Half Way Conversions

Question 1

If someone gives you a “reason” why they can’t join, what have you not given them?

Answer 1

Enough emotional reason TO join…Change the conversation back to about what they are desperately wanting to achieve

Question 2

Where do you speak with the client about joining?

Answer 2

In the office, however if that is not a possibility it can be done anywhere in the DVCC

Question 3

What do you say if a client says they want to train 5 days a week?

Answer 3

You don’t actually need to, infact I am happy if you achieve just 2 sessions a week, anything more is a bonus. For YOU 2/3 sessions a week is going to be perfect. How many people you know can say they lift weights and do hard cardio 2 times a week?

Question 4

What is the average membership sale value you are aiming for?

Answer 4

£300/month

Question 5

What is your conversion percentage standard?

Answer 5

60%-70%

Question 6

How are trial conversion conversations done? Phone etc

Answer 6

In person face to face

Question 7

What company administers DVCC memberships?

Answer 7

Harlands

Question 8

What are the cancellation policies on a 12 month agreement?

Answer 8

Relocation (15 miles away from a DVCC), injury (with a doctor/appropriate specialist), redundancy, pregnancy

Question 9

When a client chooses their program what do you say?

Answer 9

Ok great well lets get that all set up today and as we are really grateful you are becoming part of The DVCC family, we are going to give you £Insert amount today

We are going to give you 13 months for 12, and your first payment isn’t until…….. as we debit in arrears.

Question 10

If a client is not saying anything and looking at the program sheet, what should you do?

Answer 10

Not say anything! WIN the silence.

Question 11

What are the 3 age-old objections clients can give? And anything they say is always related to.

Answer 11

Time, money, spousal objections

Question 12

What are the 5 “selling questions”?

Answer 12

Who, What, When, Where, How

Question 13

What do you say if the triallist says “it is too far for me to travel”?

Answer 13

Ah you have done so well so far, and are easily set to achieve 8 sessions in the month which is all you need.

Why do you think you aren’t getting enough sessions to lose that…Enter goal

Question 14

What is the url that the membership agreement is at?

Answer 14

https://www.waiverking.com/linkpage/dvccforms

Question 15

What ONE line do you HAVE to say in order to do your job?

Answer 15

Let’s get you set up on that program….And because we are so grateful you are becoming part of the DVCC family we will give you £Insert amount, as we are going to give you 13 months for 12, and your first payment isn’t until…..As we debit in arrears.

Question 16

What do you say if a client uses the fact they haven’t completed a team training session as their “reason” they can’t join today

Answer 16

Ah ok why do you think team training will not be great for you?

It is perfect for you.

All sessions and training we do here is designed specifically for our clients who are averagely your age and have the same goals.

If we get you set up today we will give you £insert amount.

Question 17

If you are going to be converting a triallist at a time NOT in your normal shift. How long before the end of their session should you be there?

Answer 17

At least 30 minutes

Question 18

If a triallist is coming out with a lot of “objections” what have you not done?

Answer 18

Dealt with them in the time between their assessment and this point. Recheck “managing triallists experiment”

Question 19

If a client is on a 15 day trial, when is there half way conversion due?

Answer 19

Day 7

Question 20

If a client is on a 21 day trial, when is there half way conversion due?

Answer 20

Day 10

Question 21

What is the insentive for a cient to commit to DVCC before the end of their trial?

Answer 21

We will give them £programamount as we give them 13 months for 12

Question 22

When does a triallists trial start? On their assessment date? Or from the first date of their first training session

Answer 22

The date of their first training session

Question 23

Can half way conversions be done on the phone or via text message?

Answer 23

No

Question 24

What is the first line you say of the half way conversion?

Answer 24

How have you been enjoying your training with us?

Question 25

What do you say when the triallist indicates the program that is best for them?

Answer 25

Ok great well lets get that all sorted today and as we are really grateful you are becoming part of The DVCC, we are going to give you £insertamount

We are giving you 13 months for 12 and you first payment isn’t unti …..Enter date….as we debit in arrears

So let’s get that all sorted MOVE TO FILLING OUT WAIVERKING DIRECT DEBIT FORM

Question 26

What do our clients NOT buy on?

Answer 26

Price. They buy on value and the fact DVCC will get them to where they want to be

Question 27

Can a triallist pay for their program in one annual payment?

Answer 27

Yes. With a 10% reduction. You would minus off the trial first then work out the 10% reduction

Question 28

What is the reduction on a triallists payment if they choose to pay in full for the year?

Answer 28

10%

Question 29

If a client does not join what do you do with their “deal” on pipedrive?

Answer 29

Click “lost” on pipedrive and enter as much information as you can in regards to why they didn’t join DVCC this time.

Question 30

When should the conversion be done? After, before or during a session?

Answer 30

Always after a session whenever possible. If you have two clients to convert. And you have spoken to one previously. They would be before the session and the new person after the sessions.

Question 31

If you have 2 trials to convert, and you have already spoke to one, when should you do the conversion with each. Before?

Answer 31

The trial you have spoken to already should be done first pre the session, and the trial who the conversion is the first time, should be done as normal after the session

Question 32

If a triallist has completed their trial, and not chosen to continue. What do you do with their “deal”?

