5-Step Invitation Process for $14.95 Trail Offer v6 ·...

All trademarks, products, and service names are the property of their respective owners. *Complete $14.95 Trial Offer rules are available online by going to Coach Online Office > Sales and Marking > Beachbody Challenge. 1

BEACHBODY CHALLENGE™ GROUP INVITATION PROCESS USING THE 30-‐DAY FREE TRIAL OFFER

The Beachbody Challenge pack FREE trial promotion is a limited time offer, available between June 25, 2012 and July 31, 2012, which allows customers the opportunity to try Beachbody products through a 30-‐day trial purchase of the P90X®, Brazil Butt Lift®, or Turbo Fire® Beachbody Challenge packs. Customers pay $14.95, the cost of shipping for the pack, and can try the products risk free for 30 days.

The purpose of the promotion is to give you an option to present to prospective customers when faced with price objections about purchasing a Beachbody Challenge pack.

CONSIDERATIONS The low cost of the promotion may increase the number of customers you receive; however, with lower cost comes lower commitment to engaging in the products. These customers will require more attention and support to ensure they use the products, commit to their goals, and achieve results.

Building a strong relationship with your customers can make the difference between the return of a product and complete customer product satisfaction. The Coach relationship will provide the extra value needed to increase the success and satisfaction of your customers.

For more information on volume, commissions, how success club points will be awarded and other program details, please read the FAQ document.

INVITATION SCRIPTS The following examples for the invitation process are designed specifically for the limited time *$14.95 trial offer so you can easily personalize them for your prospect without much effort. It’s more than simply “changing the name.” For each person, you’ll want to be sure to personalize the time, the setting, the situation, and the relationship. The body of the message stays the same. All you have to do is personalize the beginning to reflect the appropriate situation. So get started and copy, paste, and personalize; then duplicate and repeat!

You can begin by following Step 1, which is a great place to start if you’re reaching out to your contact first. If you’ve already been in conversations with your contact about joining a Challenge Group and they had an objection to the full retail price of a Challenge Pack, then consider using the cost objection script provided at the end of the document to help you overcome their objection.


STEP 1－INITIAL INVITE If you’re reaching out to them first:

Hey (NAME), I’m so excited about this new Beachbody Challenge because I have the opportunity to share a 30-‐days risk-‐free trial of the program with you. I thought about you first, because I know you’re interested in making a change in your life. I’d love to share about how you could try the program for free and see if you love it as much as I do. Does that sound like a plan?

You are NOT trying to give them all the information in the first message. Ask them if they want to hear more and, if they do, then go to the second message.

STEP 2－ENGAGE WITH A QUESTION ALWAYS USE STEP 2 if they reply to your invite OR, if they reach out to you first, you can plug them in here:

Awesome, okay I’ll send you more information. But first I have to ask, why are you ready to commit right now. I know we all want to get in shape, and I’m curious, besides being able to try it for free, what’s motivating you to take the challenge and get awesome results?

ASK QUESTIONS and get THEM to reflect on THEIR “WHY.” Taking a moment to slow down and ask WHY they are asking will build a deeper value for them and a deeper relationship with you, and the probability of THEM joining the group will increase.

STAY ON STEP 2 – Learn to ask as many questions of the person as possible. If they give an “on-‐the-‐surface answer,” ask them more questions. You may have to go back and forth a few times to truly get to their emotional need. The deeper the why, the more likely they are to enroll.

USE STEP 2 AT ALL TIMES with Coaches, prospects, and people in general. THIS IS THE MOST VITAL STEP IN RELATIONSHIP BUILDING. LEARN IT, MASTER IT, USE IT!

STEP 3－SHOW THE “INTRODUCING THE BEACHBODY CHALLENGE” VIDEO If they want more information, or if they offer some type of objection:

“Wow (NAME)! I totally understand. I have no doubt this Challenge Group will help you [REPEAT THEIR WHY FROM STEP 2]. Here’s a short 5-‐minute video explaining more. Take a quick peek at this and LET ME KNOW if you’re still serious about the Challenge. If so, I will connect you to the group details and commitments. Can you watch it right now? The sooner you get back to me, the sooner we can get you going. Sound fair?”

