📞 Free Class Nurture Training – Dual Acquisition System

 

🎯 Objective

Maximize your lead-to-show conversion rate by:

• Getting the right lead on the right path

• Using voice conversations for early buy-in

• Planting seeds that prepare the lead for an easy, low-barrier sale

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Step-by-Step Instructions

✅ Step 1: Access the Nurture Script

• Locate the “Free Class Nurture Training” link in your Sales checklist or under the training video.

• Open the Google Doc for a full version of the script.

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📞 Step 2: Call the Lead (Ideal Approach)

Voice contact is critical — don’t rely on text alone if you want a high show rate, especially if you're offering a paid item (e.g. gloves) as part of the free class.

Phone Call Script Summary:

1. Introduce Yourself:

   • Be upbeat and friendly.

   • Example: “Hi, this is [Your Name] from [Gym Name]!”

2. Ask About Their Goals:

   • Weight loss, fitness, mental health, confidence, etc.

   • Reinforce their choice: “That’s awesome — we help people with that all the time.”

3. Qualify for Class or Consult:

   • If they need structured help and are goal-driven → Route to Consultation

   • If they just want to try a class casually → Book Free Class

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🔄 Step 3: Route the Lead

If They Qualify for a Consultation:

• Schedule them using your current Sales Calendar

• Follow the traditional Transformation Challenge Script and close with a Consultative Sale.

If They Qualify for a Free Class:

• Continue using the Free Class Script below

• Use the "light offer" strategy to increase their commitment

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🎁 Free Class Script + Offer Strategy

Once confirmed for a free class, say:

“Awesome! The class is 100% free. All we ask is you take care of [product cost]. Most people choose [Option A or B] — which one would you like?”

🎯 Light Offer Options:

• Preferred: Gloves for boxing/kickboxing gyms
  e.g.: “They’re usually $49.99, but you can get them for $9.99 today. You get to keep them! Pink or black?”

• Alternative (Non-boxing gyms):

  • No-show fee

  • Required equipment (e.g., heart rate monitor, wraps, grips, etc.)

  • Must be essential to class, not a gimmick (avoid shirts, water bottles, etc.)

💡 This technique increases show rates to 80–85% by giving leads “skin in the game.”

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💳 Step 4: Collect Payment Over the Phone

• Process payment for the light offer via your CRM or POS

• Confirm payment on the spot to validate the card

• Add lead to your CRM profile immediately

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📅 Step 5: Book the Class with Urgency

• Offer only 2 time options

• Create urgency + set expectations:

  “Plan to arrive 10–15 minutes early so we can get you set up. Your coach will be ready for you.”

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🧠 Step 6: Prep for the Sale (Without Selling)

• Do not discuss pricing details on the call

  • Instead say: “The coach will go over everything after class.”

• Keep the call focused on getting them booked and showing up

• Shut down off-topic questions politely

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🧾 Pro Tips for Success

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📱 Text Message Alternative (Less Effective)

• If you must text:

  • Use similar conversation flow: ask about goals, route to class or consult

  • Do not try to sell gloves or collect payment via text

• Still try to convert text convos into a phone call as soon as possible

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✅ Summary Flow

1. Lead Opts In → You Call Them

2. Ask Goals → Route to Free Class or Consult

3. If Free Class → Sell Gloves/Required Product

4. Process Payment, Book Class, Set Expectations

5. Prep the Lead for Day-Of Sale

6. Record in CRM + Begin Nurture Automation

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🧭 What’s Next?

Once you've completed this nurture process:

• Watch the next video: "Free Class Day-Of Sales Training"

• Learn how to convert these leads on the gym floor post-class