Even though I’m a big fan of online marketing, referrals are still my favourite and #1 way of getting clients.
The first step to getting referrals is offering a great service and getting your clients excellent results. People simply won’t refer friends if they’re not blown away by the services you provide.
So… assuming you have this dialed in, let’s look at how we can tap into this highly profitable lead generation source.
Follow this 5-step process and you can’t go wrong;
Condition your clients to refer to you from the very first moment they do business with you.
In the signature email my admin staff uses for enquires I have a banner that tells prospects they’ll get a 50% discount off their first month if they refer people to our boot camp.
So, straight off the bat before they’ve even signed up they know if they refer a friend, they’ll get their first month at half price.
You think they might sign up their partner or convince a friend or two to join up with them.
Then, we follow the same process with their friends too.
I’ll often get 3-5 friends sign up at once using this method.
If you don’t have a boot camp, think what you’re willing to pay to get a personal training client and, offer this as your referral bonus.
A week after they start training I then send them an email asking them to give me the names and emails addresses of 5 friends in return for a small gift.
The gift can be anything but I like to use something they’ll use at my boot camps like boxing wraps, I can pick these up for a few bucks each.
My admin then follows up with these leads and offers them a free trial to boot camp.
Bring a friend days also work great, I find that Saturdays work best because they’ll often go for a coffee or breakfast with their freind after they workout.
Be sure to get the name and email address of the friend BEFORE they come to training so you can follow up with them later.
Referral contests work great too. To make this work you have to have a decent gift otherwise people won’t be motivated.
Over the years I’ve given away TV’s, IPad’s and Airplane tickets.
Don’t be tight, the bigger reward the more referrals you’ll get.
If you get 50 referrals at $200 per month that’s $10,000.
You can just buy the $500 TV out of the $10,000. This is what’s called ‘buying money at a discount’. You buy the prize out of the money you made during the contest.
Lastly, plastic gift cards work really well.
I haven’t used a business card in 10-years, whenever I gave a business card to someone I knew it would just end up the bin.
Plastic gift cards are different, if you do them right.
The trick is to make them look like a credit card.
On the front have a $$ amount, like $100.
Then underneath have the numbers just like a credit card would have, then on the back have a magnetic strip and your TOC (terms and conditions).
Lastly, the final piece of the puzzle is to recognize.
Always recognise when someone has referred somebody to you.
Send them a gift… a thank you note… thank them in person… thank them in your monthly newsletter.
It’s not always about the reward, people want to feel appreciated too.
So… there’s are few strategies there you can implement into your fitness immediately.