Offering A Free Trial To Grow Your Business! Guest Post By Derek Shannon
I have been training clients for over 20 years and did my time in the big box gyms. Although I would never go back to that type of environment I certainly was able to take a few things away from the experience.
I thought I would go over one of the top business builders that I have for my studio here in Canada that might assist you in getting to where you want to go with your business.
Offer a FREE trial. Whether you have a bootcamp or a private studio you can offer a FREE trial to attract clients. This gives both you and the prospective client some time to see if you are a fit for each other.
I offer 2 FREE sessions to ALL new clients. The first is a meeting to go over their goals and a body diagnostic and fat %. The second is an actual training session. The key to this is to have some sort of opt in on your website that allows people to register and you get notified.
Here is what mine looks like. Feel free to swipe copy and design. As you can see you need to add a perceived value to the offer ($157)
Once they click the button they are taken to a Google doc and then I am sent notification via email.
I then contact them and book a time for their first FREE session. I also send them a Goal Setting and info form that is designed to really get them thinking not only about their goals but about why they want to make a change in their lives. It takes about 30 minutes to fill out.
I advise them to send the form back to me prior to our meeting and then go over all information in the first meeting.
The topic of how much I charge usually does not come up and if it does I usually position my response like this.
“I have a varied pricing structure that is based on your goals and timeframes. Also, I would love to be able to keep our conversation casual without the pressure of money. These are absolutely FREE sessions without ANY expectations.”
During our first meeting it is all about the client and not about me at all. I then take them into the studio to look at our wall of fame before and afters.
From here we take measurements, weigh in and I create our baseline. We book their second session and they are on their way.
In the second session we do an actual training session where I really try to have fun and watch their movement patterns so that I can see what we are dealing with.
Once we have our training session (25-30min) we go back to the office and talk about their goals. I personally have a packaged price structure 12,24,36 and 48 sessions.
Here is an example of how I would close the client based on their specific goals:
“Mrs. Smith your goal is to lose 30 pounds in about 3 months and you said you were committed to training 2-3 days a week. (Addressed in goals questionnaire).
Healthy sustainable weight loss is about 1% of bodyweight per week. So for you that’s about 1.5-2lbs. So for simplicity we will use 2 pounds. That is 8 pounds per month. This means it will take us about 4 months to achieve your goals.
You are good to train 2x per week so that is 8 session a month x 4 months = 32 sessions”
This is a very simple way to direct your client into the right package. Mrs. Smith would likely sign on for the 36 session package.
My closing rate is about 80% using this method.
I hope this may have provided you with some solid info on offering FREE sessions to drive traffic to your facility.