(ADD “INTRODUCING THE BEACHBODY CHALLENGE” VIDEO FROM YOUR COACH ONLINE OFFICE)


TIP: To share this video from the Coach Online Office, go to the “Video Library,” select “Recruiting” and “Opportunity” from the left nav, and choose the “Introducing The Beachbody Challenge” video. Once it’s playing, click the “Share” feature and hit “Copy Link.” Now you have a link with your Coach ID. And when a prospect clicks it, they’ll be taken to your personalized Coach Web site.

If they have an objection, don’t argue facts. Simply lead them to a tool like the video, or point them to stories of people with results.

STEP 4－SPECIFIC DETAILS, COMMITMENTS, AND EXPECTATIONS After they watch the video and still show interest in your Challenge Group:

“Hi (NAME), sounds like you’re completely serious about [REPEAT THEIR WHY FROM STEP TWO AGAIN], I have no doubt this Challenge Group will help you get the absolute BEST results. Here’s the deal…it’s simple!

FITNESSS + NUTRITION + SUPPORT + REWARDS = SUCCESS

Our commitment is for (30/60/90)-‐days of a Beachbody workout program, drinking Shakeology® every day, and joining the Challenge Group accountability page for support and motivation. We all work together and help each other throughout the entire program! This is a proven and simple formula, and those who commit are more likely to finish and GET THE ABSOLUTE BEST RESULTS!

• You’ll do everything at home, on your time, and on your schedule • The Group interaction is all done on a private Facebook® group page, where

the team posts each day. The Challenge Group begins on Monday (start date). We have 2 options for enrolling Challengers:

1. Enroll as a Challenge customer, where you enjoy all of the benefits of being a Beachbody customer, including access to fitness and nutrition tools and tips at teambeachbody.com and personal Coaching from me, and support from other Challenge Group members to help you achieve your goals.

2. Enroll with a Coach account, where you save 25% on all future orders and have the opportunity to help other people get connected with a Beachbody Challenge and earn money to help cover the cost of your Challenge Pack and monthly Coach Business Services Fees. The Business Services Fees cover the cost of incredible tools you’ll receive to help support your Coach business including two business Web sites and an online office to help you track, monitor and grow your business.

Either way, you’re only paying the $14.95 shipping cost, plus tax, and you can try the (P90X®/Brazil Butt Lift®/Turbo Fire®) program & Shakeology® for FREE, and if you don’t get the results you want within 30-‐days you can return the entire pack. Which is best for you?”


This is simple and direct and clearly expresses the commitment they’re making and the results and return they’ll get if they become a group member.

You can now SORT them into what they need to order and how to enroll them (as a customer or a Coach).

STEP 5—SETTING THE ENROLLMENT APPOINTMENT If they tell you what they need to get started and take a Challenge Group spot: THEY ENROLL AS A COACH:

“Okay, great! Coaches enroll with a Challenge Pack, which includes workout and the first month of Shakeology. By far, this is the best choice and value. I can either send you the steps to enroll and order, or we can get on the phone and walk you through the process. Either way, it takes about 10 minutes. Which is best for you?”

THEY ENROLL AS A CUSTOMER: “Okay, great! Let’s get you going today with your customer account and Challenge Pack. I can either send you the step-‐by-‐step process to enroll and order, or we can get on the phone and walk you through the process. Either way, it takes about 10 minutes. Which is best for you?”

Always give them 2 options for contacting them—either by phone or by message (email/text). If by phone, give them 2 appointment options.

