2 Step Marketing: Get Rich by First Giving it Away!

Remember a little while ago when I told you how we signed up over 40 people for our bootcamp in 72 hours? (Refresh your memory by clicking here.)

Anyways, that re-packaging strategy was the first half of a 2-step marketing process. As a fitness professional 2-step marketing is an incredibly powerful tool. Most personal trainers are thinking small time and would cringe at the thought of what I am about to tell you to do. So if it first you think I’m crazy relax because I can assure you right now, I am! But seriously this is not for the faint of heart, quite frankly it’s only for those that want to be super successful and absolutely dominate in their geographical area.

Ok here goes…

2-step marketing in a nutshell is just as it says; it’s an aggressive sales-generating program that requires two parts. We’re going to title these two parts as follows: Part 1 – The Pitch, Part 2 – The Close.

Two-Step Fitness Marketing can easily take you from zero to hero!

Part 1 – The Pitch

In the re-packaging promotion we ran for our bootcamp we used an aggressive deep discount price point and a short term program as our Pitch. Essentially we gave away real value for next to nothing, but there is a catch our key concept is the value. Next to ready, shoot, aim the next best concept I got from my coach was, “always give them your best stuff.” Now here’s where new and small minded personal trainers cringe. A free session doesn’t cut it! Give them real value, 10 free sessions, 2 weeks free, or 2 weeks for $2, something you know your competition will never offer real value. Give it sincerely without expectation, pour your heart out into these clients, leave nothing on the table, and trust me. Seriously if you are personal trainer who needs clients you should be training people, you should fill your schedule any way possible even if it’s for free. Here’s why, it’s simple economics, a busy trainer is worth more and considered more valuable than a slow one. Once you’re full, raise your prices, you now control the supply and you set rates to meet demand, that simple.

Part 2 – The Close

Ok now is the key part, as the trial period is coming to a close you should have established yourself as a hero to the client. They look to you as inspiration, they are already seeing results and it hasn’t cost them a dime! Let’s face it that alone should have them pretty much ready to write you a cheque. But don’t stop there; give them an offer they can’t refuse. For example in our bootcamp promo we discounted the next month to a lower rate than they paid for the trial, gave them an additional week free and threw in hundreds of dollars in bonuses. (Did I mention those bonuses cost us nothing? We simply talked to businesses in the community and told them we’d like to send them a bunch of customers and asked if they would be willing to extend our good customers a trial of some sort. Some businesses won’t, but the ones you want to work with will be pumped at the idea.) Now closing these new clients should be super easy, you are there hero and you have given them multiple times their initial payment in value, hell this is better than Wal-Mart rollbacks.

Bonus…how to leverage these clients and get even more clients.

These new prospects from your 2-step marketing program will be so warm and excited about your program you won’t have to sell them, but even better because you have given them so much the Law of Reciprocity says they will likely even feel like they owe you. So simply tell them if they like what you are doing, if they would be willing to refer someone else you will give them the exact same deal.

Soon you will be so busy you either won’t need to do programs like this or you will simply have to charge for the trials because you are too busy.

That’s it go kill it! By the way if you’re coming to the Business Ignition Workshop on May 15 and received the free bonuses they not only give you step-by-step instructions, but also scripts, artwork, and everything else you need to execute another 2-step marketing promotion. These concepts alone can double, triple, quadruple your revenues easily, One-to-1 Fitness has proved that easily 3 years in a row.