Answer 32

You complete any outstanding tasks, and click “lost” on their deal, and enter as much information as you can as to their reason for not joining now.

Question 33

What do you say when you hear this objection?

I want to speak to my husband/wife

Answer 33

Great invite them in, I am happy to sit and chat to them.

Obviously the results you are going to be achieving here mean it’s going to be a huge part of your life…He may not even recognise you in 6 months time!

I would love to explain what you do here.

Question 34

What do you say when a triallist says “I haven’t thought about it”?

Answer 34

That’s no worries. I have the programs here (present programs). Remember that all these semi private training options (thats the session you just did), give you access to team training as well.

Based on what has been working for you, this program seems the best option.
THEN BE QUIET!!!!!!!

Question 35

It’s too far for me to travel

Answer 35

Ah you have done so well so far, and are easily set to achieve 8 sessions in the month which is all you need.

Why do you think you aren’t getting enough sessions to lose that…Enter goal?

Question 36

I don’t have enough time

Answer 36

Ah you have done so well so far, and are easily set to achieve 8 sessions in the month which is all you need.

Why do you think you aren’t getting enough sessions to lose that…Enter goal

Question 37

I can’t afford it

Answer 37

Which program are you meaning?

That’s no worries. May I ask which programme you cannot afford?

if they point to a programme.

That’s absolutely fine remember when we talked in the assessment about how you wanted to [achieve XYZ]. With this [other programme] here you will absolutely smash your goals.

How does this one sit with you financially?

If the answer is still too “expensive”

That’s okay NAME. After we have spoken in the assessment and after your session about your [different goals] and after how much progress you have already made, I feel very invested in your fitness journey.

May I ask, if you aren’t training here, what you will do instead?

What are your concerns with how that might affect your goals?

Question 38

I want to speak to my husband/wife

Answer 38

Great invite them in, I am happy to sit and chat to them.

Obviously the results you are going to be achieving here mean it’s going to be a huge part of your life…He may not even recognise you in 6 months time!

I would love to explain what you do here.

Question 39

I can’t afford semi PT but I don’t want to do team

Answer 39

Why don’t you want to do team?

You know what, some of our triallists who are actually now clients felt the same after they initially did team.

However what they found is that as its the same DVCC trainers, the same DVCC atmosphere and it gives them great results, they found as they got more used to it they now love it…And they loved the results even more!

The team programs are perfect for you.

Remember when we talked in the assessment about how you wanted to [achieve XYZ].

With this [other programme] here you will absolutely smash your goals.

How does this one sit with you financially?

So lets get you set up on this program and as we are so grateful you are becoming part of the DVCC family we will buy back your trial meaning your first payment is only £….

And then your next payment isn’t all the way until…..

Question 40

I go away in January and miss a month, can I pause?

Answer 40

Ah thats no worries, we have plenty of clients who do the same and all they do is a few extra sessions before and then some after and so they never lose out.

Infact it is exactly why these programs are structured like this.

So lets do this, lets get you set up on this program and as we are so grateful you are becoming part of the DVCC family we give you £insertamount for joining us today..

Question 41

I am currently redundant and so I don’t want to make a decision

Answer 41

Ah thats no problems, we have had plenty of people do trials and then become clients who were redundant or concerned about being made redundant.

We have a redundancy clause in the contract (show clause)….

SO all that happens is because we are so grateful that you would becoming part of the DVCC family we will give you £insertamount for joining today.

AND if you still haven’t got a job then you simply use the clause in the contract for redundancy. THEN all you are committing to is this initial smaller payment thats going to have you training for another ? weeks without any concerns!

Question 42

It’s too far for me to travel

Answer 42

Ah you have done so well so far, and are easily set to achieve 8 sessions in the month which is all you need.

Why do you think you aren’t getting enough sessions to lose that…Enter goal?

Question 43

I want to wait until the end & then decide

Answer 43

May I ask why it is that you want to wait? Perhaps I can help?

Remember when we talked in the assessment about how you wanted to [achieve XYZ]. Thats going to take 8-12 months, which is why this program is perfect for you.

Do you agree on that?

If we get it set up today we will give you £insertamount.

Question 44

I want to do this program but pay this

Answer 44

Why do you want to do that program?

Remember when we talked in the assessment about how you wanted to [achieve XYZ].

With this [other programme] here you will absolutely smash your goals.

Question 45

I am still a member of a gym, so I don’t want to pick a program until I have finished my gym membership

Answer 45

If you didn’t have a gym membership which one is for you?

Remember when we talked in the assessment about how you wanted to [achieve XYZ]. I am sure you don’t want to put the progress you have got already on hold…

So lets do this.

We are grateful for you becoming part of The DVCC family, so we will give you £insertamount…

Question 46

I only wanted to come back for a kickstart, and then I am going to do my own thing

Answer 46

Ok like you were doing before? Are you confident this time will be different?

What is it that stops you joining one of our programs?

Remember when we talked in the assessment about how you wanted to [achieve XYZ].

With this program here you will absolutely smash your goals.