることは自他ともに認めるところです。
そんな訳で、札幌近郊から千歳・苫小牧方面の名の通ったゴルフ場はほとんどプレーした経験があります。（実は、プレーしたことのないゴルフ場も結構あります。いくらプレー代が安くても、行く気にならないコースはあるもので、これはどうしようもありません。）

そんな、行ったことのあるコースの一つで、「集客のためにコースを貸切にしてイベントを行う」という話を聞きました。当日は、格安料金でお土産付きのコンペを実施するだけでなく、有名タレントをゲストに呼んで、プレー後にトークショーをやることなどを企画しているということでした。（このイベント単体ではもちろん大赤字ですが、広告宣伝のためということで行う訳です。）

どこかのコンサルティング会社の企画で、もちろんタレントの手配もその会社が行ってくれます。来場してくれたお客さんは、おそらくその一日楽しい経験をさせてもらったと、良い思い出を持ってお帰りになるでしょうし、そのイベントのために初めてコースに来るお客さんもいるでしょうから、コースの認知度も高まります。

さて、このイベントは、果たしてこのコースの売り上げ増にどれだけ貢献するのでしょうか。

率直な感想としては、かけたコストを売り上げ増で回収するのはかなり厳しいのではないかというのが、この話を聞いた第一印象でした。
このイベントに来てくれたビジターの人たちは、このコースでプレーがしたいと思って来たのではなく、「そのタレントを近くで見て、話を聞いて、うまくいけば握手や写真撮影ができる」と思って来ているので、コースにはそれほど興味のない人です。
ひょっとすると、友人に誘われて、年に数回しかプレーしないうちの1回をしに来ただけかもしれません。
コースの思惑は、このコンペをきっかけに、コースに足しげく通ってくれるプレーヤーを増やしたいと思っているのでしょうが、このイベント単発ではその効果はほとんど期待薄です。

来場してくれたプレーヤーは受付時に自宅住所等の個人情報を書いてくれるので、シーズン初めなどにDMを送るなどの手段で次の来場を働きかけるのでしょうが、それだけでコースのファンになってくれることはまずありません。
たまに、イベントのDMを見て来てもらうことはできても、イベント単体ではあまり収益は期待できないので、通常営業のときの来客に結び付けられなければやはり成功とはいえません。

それではどうするべきか？

私なら、やはり大事にすべきは固定客であるメンバーであり、そのメンバーが連れてきてくれたビジターと考えます。これらの人たちを良い気持ちにさせて、「また行きたい！」と思わせるようなサービスをすることを中心にすべきでしょう。

例えば・・・行きつけの飲食店で、店に入った時に「○○さま、いらしゃいませ。」と名前で呼んでもらった経験はないでしょうか。その一言が、客と店のスタッフとの距離を一気に縮めることに気付くはずです。
ですから、コースのフロントもその他のスタッフも、まずは「お客様（特に常連であるはずのメンバー）の名前を憶えて、名前でお声掛けする」という習慣をつけるようにするのが良いでしょう。

そして、もう一つは、キャディーの力を借りることです。プレーの直後に、来場のお礼とプレー中のエピソードを盛り込んだハガキを出してもらうという作戦が効果的です。

そのために、キャディーには、ラウンド直後に1日のプレーのポイントを日記形式で記録してもらうことをお願いします。そうすると、キャディーは、お客様のプレーに集中することになりますし、仮に不快な思いをさせたときにも、直ぐに謝罪することができるので、良い関係を切らさずにおくこともできます。

もっと進んで、キャディーの指名制度を設けられれば、キャディーの接客業としての意識が高まります。これはシステム上難しいかもしれませんけれども、キャディーの意識改革には間違いなく有効です。

これらの、方法は、はがき代と日記に使用するノート代以外には基本的にお金がかかりません。キャディーアンケートを実施しているコースもありますが、それよりもずっと効果的です。

コンサルティング会社に依頼すると、どうしても費用の掛かるイベントやCMなどをやりたがります。それは、彼らも儲けなければならないからです。しかし、費用をかけずにやれる方法はまだまだあります。

王道は、「お客様と良い関係を築くこと」です。

安定集客とキャディー教育、一石二鳥の名案だと思いますが、どこか取り入れるコースはありませんかね。

*****************************************************************
　会社の経営についての相談、研修講師、法律に関する勉強会の依頼
　相続、労働、債務整理・・・お悩みのかたはまず「プロ」に相談を！
　詳しくは、マスダの所属する札幌総合法律事務所http://www.sapporo-sogo-lo.com/
　または
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タグ：コンサル ゴルフ場 集客

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