Boot Camp Call Script
Posted by Steve Hochman on Wed. Sep. 22nd, 2010
Warning: You may be leaving lots of money on the table (See below)
For some reason, a lot of the time "sales" gets left out of the boot camp marketing formula.
I'm not sure why...
I mean just about every trainer knows their needs to be a sales process when selling personal training, but when it comes to boot camp they think it happens by magic.
Well if you want your boot camps to BLOW UP, then you're gonna have to sell...
And in most cases, "closing the sale" starts over the phone.
Check out this video from one of my favorite movies "The Boiler Room"
Pretty awesome clip right?
But what's pretty shocking how many fitness professionals make is do difficult (and sometimes impossible) for prospects to call.
I admit a lot of prospects will pay or register online without ever talking to a human, however a lot of prospects WILL NOT.
Which means you may be leaving A LOT OF MONEY on the table.
So here's a script that is great for getting prospects who call, to come in and join.
When a prospect calls, with a ton of "energy" say:
Thank you for calling (YOUR BUSINESS NAME) this is __________ how may I help you?
(They will probably ask, “how much does it cost”, or “Can you tell me about the program”)
I’m so glad you called, may I ask you what your goals are and what you're looking to accomplish?
“Peel the onion” until you find their hot button by asking questions like “why is that important to you..?” “How would that make you fee…?” “Why have you decided to do this now vs 6 months form now…?”
I totally understand and I can absolutely help you achieve (INSERT THEIR GOAL).
Let's go ahead and set up your 1 week free boot camp trial...
(If you have one location) We are located in (City) (cross streets) were you planning on coming to the (time) or (time) boot camp.
(If you have multiple locations) We have locations in (name cities), which one were you planning on attending…. were you planning on coming to the (time) or (time) boot camp. And will you be attending (Tomorrow’s day) or (the next day)
What’s the best email address to send a conformation and directions to?
And what would be the best number to reach you at.
Do you have any injuries or limitations that we should be aware of?
Excellent, I have you scheduled for Date at Time at location
I’m going to send you a confirmation email providing you w/our address and specific directions.
Oh, by the way, you’re welcome to bring a friend with you on (day), in fact, for every friend you refer you get one month of boot camp at 50% off.
Do you have any other questions?
Great name thank you for calling and I look forward to meeting you and helping you to achieve (INSERT THEIR GOAL)
If client asks again how much it costs say this:
Our most popular program is about $197 a month, if after your free week if you feel that this is exactly what you were looking for will that fit into your budget.
If they say they cant afford it…
We have a few introductory promos that I'll go over with you on (DAY), I'm sure one of them will fit into your budget.
The reason this script works so well is because you uncover the prospects"HOT BUTTON"
If you don't first find their "hot button", then you're just guessing and hoping that you'll say something that connects with them on a deep level.
Here's a perfect example...
I had a guy call and say he wanted to lose 40 pounds.
I asked why that was important to him.
He said he wanted to be healthier.
I dug deeper and asked what he meant.
He said that he wanted to be healthy for his kids.
I dug deeper and asked, "Why now as opposed to next year or the year after?"
He finally said that he's turning 47 and his dad and grandfather both died of heart failure at 50 years old.
And if he didn't lose weight and get healthy, his little girls would grow up orphans (His wife passed away)
HOLY SHIT... The guy just went from wanting to lose 40 pounds to NOT WANTING HIS KIDS TO BECOME ORPHANS!
What would be an easier close:
Sign up for my boot camp to lose 40 pounds...
Or
Sign up for my boot camp or else your little girls may become orphans.
And THAT my friend, is the power of the "Hot Button"
Enjoy the "calls script" and keep dominating.
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