7 Figure Blue Print My Secrets to Success
7 Figure Blue Print My Secrets to Success Devan Kline, Founder Burn Bootcamp
Overview I am about to share with you the tools you will need to create your own personal training success story… the mind-set, marketing and action plan to help you build a 7 figure income while helping thousands of people live a more fit and healthy lifestyle.
The Mind Set Shift Ø Damaging thoughts about money Ø Getting rid of your glass ceiling Ø Positive thoughts and assimilation with BBC Ø Visualization You are marketing and selling yourself: You are the best, let people know it! Ø The BBC system is proven and systematic Ø You are the marketer and fitness is your product Ø You will get paid what you are worth Ø You are the best at what you do
Visualization Find 5 minutes per day everyday to visualize positive thoughts about where you want to be in your life in… 30 Years 1 Year At the end of the day today… Reticular Activation Brain System I am not qualified I am not the best at what I do My clients won’t do this
“If you do not tell yourself you are the best, who else is going to believe it? ” – Michael Jordan
OUR PHILOSOPHY
BBC FIT MOMS PHILOSOPHY • Mindset – Building mentally tough clients • Nutrition – Whole Foods / Paleo / Macro Nutrition • Strength Training – Using heavy weights to reach hypertrophy • Burst Training – The best body-fat burning 15 min. on the planet • Environment – The glue that holds it all together • We all have to believe the same thing • Creating Community is the MOST IMPORTANT aspect to grow
PHILOSOPHY FOR MARKETING/SALES Information on a pad doesn’t put money in your pockets Shoot first, think second Imperfect action is better than no action Do everything with a purpose G. S. D. List
“Alone we can do so little. Together we can do so much. ”– Hellen Keller
BURN BOOTCAMP MARKETING How to flood your bootcamps with clients Emails Facebook Blogs and Website Human Billboards
Marketing: What you need to know • Traditional marketing is dead and gone • Direct response marketing will always produce results • Your email list is king • “like it, try it, buy it” marketing is inexpensive and easy • Becoming a local celebrity is systematic • You have to be a writer/educator
Problems with traditional marketing • • We are PERSONAL training in group setting/traditional marketing is too corporate and sterile (no personal touch) Designed To “Look Good” over “Perform Well” = More Money Too Many Copycats (Have You Seen Normal Fitness Ads? JOKE!) Cost Way Too Much and Shows No Emotion • I hate this slide
The BBC Marketing Funnel “LIKE IT” Getting Burn Bootcamp Leads For Free - Facebook Likes - Newsletter Opt In - You. Tube Views – Instagram/Twitter/Pintrest Followers – Comments on Blog Posts – Engagement in Emails – E-Book Downloads – Lunch and Learns – High Website Conversions – Joint Business Ventures – Blogs – - Optimize Google Places - Nutrition Seminars – Guaranteed Free Press Release “TRY IT” Getting Burn Bootcamp Prospects For Free - Human Billboard Program - Facebook Offers - Newsletter Offers - 14 Day Test Drive – Free Saturday Camps – No/Low Offers – Groupons/Daily Deals - Community Appreciation Week – Transformation Contests– Referral Contests – Beta Programs “BUY IT” Getting Burn Bootcamp Clients to Pay, Stay, and Refer - Closing 6 or 12 Month Deals – Train With Friends – No/Low Back End Promos – 5 x 5 Marketing Method
What you need to do before you start the marketing funnel Get yourself set up and poised for success by doing the following: • Set up your blog URL. • • • Example: www. devanklinefitness. com Set up your Facebook fan page • Example: www. facebook. com/burnbootcamp Set up your email autoresponder account • Get a Mail. Chimp Account – www. mailchimp. com Set up your EFT system • We use the Mind. Body System Set up your Instagram/Twitter/Pinterest
What we do for you in the marketing funnel BBC Provides The Ultimate Support: • • Your Very Own Burn Bootcamp Site (To Customize Yourself) • • • Example: www. burnbootcamp. com/huntersville Your Own Brand with Your Picture In Banner (Social Media Links) Done-For-You Sales Copy, Upsells, BBC Store and More Optimized Email Opt – In (Customize or Use Devan’s Product) • • • Example: www. burnbootcamp. com Industry Leading 35% capture rate (google analytics) 14 Test Drive, Saturday Camp, Newsletter Opt In (All to Your Email List) Unconditional 30 Day Money Back Guarantee (Risk Reversal) Master List of Testimonials for Sharing BBC Stories with Your Clients Company Wide Promo’s with “Done For You“ Marketing Plans Various Paid Marketing Support From Royalties Burnbootcamp. com On/Off Page SEO
