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🏋️‍♂️ Help Doc: Before Class – Sales Choreography for Gym Launch

This help doc outlines the step-by-step actions required before class begins to prepare a prospect mentally and emotionally for a successful gym experience and ultimately increase close rates. This process is part of the Class Sales Choreography and is designed to ensure a seamless and intentional path from the prospect’s arrival to the start of the workout.

✅ What You’ll Need (Prep Checklist)

To execute this process smoothly, prepare the following items in advance:

  • 🔖 Pre-Class Questionnaire (printed, customized, and ready to hand out)

  • 🖊️ Pens + Clipboards (1 per prospect)

  • 🪑 Clean, distraction-free sitting area

  • 🖼️ Before & After Photos, Testimonials, Social Proof (on walls or in binders)

  • ⚖️ Scale or Body Fat Scanner

  • 🧾 Printed reviews near the scanner

🧭 Step-by-Step Choreography

1. Initial Greeting (Within 3 Seconds)

  • Eyes on the door.

  • Greet the prospect by name with a smile and eye contact.

  • Make them feel welcome immediately.

2. Hand Off the Pre-Class Questionnaire

  • Place your hand over the form and clearly explain what’s about to happen.

  • Say:
    “We’ve got a quick application with some questions about your goals and what you’ve tried in the past. After that, we’ll do a quick scan, then get into class. Once class ends, we’ll talk about your goals and see if we’re a good fit.”

  • Hand them the clipboard, pen, and escort them to the sitting area.

  • Look busy while they fill it out — don’t stare.

3. Move Them to the Scanner

  • As soon as they’re done, escort them to the scale or scanner.

  • While scanning, offer a light compliment to ease tension.

    “Hey, great shirt — where’d you get that?” or “You’ve got good energy today!”

4. Set Expectations for Class

  • Go over what will happen during the class.

  • Give permission to take it easy:

    “You don’t need to prove anything today — just focus on doing your best.”

5. Mini Discovery Conversation

Ask a few open-ended questions to gather insight for your post-class pitch:

  • “What brought you in today?”

  • “What have you tried before?”

  • “Have you done anything like this before?”

  • Powerful one: “Why today? Why not 6 months ago?”

Use their answers later to tailor your pitch and re-anchor urgency.

🎯 Key Objectives Before Class

  • Make the prospect feel welcome and seen

  • Collect relevant info to tailor your pitch

  • Build subtle social proof and belief

  • Reduce anxiety and create clarity about what’s coming next

📄 Downloadable Resources

  • ✅ [Before Class Sales Choreography Checklist (PDF)]

  • ✅ [Pre-Class Questionnaire Template]

  • ✅ [Social Proof Print Pack: Testimonials + Transformations]

Links to resources are provided below the video.

🧠 Pro Tip

Your goal isn’t just to inform — it’s to prepare the prospect to buy. You’re orchestrating a smooth emotional runway into the sale before the class even begins.