One of the truths to starting a fitness boot camp is that you may lose some of your old gym or one-on-one training clients, at least temporarily. In fact, one of the objections I get most frequently from people who want to start a boot camp but are hesitant to make the leap is that they’re afraid they’ll lose some or all of the clients they already have.
Now, what I tell these people up front is that if they lose ten one-on-one clients in the process of gaining fifty or a hundred, it’s really not a loss at all. But, there is a way to lure some or even all of those clients to your new boot camp. It may seem counterintuitive or even crazy, but the most successful boot camp owners are rule breakers who aren’t afraid to try something a little “out there.” And, more often than not, they make it work.
So hear me out, and try what I’m about to tell you, even if it sounds ludicrous. It’s actually risk free and I’ll tell you why after I’ve explained what you should do.
First of all, you should still have the contact info for all of your old gym and one-on-one clients who haven’t signed up with your boot camp. Hopefully, you’ve checked in with them from time to time to keep that personal relationship alive, even if the professional relationship has dried up.
What you need to do is make these people an irresistible offer. I explained this offer in detail to one of my Fitness Business Summit participants not too long ago. The offer is this: Tell your old clients that you know they’re resistant to the boot camp method for whatever reason(s), but you have a no-risk way for them to try it out.
Tell them that you will get them better results in 30 days of boot camp training than they got in the last 60 days at the gym. And you will give them those results for free. Yes, free.
They’ll get thirty days of kickass training and it won’t cost a penny. They’ll get better results in those thirty days than they have at the gym in the last two months. The one catch is that they have to give you their credit card number and on Day 30, you’re going to ask them, “Do you want to continue training with me?” If they do, then you start charging their card monthly for training. If not, you tear their credit card number up right in front of them, shake their hand and wish them well.
Obviously, there’s no risk here for your old clients. The worst that can happen is that they got 30 days of free training, even if they decide at the end that they still don’t want to go the boot camp route.
However, if you’re starting a fitness boot camp, I’m going to assume that you’re an awesome trainer and you’re going to give them the best workout experience and the best results they’ve ever had, so very few people will walk away.
Even if you do still have to let a few old clients go, you still didn’t lose anything. Whatever sessions they attended, you were leading or holding those sessions anyway. They may have been free attendees, but it didn’t actually cost you anything extra to have them there. If you get 20 old clients to take you up on your offer and fifteen of them sign up with you long term, you’re still way ahead.
So sit down with your old clients’ contact info and either give them a call or send them an email and make it personal, exciting and compelling. Make it very clear that this is completely risk free to them. Point out what they have to gain.
You’ll be amazed at how many people will take you up on your offer if you convey confidence, warmth and excitement. Then all you have to do is what you’ve already done by starting a fitness boot camp – provide the best workout experience and the best results available anywhere in your area.
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