System #1 Email Marketing How to create a hypersensitive fan base and establish the foundation for wealth
The Email List Is King You have be OBESSED with getting emails and nourishing your list Your Goals: • • To collect 5 – 15 leads per day through various opt in’s Establishing yourself as the authority on fitness and fat loss in your area Getting people to know, like, and trust you Creating a hyper-sensitive email list by killer content M-W-F emails follow the ninja email marketing protocol Create irresistible offers to capitalize on your efforts Exponentially grow your list each month
Foundation for Email Auto-responders Your List Will Never Grow Without Adding and Over-Delivering Value to Your List Done-For-You Email Auto-Responder Set Up • • • 30 Day “Know, Like, Trust” Email Auto -Responder System Bi – Monthly Referral Generator (2 Emails Every Month) Ex-Client Reactivation Email Series 14 Day Test Drive Auto-Responders Free Saturday Camp Auto-Responders
Ninja Email Marketing Tactics • http: //theartofsellingfitness. com/Access/? page_id=6 • User Name – Charlotte. Burn • Password - cs 5 Hq. L&k. YJXh • Ton’s of other free stuff on here that is useful for our BBC Business • Credits – Bedros Kueilian Inc.
Email Marketing Wrap Up • By far the most important form of free marketing • 50% or more of emails are pure content pointing to blog or youtube • Building a loyal list will put legs under your business and allow you to create your own “brand” outside of BBC to create multiple income streams. • Questions?
System #2 Facebook Protocol How to create, build, and grow your Burn Bootcamp Facebook page to maximize your income
How To Brand Design Your Facebook Page • Largest Pool of Pre-Qualified Prospects Come From Facebook. • Create a Fan Page – www. facebook. com/burnbootcamp • Pictures on Header – Your Face and Client Testimonial • Website in the “About Us” Section • Custom Tabs (You. Tube, Success Stories, 14 Day Test Drive Opt In) • Kerry Burd – Kerry. burd@gmail. com (Facebook Specialist) $500
How to Grow Facebook Page For Free Devan’s 5 x 5 Posting Method for Viral Growth • • • Success Stories Blog Posts with Rich Content Motivation From You. Tube “How To” Videos Burn Bootcamp Protocol
How to Grow Facebook Page For Free Success Stories • • Testimonials are the golden content. • Ask your Fit Moms the following questions and have them answer you in a paragraph format: 1. How did you feel before BBC? 2. Why were you skeptical about joining BBC? 3. What results have you achieved (bf%, wt, inches)? 4. How do you feel now? • Post their Before and After along with their completed paragraph on all channels of influence, not just Facebook. • Remember that your goal is to convert prospects into leads. Write a blog post on each testimonial giving your insight on their transformation and place a link on your post in the first three lines linking people to your blog. Your optimized opt in will take close their email for you. There will be a Fit Mom of the Month at Your Location. Share their story each time.
How to Grow Facebook Page For Free Blog posts with rich content • When creating blog posts always take the “For Dummies” approach. You want to be sure that posts are useful, simple, and provide extreme value that someone can apply to their lives immediately. When writing, assume people do not know anything. • • Good Example: 6 Ways To Burn Fat Faster • When posting, provide the link within the first three lines of the post. • Remember your goal. Capturing e-mails. It is essential to have a high converting blog opt in. If sending to burnbootcamp. com, our opt ins are industry leading and guaranteed to capture at a high rate. • Ask people to share. You want more followers? Ask for them! Bad Example: Metabolic Conditioning Is Good For Your Neuromuscular System
How to Grow Facebook Page For Free Motivation from you! • An opportunity for you to open up to people and be vulnerable. When you let people in your life they will “know” you without “knowing you” • • Kim Kardashian Example • Using Motivational Pictures Here is Good Too…Create Custom Pics on Word. Swag, Instaquote, Pic Collage, Etc. Give your insight from a philosophical stand point, show people what you stand for, let people into your life at whatever level you are comfortable.
