I was clearly sapped when I drove back from one of the intro sessions. No, not due to the physical strain but due to those gut wrenching words which kept ringing in my head “I need to think about it.”

They are not the only words I hear. There are other phrases as well which deliver the same dead punch on me and mean the same thing in some different words:

1. Let me talk about it with my spouse.

2. I need take a look at my finances

3. Its not an affordable option right now

4. I am too busy to give time to this.

5. I was just looking at the options. I don’t want to do it now.

I would have been happier if they could have told me that they don’t like my face, or they don’t think that the workout is that great or that they don’t think I am that good!

However, the good news is here.

I am about to tell you how NOT to make this happen EVER again. No, I am not asking you to hold them at ransom! It’s something better and simpler.

Most of my clients (a staggering 97%) are recruited in just six words due to the simple fact that I only talk to pre-qualified prospects. A pre qualified prospect is defined as a person who has replied positively to the six questions I ask on the phone. This saves me time and trial sessions are set up only for those who give me six YESES.

Boot Camp Marketing Tips:

The first Four Golden Questions

1. Do you need to talk about this program to your spouse or you alone take the decision to start this program.

2. I charge an average of (X to Y) per session which is a monthly figure of about (A to B) per month. If you are interested in this program, does this figure fall in your budget?

3. If you want to achieve a goal of (fill in the blank), you will need to take out an hour from your schedule about 2-3 times every week. Do you think you can fit that into your calendar?

4. Potential clients who are extremely serious are the ones I set the appointments for. Once the trial work out is over, I only ask you to say YES if the workout met your expectations and NO if you don’t think the workout was good or that this program is meant for you. If the answer is yes, then I don’t believe in wasting time and we start on that very day and if it is no, then no problems and we go our ways. Is that Fair enough? (fair enough is a well know Jedi mind trick which puts people in a positive mode)

Imagine this. You deliver the world’s best workout to your PRE QUALIFIED lead who came for her trial work out!

Now for the six word close which needs to be delivered just right!

”HOW-DID-YOU-LIKE-YOUR-WORKOUT?”

Once you master this fitness boot camp marketing technique, closing clients will be a cake walk!

Another Boot Camp Marketing Tip: People love appreciation and feeling important.

1. Prior to the work out, you need to really look and feel energetic and really make your client feel that you are really happy to see them.

2. The workout is your test. Deliver the best you can. Technical exercise is a mere 20% of the entire thing, the rest 80% is about how they really feel. Make them feel as important as a rock star and infect them with your boundless energy.

3. Post work out (prior to using the 6 word closing technique) thank them for the phenomenal workout and complement them on their energy and really value them.