How To Sell Fitness And Keep Your Current Boot Campers During The Holidays…
Posted by Steve Hochman on Mon. Nov. 28th, 2011
I get a whole bunch of questions about how to sell fitness and keep your boot campers during the holidays...
Well lucky for you it's pretty simple when ya know what to do.
So to answer the first question, let's start with the two most common objections you may get when selling fitness during the holidays.
The most common objections are, "I want to wait until January first to sign up for your boot camp.", or "I've spent too much during the holidays and I have to wait until January."
Those are probably the most common objections and here's how to overcome them.
When a prospect tells you they want to wait until January to sign up, offer to train them at a special 70 percent off "holiday" rate for 30 days...
So instead of paying %197 a month, their first month is only $59.
Of course they will sign up for your 12 month agreement that goes to full price after the first discounted month.
And if for some reason THAT doesn't work, it's worth it to offer to train them for free until January as long as they sign up today with all their credit card details and are set to be debited in January.
This way you don't have to compete against all the crazy first of the year specials.
So that's how to sell fitness during the holidays, now here's how to KEEP your clients during the holidays.
Just like the two most common objections when selling fitness, the two most common objections for clients staying during the holidays are pretty much the same.
They say that they are either too busy and want to take a break until after new years, or they have spent too much money and need to take a break until after new years.
This is what you do to overcome this.
IMPORTANT: DO NOT EMAIL OR FACEBOOK THIS!
For boot campers who want to take a "holiday break", on an individual basis, tell them that they can train for the next 30 days at half off.
It that doesn't work offer them one month at 70 percent off.
And if THAT doesn't work, and they are a really good client, offer to train them for the next month free.
Why offer this?
Because just like objects in motion tend to stay in motion, clients that workout tend to KEEP working out.
Don't let them "break the habit" by taking a break, most of the time they don't come back.
Posted in Boot Camp Marketing, Boot Camp Strategies, Closing and Sales Techniques, Fitness Marketing by |