How to Grow Facebook Page For Free You. Tube ‘How To’ Videos • There is no better way to prove you are the best trainer in your area then creating “how to” video content. • Create it once and re-use over and over again. • Place link in the landing screen of the post so people do not have to click “read more” to get to your link. • Create a call to action on every post. “Share”, “LIKE”, “Go here now”. • Create videos much the same way you create blog posts. They can be interchangable.
How to Grow Facebook Page For Free Burn Bootcamp Protocal • This is a very sneaky tactic. REFUSE to post the Weekly Protocol in your gym. Force clients to go to Facebook to see it. Doing this will cause a constant flow and viral effect. • Use the BBC Weekly Protocol to pump your clients up with some motivation or preface something special you have going on! • There is ALWAYS something you can throw in before and after the protocol. Never simply post it alone with nothing else.
Other Facebook Posting Ideas • • Posting about specials you/company is running • • Instagram videos for exercise ideas Highlight your clients in bootcamp (take a pic or video of them doing something great) Group picture and tag whole group = automatic viral activity Tip: friend all your clients on your personal fb page so you can tag them at anytime. The more tags you can put in each post the better Post and write on businesses with like clientele. Some joint ventures can form from facebook. Reach out to influential businesses and do some networking • Piggy back national news with your opinion (Kraft cuts back on GMO’s) Inspirational emails you get from clients Displaying your bootcamps – posting videos of your bootcamps hard at work and doing something fun
How to Grow Your Facebook Page with ADS • Two Major Ways • • Facebook Sponsored Ads • • • Optimize Clicks For Website (Squeeze Page, Blog, Mini-Site, Burnbootcamp. com) Optimize Click For Likes (Your Burn Bootcamp Facebook Page) A/B Testing for High Converting Ads Facebook Boosted Posts • • • Set a budget on a specific post to get more engagement Selective – Not necessary on all posts (only really good ones like testimonials) Cheap Way to Have More People See Your Specials. $100 Newspaper Ad = 20, 000 people ½ of which are males. $100 Facebook Boost = 20, 000 – 40, 000 people to your prospects. How To Create and Optimize Your Burn Bootcamp Facebook Ads
System #3 – Your Fitness Blog How To Create, Build, and Grow Your Burn Bootcamp Facebook Page to Maximize Your Income
Fitness Blog WHY? • • • Get Found In Search Engines HOW? Get Leads on Autopil Build a List of Loyal Subscribers Build a Loyal Following Bond With Your Market Position Yourself as an Expert Sell Info Products (Multiple Income Streams) Create a Sense of Loyalty Build a Feeling of Reciprocity Wordpress and Semiologic Plug In Have a Catchy Opt In (EBook/Giveaway) Have a Pop Up Opt In (not annoying) SEO Friendly URL Meta Keywords H 1 and H 3 Tags (When You Blog) Know Your Keywords and Use Them SEO User – devankline PW – di 8 ym 24 u Click for videos You. Tube SEO User – Charlotte. Burn PW - cs 5 Hq. L&k. YJXh Click for video
Squeeze Page (Mini-Site) • What is a Squeeze Page? • • • A squeeze page is designed to “squeeze” an email address from a prospect. • • • Facebook Sponsored Ads – Points to Squeeze Page URL Give away access to rich content in exchange for an email. Only options are to opt-in or leave page. Best opt in percentage. Can do A/B testing on squeeze pages for maximum email capture. • How To Use Squeeze Pages? Use Optimize Press Template to Easily Create Great Squeeze and Sales Pages ($99) Print, Postcards, Newspaper Ads all point to Squeeze Page
Squeeze Page (Mini-Site)
SYSTEM #4 - HUMAN BILLBOARD CLIENT GETTING SYSTEM How to get 150 moms to train with you and make six figures in your first 45 days of ownership
What Is the Human Billboard Program? When we open a Burn Bootcamp location the Human Billboard program is used to recruit moms who we will condition to pay, stay and refer to become lifetime clients. We tell people we are allowing only 50 moms from the community to do this, we expect to get 150, you should want 1, 000. All of your effort and hustle that you put in 30 days prior to launching goes into recruiting. You are a coach and you are seeking out players, good players, that you want on your team. This program is scheduled for 30 days of all out effort on your part and letting the companies reputation help you. This is your chance to set up a lifetime of wealth by creating a binding relationship your group of moms. If you follow this program and treat them how you are supposed they will reward you back. This 45 Day Rapid Fat Loss Program is free to as many good clients as you can recruit. The more you close down, the more you will make on the promo. We offer a 6 month contract at $99 which we do not offer to anyone else. You should expect to close 80% of your Human Billboards and make at least $12, 000 in one day.