STEP-‐BY-‐STEP ENROLLING AS A COACH

1. Go to http://www.beachbodycoach.com/screenname (put in YOUR Web site). 2. Click “Coach” button—then click “Yes! I want to be a Coach” on the pop-‐up

screen. 3. Fill out the “Coach Information” page, check the 3 boxes at the bottom and

sign, and click the “Continue My Enrollment” button. 4. Decline the purchase of the full price Challenge Pack. 5. Choose your trial offer Challenge Pack. 6. Check out. 7. Set up the “Get Started Right Interview” with your Sponsoring Coach.

STEP-‐BY-‐STEP ENROLLING AS A CHALLENGE PACK CUSTOMER

1. Go to http://www.beachbodycoach.com/screenname (put in YOUR Web site). 2. Click on Shop 3. Click the “trial offers” button in the left hand navigation. 4. Choose your Challenge Pack. 5. Check out. 6. Notify your Coach that your order is complete so they can verify it went

through properly.


SITUATIONS SCRIPT: My prospect didn’t respond to Step 1 or 2. Now what?

“Hi (NAME), did you get my message about our Beachbody Challenge Group? I already have people moving forward and wanted to make sure I didn’t miss you by accident! The 30-‐days risk-‐free trial of the program ends soon and I don’t want you to miss out on this great limited-‐time opportunity to try the products before you buy. Would you rather I come back around to you for the next group, or did you want to take a look now?

My prospect asked about price immediately after Step 1 before we even got to Step 2. Now what?

Personalize Step 2 to give them a direct answer to their question. Here’s what that would look like:

“Hi (NAME), thanks for asking me about the Beachbody Challenge. The initial cost is only $14.95 for shipping (plus tax), and you can try the (P90X/Brazil Butt Lift/Turbo Fire) program & Shakeology for FREE, and if you don’t get the results you want within 30-‐days you can return the entire pack. I’ll send you more information. But first I have to ask, why are you ready to commit right now. I know we all want to get in shape, and I’m curious, besides being able to try it for free, what’s motivating you to take the challenge and get awesome results?

I messed up and didn’t use Step 2 and failed to get my prospect’s WHY. Now what?

“Hey (NAME), I need to apologize! I messed up and sent you the video too soon. If I truly want to help you, I’m supposed to ask you a few questions so it’s more about you and less about me. I’m still learning and I’d feel terrible if you missed out just because I made a mistake. So let me ask you—why are you curious about this Challenge? What makes you want more information? The more I know about why you’re interested, the more I can help you by directing you to the best information.”

My prospect didn’t respond to Step 3. Now what? Wait 48 hours… they say,

“Hi (NAME), I’m not sure where we left off. I already have people who have joined the group and are moving forward, and I just want to make sure I don’t leave you out by accident. Did you have a chance to watch that video, or were you having trouble getting it open?”

My prospect didn’t respond to Step 4 or 5. Now what?

“Hi, (NAME), I’m not sure where we left off. I already have people who have joined the group and are moving forward, and I just want to make sure I don’t leave you out by accident. So where were we? I know you wanted to [REPEAT THEIR WHY]. Were you ready to get started now, or did you want me to go ahead and fill this spot with someone else and move you to another month?”


PRICE OBJECTION SCRIPT Just follow the sample script below to present the offer and personalize it for your contact. “Hi (Name), I totally understand how you feel, investing in anything new can be a big decision. Many of my new customers have felt the very same way; you’re certainly not alone! What I’ve found is that when one of my customers decides to buy, they feel and look so great after 30 days, that their results & lost pounds quite literally out weigh the cost. I want to make sure that we don’t let the upfront price stop you from trying a program & seeing results for yourself.

So, I want to offer you the opportunity to try (P90X/Brazil Butt Lift/Turbo Fire) and Shakeology for 30-‐days risk-‐free. By paying the $14.95 shipping cost, you can try the (P90X/Brazil Butt Lift/Turbo Fire) program & Shakeology for FREE, and if you don’t get the results you want within 30-‐days you can return the entire pack. What do you think? Do you want to try the program for FREE before you buy it and see 30 days of results for yourself?”

5-Step Invitation Process for $14.95 Trail Offer v6 ·...

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