This is so exciting! Everything is organized, and it’s time for the selling phase of your first yoga retreat! Fear not!
It just takes a bit of organizing, a lot of positive energy, and no sleazy selling tactics!
Be you, be friendly, LISTEN to your students and respond honestly and genuinely, while adding value to your proposition.
First things first. As we said, you need to be organized so make sure you do the following:
1. Create a list of every person who has expressed an interest in joining your retreat.
2. Note which platform they contacted you so you can get back to them.
3. Get ready, prepare, and make sure you answer all their objections.
What is an objection?
A sales objection is a negative response from a student who is concerned about something and is not willing to join your retreat at the moment. Objections usually include problems with the cost, or a lack of time, among other things.
As they talk to you, remember one thing: expressing their objection to you is a good thing. It means they have enough interest to engage with you, and they give you the opportunity to learn more about their needs. You can now find a better way to communicate the added value that your retreat has to offer to them.
Yes, I understand. Overcoming objections is easier said than done. Well, there is a process, and I am going to share it with you. This is the process:
1. Listen: don’t jump in with a quick response.
2. Understand: take time to understand them and ask questions. Try to get to the real root of the reason that’s holding them back.
3. Respond: directly address their concerns. Keep it clear, honest, and to the point.
4. Confirm: use positive language to affirm the value that your offering will bring to them.
I’ll give you some examples, but remember that practice makes perfect!
- Take a mom who is feeling guilty for taking some time for herself. Listen carefully to understand where she’s coming from. Respond with positivity and confirm that she will still be a good mom. Perhaps a better mom after a relaxing time off.
- Listen to people who are super busy at work to understand their worries. Respond to them and remind them that they will be even more productive after rediscovering themselves at your retreat.
There is nothing more personal than calling your prospects to talk to them. It’s the best and most direct way to respond to their objections with liveliness and positivity right then and there. My advice is, if they email you with questions, offer to call them back. Show them how much you care and how important their presence is to you. Make them feel appreciated and valued. I often find that hesitations have nothing to do with money. It’s usually about fears that are often unfounded. This is your chance to connect, make them feel seen and supported. Build the trust that is needed so they decide to join you.
Speak their language
As we discussed before, each and every one of your students need to feel seen and appreciated. Make sure they can relate to you when you explain how you can help them. Avoid using strange yoga words that will alienate them. Use language that resonates with them.
Some common sales objections
Pricing: they cannot afford it; the price is too high (consider offering a discount).
Not a good fit: the program doesn’t make sense to them, or the location is not appealing.
Not interested: brushing off the experience, they don’t feel that they need this.
Not enough time: can’t go away right at this time due to family or work commitments
Fear and guilt: often, students see this experience as selfish and are hesitating to make the decision.
Wrapping up the selling phase
When it’s time to sell your first retreat, be prepared. Take time to listen to your students and demonstrate that you truly understand their concerns. Be authentic and true to yourself and your vision. The selling phase doesn’t need to be salesy or pushy or dishonest; it can just be you explaining the value of your offering. Since this is your first retreat, I’m sure you could use all the help you can get. Especially from an experienced group of people that have hosted a lot of retreats and have met a lot of students. At the Yoga Loft you will find a community ready to answer all your questions and help you with organizing, marketing, and selling your retreat.