Prerequisites to starting Human Billboard • Facebook Fan Page Set Up • Your burnbootcamp. com Subdomain Set-Up • Your Blog Opt In • 5 You. Tube Video’s • 5 Blog Post’s • Auto-Responders Set Up (Human Billboard + 30 Day “Know Like Trust”
H. B. Phase #1 - What We do • Facebook Marketing Package - $1, 000 for 30 Days • Driving People to the Burnbootcamp. com Squeeze Page for Human Billboards. • Facebook Sponsored Ads for Likes – Should Expect 1, 000 LIKES • Run Billboard Launch at All Other BBC Locations • Provide 5000 “Human Billboard” Gorilla Marketing Postcards • Provide 1 Full Spread Newspaper Spread in Local Newspaper • Make Any and All Connections We Can For You
H. B. PHASE #1 - WHAT YOU DO • Drive People to www. burnbootcamp. com/humanbillboard by: • • Passing Out 5000 Flyers (Car Method Works Best) Use Your Facebook Posts (Boosting them if you wish) Email Recruiting – A great way to align yourself with influential in Belly to Belly Recruiting (by far best way) • Visit Local Mom Hang Outs: Gymnastics Centers, Soccer Fields, Elementary/Middle/High School, Sports Tournaments, Day Care Pick Up, 5 k’s or triathlons • • Bring Clipboard and Sign Up Sheet – You will have to get 500 names to get 150 GOOD clients. Try to Recruit in Groups. Moms like to do things together. You will have more success this way. Belly to belly allows people to see you and your personality. We tell people only 50 can join, we expect you 150, you should want 1, 000.
YOU’VE GOT THEM…NOW WHAT? • You now have 150 committed Human Billboards • • • GET THEM RESULTS! • • Call them, text them, do whatever it takes to get them results. Treat them like queens, use the A. P. E. principle every chance you get. Grocery Store Tours, Nutritional Seminars, One on One Nutrition, Bring Chiropractors, Massage Therapists in to your gym for free massages, Take them all out to dinner on the day they sign up! Teach them the BBC Fit Moms Philosophy Condition Them to Be Your Referral Army They are not training for free and are obligated to do a marketing task each week for you.
H. B. PHASE #2 - CREATING A REFERRAL ARMY • The reason you worked so hard to seek out a specific type of client is to be able to run this system with them. This system is geared towards jump starting word of mouth marketing that will account for 70% of your new clients. • • Treat them like queens, use the A. P. E. principle every chance you get. Give, give! Grocery Store Tours, Nutritional Seminars, One on One Nutrition, Bring Chiropractors, Massage Therapists in to your gym for free massages. “If you help enough people get what they want, you will get what you want. ” – Ziglar • • • Call them, text them, do whatever it takes to get them results. Teach them the BBC Fit Moms Philosophy You are doing all these things for them because you want to help, they WILL reciprocate and be loyal. Create a sense of locking them into a new lifestyle. Moms will thank you, and the best way they can thank you is to tell more moms about what BBC is all about.
H. B. PHASE #2 - HUMAN BILLBOARD DUTIES • Week 1 – Check Into BBC on FB Twice / Send Endorsed Letter #1 Your List • Week 2 – Check Into BBC on FB Twice / Invite 10 Friends to do 14 Day Test Drive • Week 3 – Check Into BBC on FB Twice with Writing and Tagging You and the BBC Page In the Post • Week 4 – Check Into BBC on FB Twice / Write a Google Places Review / Rate the Facebook Page • Week 5 – Check Into BBC on FB Twice / Pass Out 25 Gift Cards • Week 6 – Check Into BBC on FB Twice / Endorsed Letter #2
H. B. PHASE #3 – THE BIG CLOSE • • • Setting Up the Close – Scheduling a BBC Dinner that you commit to paying for the week after the close. Inviting all your clients out to a nice dinner. Human Billboard Email Closing Series 3 • • • Thank You! Bad News : ( Link for Human Billboard Special Sign Up Doing everything correctly you will expect to close 90% at $99 rate. All your hard work is about to pay off. 90% of 150 Client = 135 Clients * $99 = $13, 365 * 9 Months = $120, 285 Now you are in a very good place for multiple BBC locations and to repeat the process over again. Each time you do it will get better and better.
