RRiseForIt

The Promo That Pays Workbook

By the end you'll have one free promo with a hard end date, the right people let in, a paid offer waiting at the finish, a same-day follow-up written, and a code to track which clients it brings.

Free workbook14 pagesabout 45 minutes

What you'll have at the end

Your paid offer named and the true cost of your free hours on paper
One promo with clear terms: who gets in, how many, and a hard end date
A sign-up filter, a run sheet and a same-day follow-up message ready to send
A promo code and a scorecard so you know which promo brought each client

Inside

Name the paid offer and price the giveaway
Pick your promo and set hard terms
Write your sign-up filter and rules
Plan the check-ins and the proof you'll keep
Write the same-day follow-up
Set up tracking for this promo
Your 7-day plan

Your nameStart date

By Jason O'Dell, founder of RiseForIt. Goes with the free guide Turn Free Sessions and Fitness Challenges Into Paying Training Clients.

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RRiseForItThe Promo That Pays Workbook

Step 1 of 6 · Learn it

Name the paid offer and price the giveaway

Free sessions, challenges and contests all cost you hours. If you can't name what people buy at the finish, you're running a charity, not a promo.

How to do it

Write the one paid offer this promo leads to, like a 12-week program or a 5-pack.
Write how many paying clients the promo has to bring to be worth it.
Price your free time: your hourly rate x free hours per person x number of people.
Replace any discount with added value, like a free session with a 5-pack or a nutrition guide with a 12-week program.
If you can't fill in the paid offer, stop here and don't post anything yet.

Example: Maya, an in-person trainer in a commercial gym

Paid offer: my 12-week program.

Clients it needs to bring: 1 out of 5 people.

Cost: $80 x 3 hours x 5 people = $1,200 of my hours.

Instead of a discount: a free nutrition guide with the 12-week program.

If 1 person buys the 12 weeks, the promo paid for itself.

Your turn on the next page →

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RRiseForItThe Promo That Pays Workbook

Step 1 of 6 · Your turn

Name the paid offer and price the giveaway

The paid offer this promo leads to

How many paying clients it needs to bring

What the free part costs you (one row per promo idea)

Your hourly rate	Free hours per person	Number of people	Total cost of your hours

The value you'll add instead of cutting your price

Work backwards from the clients you want

New clients you wantYour close rate on calls (%)How many booked calls show up (%)

You're done when you can name your paid offer and the dollar cost of your free hours.

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RRiseForItThe Promo That Pays Workbook

Step 2 of 6 · Learn it

Pick your promo and set hard terms

Offers with no end date and no limit on who gets in fill up with bargain hunters and no-shows, and they never stop costing you time.

How to do it

Pick one promo: 3 free sessions for feedback, a 7, 21 or 30 day challenge, or a contest that runs a week or less.
Write your one ideal client in one sentence. Only people who match get in.
Set a start date and a hard end date, and plan to post the end date early.
Pick a prize or reward only your ideal client would want, like a month of coaching or 3 free sessions. Never a gift card.
If the season fits, use it: a New Year reset in January, a summer program in June.

Example: Maya, an in-person trainer in a commercial gym

Promo: 3 free sessions, 60 minutes each, over 3 weeks.

Ideal client: working moms who want to get strong and keep up with their kids.

Not for: college lifters or anyone just looking for free training.

Spots: 5.

Start Nov 3. Hard end Nov 24. End date goes in the first post.

Your turn on the next page →

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RRiseForItThe Promo That Pays Workbook

Step 2 of 6 · Your turn

Pick your promo and set hard terms

Your one ideal client, in one sentence

Who this is NOT for

Start date and hard end date

Number of spots or entrants you'll take

Prize or reward (only your ideal client wants it)

You're done when your promo has one type, one ideal client, a set number of spots and a hard end date.

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RRiseForItThe Promo That Pays Workbook

Step 3 of 6 · Learn it

Write your sign-up filter and rules

Without a filter, the wrong people take your spots and skip sessions. Without written terms, a free test turns into free training forever.

How to do it

Write 3 application questions: their goal, what stopped them before, and whether they're ready to pay for coaching if this works.
Set a small refundable deposit to hold each spot, and give it back after the last session.
Write the deal up front: a short feedback form after the last session, and permission to share their words with their first name if they're happy.
Book the 20-minute call for right after the last session, before session 1 starts.
Running a contest? Write short official rules and check Meta's current promotion rules and your local laws before you post.

Example: Maya, an in-person trainer in a commercial gym

Q1: What's your goal for the next 3 months?

Q2: What stopped you the last time you tried?

Q3: If this works, are you ready to pay for coaching?

Deposit: $25, returned after session 3.

20-minute call booked for the day after each person's session 3.

Your turn on the next page →

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RRiseForItThe Promo That Pays Workbook

Step 3 of 6 · Your turn

Write your sign-up filter and rules

Your application questions

Deposit amount and when you give it back

The deal you send before session 1

Hi , you're in. Here's the deal: sessions, minutes each, between and . Your deposit comes back after the last session. After that, you fill out a short feedback form, and if you're happy, I can share your words with your first name. I've booked our 20-minute call for so we can talk about what's next.

Contest rules check (skip if you're not running a contest)

Free to enterWritten start and end datesWho can enterHow you pick the winner and how you'll contact themLine saying Instagram doesn't sponsor or run thisNo share or tag-a-friend to enter on FacebookPrize donor named in the postChecked current Meta rules and local laws

You're done when your application, deposit and deal message are written, or your contest rules pass every check.

