How To Sell Fitness And Keep Your Current Boot Campers During The Holidays…

Posted by Steve Hochman on Mon. Nov. 28th, 2011

4 comments


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.

This entry was posted on November 28, 2011 at 12:18 am. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

Posted in Boot Camp Marketing, Boot Camp Strategies, Closing and Sales Techniques, Fitness Marketing by Steve Hochman | 4 Comments

4 Comments "How To Sell Fitness And Keep Your Current Boot Campers During The Holidays…"

  • James Bond says:
    November 28, 2011 at 12:53 am

    Mate: how about this strategy. If people join in January or even now why not start payment at the end of January 2012 after pay day and give them another free month if they can get a friend to join? you need to know your numbers. if you get someone to join now or even january then in january they have no money- they've spent it all at christmas.

    if they pay £80 a month from 1 feb 2012 onwards then you 11 months at £80 a month i.e. £880 but by the time they have had 1 month for free that lady has lost a dress size etc do you not think she'll be telling her friends around payday?

  • stevehochman says:
    November 28, 2011 at 1:40 am

    Right on James... Everyone's situation is different so I like to start by offering them a deal, then depending on the situation go to free until Jan... Keep it up dude!

  • Bob Garon says:
    November 28, 2011 at 6:33 am

    Great ideas Steve... James yours is also brilliant!

  • Angel says:
    November 28, 2011 at 5:09 pm

    Great ideas, along the same lines that I did. To keep my current members working out & committed I created the 12 days of slimming contest (they must complete 12 workouts between nov. 28th - Dec. 16th) however it's 3 weeks of clean eating and they win $75 for losing the most weight, $75 for the most inches lost and $75 for the most Body fat % lost. over half my members have committed and I charged them $10 + 1/2 their monthly (because I take the last two weeks of Dec. off!). I did this on a whim and within 2 days had it up and running with 1 week to market. I got 10 new clients from this deal each paying $97 each for the 3 weeks and no doubt will keep them as clients in January 🙂 thanks Steve for the ideas and motivation! Happy Holidays!

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