• System #5 - Joint Ventures The Cross Pollination Script (In Person or Email) You Walk Into the Highest End Hair Salons “Hey, my name is Devan and I am a fitness professional in the area. We have over 6 Bootcamp locations just for moms and I thought that maybe a lot of your clientele are moms as well. I have a list of over 6, 000 (fib if you need) moms in the area on my email list who are very responsive to my advice. I am always looking to give value to my followers and would love to promote you through my page. What could I offer them from you? ” Copy Them on the Email You Send Out 2 Days After Email “I got a huge response from my list! I was wondering since it seems that my people love your salon, that your people would love my bootcamp! I would love to send out an email to your list that told them about my new program. Of course anyone from this salon would be able to come from free. You won’t even have to lift I finger because I already have it written for you. Let’s keep doing this together and create a better business for both of our clients” Ask them to copy you on email.
System #5 - Joint Ventures Where Do I Go? • Chiropractors • Day Spas • Child Care Facilities • Gymnastics Centers • Children’s Sports Tournaments • Hair Salons • Wedding Boutiques • Nail Salon • School’s • Little League Tournaments How Do I Approach People? The Building Value for My Clients Approach. Can I promote you? How can you help them? Confident and Persuasive Step Out Side Your Comfort Zone Do the Things The Least Comfortable For You First
System #6 - How To Become a Local Celebrity How to Draw Attention To Yourself Community Appreciation Week • Take a Stand • Pick a Fight • Get Picked On Nation’s Fitness Appreciation Day Charity Event’s Getting and Staying on TV Getting Free Magazine Write Ups Guaranteed Free Press Release Giving Back to the Community Be a Public Speaker Get Speaking Engagements Elementary School Tours Find Your Media Contacts Align Yourself with Influential People Community Outreach…
System #7 - No/Low Barrier Offers • • • Burn Bootcamp 14 Day Test Drive • Keys: Free Saturday Camp (Open to Public) 6 Week Summer Slim Down 28 Day Holiday Holdout Referral Contents Fitness Challenges • • • Under $100 for entry No long term commitment Start and a Finish Over-Deliver on Service Looking for Back-End Promo Deal
System # 8 - Groupons and Other Daily Deals • • Daily deals will never fail • Other Daily Deal Sites: Living Social, Steep and Cheap, 1 Saleaday. com, Yupster, Amazon Local, Woot Best Marketing Tactic For Our Business Run one every 3 to 4 months Always Run Back End Promos You Get Paid for Getting People In Your Door Zero Marketing Costs/Huge Dividends Build a Business Around Daily Deal Launches
Why Daily Deals Work So Well For THE BBC Business MODEL • • Zero upfront cost (no expense with time or money) • Some example daily deals at BBC Lake Norman HUGE rushes of clients all at once Huge Opportunity for Back End Promo Flip and Run All New Clients Through “Referral Army Training” • • Groupon - Sold 570 units – Back End Promo Locked 87 in One Day – 87 x 115 = 10, 005 – 10, 005 x 6 months = $60, 030 Amazon Location and Groupon – 379 sold - Back end promo locked 56 in one day – 60 x 110 = $6, 600 - $6, 600 x 12 months = $79, 200
System #10 - BBC Referral Rewards Program • • • Year Around Referral Rewards Program • • • 50% off of each month someone refers a 6 or 12 month contract 2 Referrals = Free Month 4 = Two Free Months 6 Week Referral Contest • • • $100 for every referral 7 or More Wins $1, 000 Run Same Time as Daily Deal Example Outcome of 6 Week Referral Contest 100 New Clients at $115 for 12 Months = $138, 000 100 - $100 Credit to Client = $10, 000 100 - $100 Gift Card = $10, 000 Net Profit = $118, 000 Over 6 Weeks Supply $100 to BBC Members to Give Out To Friends Set Up Table At Facility Keys: • • • Condition Your Clients That Referrals is Condition of Being a BBC Member Get Results – Results will bring in more clients than Any Marketing Scheme Possibly Could The Check Tease
System #11 - Lunch and Learns • Go After Big Companies / Take Small Ones • One Goal Only – Get Email Addresses • Always do a demonstration/crowd interaction • Great Way to Get Belly to Belly With People of Influence • Tip: Always have a clipboard to pass around to every one in the crowd. Make sure you are giving 10 minute for it to get around. You can take questions in the meantime.