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RRiseForItThe Promo That Pays Workbook

Step 4 of 6 · Learn it

Plan the check-ins and the proof you'll keep

People quit when they fall behind and feel alone. And if you don't plan to collect feedback, the proof you earned disappears when the promo ends.

How to do it

Give one simple task each day or session, and set a time to post the check-in by.
Message anyone who goes quiet for two days, by name. Call out the people who show up.
Tell people on day 1 what comes after, and make the offer in the last week, before they leave.
Contest? DM every entrant, not just the winner, with one question about what they're working on.
Collect proof as you go: feedback forms and 60-second phone videos, all saved in one proof vault.

Example: Dre, an online coach for busy dads, running a 21-day challenge

Day 1: kickoff video, task is a 10-minute walk, post in the group by 8pm.

Day 1 line: 'When this ends, I'm opening spots in my 12-week program for people who finished.'

Quiet rule: no post for 2 days = DM by name.

Offer goes out on day 15, in the last week.

Proof: a 60-second video from anyone who finishes and is happy.

Your turn on the next page →

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RRiseForItThe Promo That Pays Workbook

Step 4 of 6 · Your turn

Plan the check-ins and the proof you'll keep

Your run sheet

Day or session	Task	Check-in by (time)	Who to message

Your day 1 next-step line

When this ends on , I'm opening spots in my for people who .

Your DM for anyone who goes quiet for two days

Hey , haven't seen you in the group for two days. No stress. Today's task is just . Post it by and I'll cheer you on.

Your DM for every contest entrant (skip if no contest)

Thanks for entering, . I pick the winner . Quick question, what's the one thing you're working on right now?

Proof you'll collect for your vault

You're done when every day or session has a task and a check-in time, and your day 1 line and quiet DM are written.

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RRiseForItThe Promo That Pays Workbook

Step 5 of 6 · Learn it

Write the same-day follow-up

The sale happens after the promo. Wait a week and the win fades, and so does their yes.

How to do it

Write the follow-up before you launch, not after.
Use their own words from day 1 about where they hurt.
Name what they did during the promo, like showing up every time.
Name your paid offer as the way to finish, ask if you can hold them a spot, then stop talking.
Send it the same day the last session or challenge day ends.

Example: Jason's first sale

My first sale was a woman named Miss Gertrude. I talked to her for about two hours, giving her the moon.

I didn't think the training package was great, but I learned how to sell it for what it was.

I was horrible, then mediocre, then a great salesman.

Now I don't give people the moon. I remind them where they hurt and where they'll land, and skip the steps in between.

Your turn on the next page →

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RRiseForItThe Promo That Pays Workbook

Step 5 of 6 · Your turn

Write the same-day follow-up

Where they hurt and where they'll land

First name	What they said on day 1	What they did during the promo	Where they'll land

Your follow-up message

Hey , on day one you told me you wanted to . You . My is how we finish that. Want me to hold you a spot?

The date and time you'll send it

You're done when your follow-up is written and the send date is on your calendar.

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RRiseForItThe Promo That Pays Workbook

Step 6 of 6 · Learn it

Set up tracking for this promo

If every promo looks the same in your inbox, you can't tell which one brought the client, so you end up repeating the one that didn't work.

How to do it

Give this promo its own code word or link, like one UTM link for a challenge and a different code for a contest.
Add one intake question: 'What made you reach out?'
Count signups, show-ups, paying clients and the hours it cost you.
Grade this promo against your own last one, never against someone else's.

Example: Maya, an in-person trainer in a commercial gym

Code word: STRONG3.

Intake question added: 'What made you reach out?'

Fall 3-session test: 5 signups, 5 show-ups, 1 paying client, 15 hours.

Next time: beat 1 paying client from 15 hours.

Your turn on the next page →

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RRiseForItThe Promo That Pays Workbook

Step 6 of 6 · Your turn

Set up tracking for this promo

Your code word or link for this promo

Promo scorecard

Promo and code	Signups	Show-ups	Paying clients	Hours it cost

What you'll change next time (compared to your last promo only)

You're done when this promo has its own code and your scorecard is ready to fill in.

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RRiseForItThe Promo That Pays Workbook

The plan

Your next 7 days

One small step a day, and your promo is live with the sale already planned.

Your answers, in one place

Paid offer

End date

Follow-up day

Promo code

One small job a day

Day	Do this	Done	Notes
Day 1	Write your paid offer and hard end date on a sticky note where you'll see it every day.
Day 2	Write your application questions and deposit, or your contest rules, and check Meta's current rules if it's a contest.
Day 3	Make your promo code or link and add 'What made you reach out?' to your intake form.
Day 4	Write your same-day follow-up message and put the send date on your calendar.
Day 5	Fill in your run sheet and film one long kickoff video you can cut into daily clips.
Day 6	Post the announcement with the end date, who it's for, and the paid offer waiting at the finish.
Day 7	Reply to every applicant or entrant by name and book each person's 20-minute call.

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Where should we send it?

The Promo That Pays Workbook

Name the paid offer and price the giveaway

Name the paid offer and price the giveaway

Pick your promo and set hard terms

Pick your promo and set hard terms

Write your sign-up filter and rules

Write your sign-up filter and rules

Plan the check-ins and the proof you'll keep

Plan the check-ins and the proof you'll keep

Write the same-day follow-up

Write the same-day follow-up

Set up tracking for this promo

Set up tracking for this promo

Your next 7 days

Get the next workbook