Free WhatsApp Challenge: how to sell infoproduct without losing the number

The CHAMA method

To organize the challenge from start to finish, use the CHAMA method:

• C — Capture with clear permission to receive messages.
• H — Daily habit: one delivery and one task per day, at the same time.
• A — Activate conversation with each participant.
• M — Moment of the offer, with cart open for a defined time.
• A — Accompany who didn’t buy and who bought.

C — Capture with permission

Registration happens on the challenge page, usually after an ad or Instagram post. The form asks for name and WhatsApp and clearly states what the person will receive: "By registering, you will receive the classes and reminders of the challenge on WhatsApp." This permission, the opt-in, is what Meta requires for marketing messages via the official API and reduces complaints.

Right after registration, the first message arrives on WhatsApp: welcome, dates, class times, and a simple question. Asking the person to reply ("Tell me: what is your biggest challenge today with [topic]?") opens the conversation window, generates sales information, and shows WhatsApp that people want to talk to that number.

Group, community, or individual messages

Many challenges use WhatsApp groups. They create a sense of class and social proof but have participant limits, generate many exits and complaints when noisy, and give little visibility into who is engaged. Numbers that create dozens of groups in a few days and send the same link in all risk restrictions.

Individual messages via the official API, with approved templates, provide control: each participant receives the reminder, replies privately, and appears in the CRM with the correct tags. A model that works well is combining both: community or group only for announcements, with closed messages for participants, and service and sales done privately.

H — Daily habit: the delivery that keeps the participant engaged

The challenge lives on rhythm. One message per day, at the same time, with three parts: what today’s class or task is, the link, and the question the person should answer. "Day 2: today you will create your weekly menu. Class at 20h here: [link]. Then send me a photo of your menu."

One hour before the live class, a short reminder. The next day, a summary for those who missed it. More than that becomes noise and increases the number of people who mute or block the number.

A — Activate conversation with each participant

Participants who reply to the task are much closer to buying than those who only watch. Therefore, each reply deserves feedback: a compliment, a tip, a correction. With hundreds or thousands of registrants, this is only possible with organization: ready answers for common questions, tags by engagement level, and, if possible, AI that answers simple questions with challenge material.

Tags that help sales: registered, replied day 1, completed tasks, asked about price, and disappeared. On offer day, you know exactly who to talk to first.

Content that prepares the sale

Each day of the challenge should solve a small problem and show the next problem, which the paid product solves. In a weight loss challenge, the participant learns to build the plate on day 1, the menu on day 2, and the shopping list on day 3; on day 4, they understand that maintaining this for three months requires support, and that’s where mentorship comes in.

Participant testimonials during the challenge are the strongest social proof. With permission, share photos of tasks and messages from those who have already achieved results.

M — The moment of the offer

The offer is made on the last day, during the live class, and reinforced on WhatsApp right after. The message needs to include what the product is, what the person gains, the price, special conditions for participants, and the deadline. "The cart for the [name] Mentorship opens now with a special condition for those who did the challenge, until Friday at 23h59: [link]."

The cart open for two to four days concentrates sales. During this period, the sequence usually is: opening, social proof, answers to common objections, bonuses for those who join by a certain time, and closing notice.

Answer objections privately

Most medium and high-ticket sales happen in individual conversations. "Will it work for me?", "I don’t have time", "It’s expensive", "Can I pay in installments?" Have ready answers for each, but personalize with what you know about the participant from tags and task replies. Those who completed all tasks and asked about price deserve a call or audio message.

Checkout and payment link

The payment link goes with a short phrase and only to those who showed interest, not repeated to the entire base multiple times a day. Integrating checkout with the CRM allows you to know who bought immediately, remove that person from sales messages, and send welcome messages right away. Nothing annoys a customer more than receiving "last chance" after they’ve paid.

Those who generated a boleto or Pix and didn’t pay, or abandoned the cart, receive a help message, not a charge: "I saw you started registration. Do you have any questions I can answer?"

A — Follow up with who bought and who didn’t

Those who bought receive product access and a personal message. The student’s first day defines the refund rate: those who access, understand the path, and have the first win rarely ask for their money back.

Those who didn’t buy are not lost. Some of these people buy in the next challenge or a lower-ticket offer, like an e-book or recorded class. Keep tags, thank them for participating, and ask permission to notify about the next group.

Maintain number health

Challenge week is when the number sends the most messages and is most at risk. Some precautions reduce this risk:

• Send only to those who registered, with opt-in recorded.
• Use templates approved by Meta and avoid identical mass messages via regular WhatsApp.
• Monitor number quality and sending limits in the manager.
• Always offer the option to stop receiving and respect those who ask.
• Have a backup number configured before cart opening.

How much it costs to run the challenge via the official API

Meta charges for template messages according to category (marketing, utility, authentication) and country. Replies within 24 hours after a participant’s message are treated differently. In practice, a challenge with daily reminders for a few thousand people costs little compared to the revenue of a group, but it’s worth calculating beforehand: number of registrants × template messages per person × price per message.

Encouraging participants to reply every day reduces cost and improves delivery because the conversation stays open.

Example with numbers

A nutritionist selling a three-month mentorship for R$ 897 runs a 5-day challenge. She invests R$ 6,000 in ads and gets 2,400 registrants, at R$ 2.50 per registration. All receive messages via the official API, with about eight templates per person throughout the challenge and cart period.

Of the registrants, 1,150 reply to the welcome message and 520 complete at least three tasks. In the cart, she sells 86 mentorships: 61 among those who did the tasks and 25 among the others. Revenue is 86 × R$ 897 = R$ 77,142. With ads, Meta messages, tools, and checkout fees, total cost is about R$ 14,000.

The following month, she offers a R$ 47 e-book to the 2,314 who didn’t buy and sells 190 units, adding R$ 8,930. And 140 people ask to be notified about the next group, which already starts with a warmed-up base.

Ready-made messages

• Welcome: "Hi, [name]! Your spot in the [name] Challenge is guaranteed. Classes are Monday to Friday at 20h and the link will arrive here. Tell me: what is your biggest challenge today with [topic]?"
• Reminder: "Today at 20h: Day 3 of the challenge. Today’s task: [task]. Link: [link]."
• Offer: "For those who did the challenge, the [product] opened with a special condition until Friday at 23h59. Want me to explain how it works?"
• Closing: "Thanks for participating, [name]! Can I notify you when the next group opens?"

Mistakes that ruin the challenge

• Putting thousands of people in groups without rules and moderation.
• Sending the sales link multiple times a day to those who didn’t ask for it.
• Not responding to participants’ tasks and questions.
• Continuing to sell to those who already bought.
• Opening the cart without a backup number and without monitoring quality.

Checklist before opening registrations

• Registration page with clear opt-in for WhatsApp.
• Approved templates for welcome, reminder, offer, and closing.
• Engagement tags and ready answers in the CRM.
• Integrated checkout to know who bought immediately.
• Backup number configured and quality monitored.

The free WhatsApp challenge works when treated as a conversation with each participant, not as a broadcast to a crowd. To plan the complete campaign, see the guide on digital launch via WhatsApp and stories and precautions with WhatsApp groups and number risk.