System #12 - Events • • • Health Fairs • • Community Out Reach • Expos Bridal Showers – Bridal Bootcamp Promo (Special rate for group) – Hit up wedding boutiques for joint venture. Big Competitive Races (5 k and 10 k) Keys To Event Success • • You Only Have On Goal (emails) Bring Your Omron Body Fat Tester Have Something For Kids AWESOME NETWORKING Client Testimonial Book Open Free Year of Bootcamp Giveaway Have Clients There With You (Walking and Talking Billboard
System #14 - Direct Mail • • Post Cards – Charity Events, Human Billboard, New Years Promos Only • • I have found that passing out flyers on cars works a lot better than spending money for direct mail. • Keys To Successful Direct Mail Campaigns Business Cards – We provide you with 5, 000, Pass Them Out Lower ROI Unpredictable Hire some teenagers to do it/Do it yourself • • • Never sell off the page Know How to Write a Compelling Sales Copy Use Before and After Pictures Use Your Own Picture Use Direct Response Marketing Use Two Step Marketing with Clear Call to Action
F. Y. I Devan’s 6 x 6 Marketing Rotation • Human Billboard Always Launches Location – Marketing systems are ran in this order after an initial launch. 1. 2. 3. 4. 5. 6. Deal of the Day Site (Groupon, Living Social, Amazon) No/Low Offer (28 Day Fat Furnace Program) 6 Week Referral Contest Charity Event 14 Day Test Drive Push Fun Challenge / Something For Clients In House Only
Sneaky Marketing Tricks • • • Always Wear Burn Bootcamp Gear • Click to Explore Burn. Bootcamp. com Wrap Your Car Have Banner with Client Testimonials Visable to Public Lead Boxes In Your Joint Ventures Locations Sending Out Multiple Endorsed Letters Cross Pollination with other Fitness / Health Pros Christmas/Thank You Cards to Clients Your Body (Practice What You Preach) Throw a Party For Your Clients Give Away Free T-Shirts for Marketing Deeds (Google Reviews, Facebook Reviews, Endorsed Letter)
• • • • The Marketing Must Do List 1. Always make irresistible offers 2. Don’t be sterile or corporate 3. Generate qualified leads 4. Build a large, responsive list 5. Lower the barrier of entry 6. Use social proof – testimonials 7. Be the expert – niche yourself 8. Use risk reversal – the Money Back Guarantee 9. Create info products for your niche 10. Create direct response websites (burnbootcamp. com) 11. Publish a bi or tri weekly newsletter with fresh content 12. Leverage the media – local and national 13. Apply Force Multipliers
Burn Bootcamp Sales HOW TO CLOSE 90% OF CLIENTS WHO WALK THROUGH THE DOOR
Close Clients Script – Day 1 and 2 Day 1: Introduce yourself immediately with a smile on your face. Ask for their name and ask how they are getting started with BBC. It is crucial to remember the name of your new client. Make them smile a couple times during the workout by encouraging and using name often. Your goal is to make sure they leave happy. Your goal is not to murder someone on the first day. Say this during cool down to your bootcamp. “Very nice job ladies, I appreciate your hard work. (clients name) you did amazing today, keep it up! – Slap everyone high five and personally tell her she did great. It is important to read different people and cater to all different kinds of personalities. Use your closers to meet her, welcome her, and encourage her! Day 2: First thing you do when you see her. Hey (clients name), how do you feel today? Sore at all? Still push her but do not make her go up in weight, quite yet. Preface the fact that you will take care of her if she keeps showing up. Introduce her to others if she had come on her own. Say this during the workout to the client: “You look much stronger today than day one, (clients name)!” or “That’s much better form, keep listening to form and trying your hardest. ”
Close Clients Script – Day 3 and 4 Day 3: Be overly excited to see the client and slap them a big high five! This should be normal with all clients and you shouldn’t have to think twice about doing this. Saying their name is by far the most important aspect of closing a client. Try to get to know them. Introduce them to a couple new moms who you think they would fit with. • Be a connector – Your job to create a community of moms. Make sure every body knows every body. • Use the Fitness Pod Style of BBC – Put new people in small groups where they have to talk and problem solve in order to workout together. Say this to the client during warm up : “Glad to see you this morning (clients name)! Three times this week? I am impressed with you! Keep that up and this time next year you will be in crazy good shape!” Day 4: Treat them like they are part of the camp now. Push them as hard as everyone else in camp and hold them accountable. Make them sign up for a Focus Meeting in front of you. You need to get them in to the on one time to sell them. Say this to the person exercising next to them –“(clients name), you have been killing it the past 3 weeks. Look at the definition in those arms coming out! It’s been only three weeks, right? (Make sure that the prospective client hears you loud and clear)
