📈 Conversion Meeting: Turning Challengers into Long-Term Clients

🗓 When It Happens

Schedule between Days 18–27 of a 6-week challenge.
Why?
Waiting until the challenge ends is a massive mistake. By that time:

• Clients feel “done”

• You lose control of the sales process

• They have no motivation to meet with you again

Run the conversion before the final week while their buy-in and results are highest.

🧠 Why Week 3 Works

• Most clients have already seen real results (5–15 lbs lost)

• They’re in a consistent routine

• Confidence in themselves and your system is peaking

• You’ll have additional time to follow up if needed

💸 The Offer: Upsell Time, Downsell Weekly Price

Upsell: Extend from 6 weeks to 12 months
Downsell: Lower the weekly rate

Example:

• Challenge: 6 weeks at $100/week = $599

• Long-term: 12 months at $49/week (with deposit applied across the contract)

Key Rule:
Your public weekly rate must be:

• $60/week minimum for large group

• $139/week minimum for semi-private
  (EFT rates post-discount should be $49 or $119 respectively — minimums)

⚠️ Don’t discount too heavily by applying the full $599 all at once.

📋 Prep Checklist

You’ll need:

• A quiet area with table + 2 chairs

• Scale / body fat scanner (if needed)

• Original Pre-Sale Questionnaire

• EFT Agreement (printed)

• Laptop or printed conversion presentation/script

🕺 Choreography of the Meeting

1. Welcome them in warmly

2. Weigh-in (if not already done that week)

3. Seat them next to you

4. Compliment progress (consistency counts even without weight loss)

5. Review original goals

6. Walk through offer presentation or script

7. If they say YES:

   • Sign EFT agreement

   • Take a selfie (for celebration/posting)

   • Schedule Final Weigh-Out (Week 6)

8. If they say NOT YET:

   • Schedule Final Weigh-Out

   • Stay positive, light, and warm

🧠 Sales Mindset

This is a sale, not a “maybe chat.”
But it’s also not a high-pressure close.

• Assume the close

• Stay upbeat and future-focused

• Do not hard-sell or guilt trip

• Tie it back to their original goal and results so far

💡 “You already lost 10 lbs — let’s keep it off permanently, right?”

🔑 Takeaways

• Control the process by setting the meeting before the challenge ends

• Use a structured upsell-downsell offer

• Keep the meeting light, personalized, and optimistic

• Your goal: convert them now — chances drop after this window

📎 Coming Up Next:

How to Deliver the Conversion Meeting Scrip