Close Clients Script – Day 5 and 6 Day 5: Greet the client and let them know that they are doing an excellent job. Again, be sure to use their name. By now you should never forget. If you did forget, which happens, just ask them again. It is better to get it then to “hey you” them. Say this to the client after workout: “You are doing an excellent job (clients names)! Imagine 6 months of doing this type of routine with your work ethic! The sky is the limit for you! (Paint the picture of what they will be in 6 months) Make an announcement to the group during workout: “Commitment and dedication are they key to success. If you commit your body and mind you will change your life! Go eat some good food and take advantage of your workout (give suggestions for food)” Day 6: Greet them and let them know you appreciate them showing up. You very well may have sold them at this point. They are just waiting for the test drive to be up. This is when they are HOT to buy! End of the Workout: “Hey (Client’s Name), good job today! A group of friends in my 8: 00 AM are looking for another person to join our “Train with Friends” program for our lowest rate. They want to set up to sign on Friday, can you do Friday or does another day work better? ”
Close Clients Script Wrap UP • Big Time – 90% or more closing ratio • • • The BBC Closing script is tried, tested, and proven to work if executed perfectly. Soft Sell – 14 Day Test Drive Will Set Them Up, You Just Have To Be You Using Call Log Following Up with Test Drives Making Deals Happen Get Comfortable Asking for the Sale
Controlling Referral Army • • • Pick 20 of your campers to be “closers” • • • When am I going to see you again? It get’s easier hang in there! You can do it just like I did (have them tell a quick story) Referrals Are a Condition of Being a Client Bi Monthly Autoresponder Handing Referral Checks Out at Camp Supply them with gift cards Educate them on the Saturday Camp/14 Day Test Drive
Writing Sales Copy When Do I Write Sales Copy? • Fitness Blog • Facebook Posts • Instagram Posts • Squeeze Pages • Direct Mail • E-mail Newsletter • Never Sell off The Page • Sell Low/No Barrier or Free Giveaways Structure of Effective Sales Copy Caputuring Headline: Discover How Busy Huntersville Moms Leaning and Toning Up in Only 45 Minute • Benefit Bullet Create Urgency: There are only 20 spots so do not miss out! Clear call to action: Go to burnbootcamp. com right now to lock in your spot
Taking calls / answering emails • When you get an email inquiry call or email IMMEDITATELY. The longer you wait the lower your chances of making the sale. • Always close the two week test drive • Never give pricing over the phone • Never ask a “yes or no” question when you get off with them • • Ask “So what day will you plan on starting your test drive? ” Not “Are you going to sign up? ” • Always get email address over the phone in the BBC call log.
The Big Close • Three Step Email Series to Big Close • Facebook Boosted Post • Facebook Sponsored Ad Campaign • Press Referral Rewards Program • One Time Irresistible Offers (One Day Only Sale) • Release Testimonials Sandwiching the Promo
The Bootcamp Round Up / Make Deals • Make an announcement at the end of a workout. • “Anyone who is a 14 day test drive, groupon, or living social please come see me after camp!” • “Okay ladies, I have had a lot of interest in making a group for our “Train with Friends” rate which is our lowest rate. I wanted to just give you the opportunity to get in at a good rate with us” • “Put Your Email on this sheet and I will contact you about the details” • Always be in sales mode after camps. Answer as many questions as you can and bring up joining BBC as much as possible. • • If someone wants to give you their money TAKE IT! If someone wants to sign up, make them do it NOW! Close them while they are hot!
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