As fitness professionals we know that referrals are the best way to obtain new clients. Here at Northwest Personal Training we give incentives to both staff AND clients for referrals.
Referral Incentive Program:
Current Clients
Receive a $25 gift card if their referral schedules for a comp session.
If that person purchases a package OR signs up for Gold Group they also get ANOTHER $25 gift card AND a FREE Private Training session to thank them for the referral.
Staff
Staff members who book a comp, get $25 (not just schedule the comp, but actually have to ask for the appointment through a networking phone call, referral, tour etc.).
Staff member who conducts the comp session AND client purchases a package (6 sessions or more or Gold Group) gets $25.
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How to Get Referrals:
Many Fitness Professionals are uncomfortable with asking for referrals. They often feel that they should be happy enough that their present clients are training with them let alone, asking them for more business. But, don’t be shy. Our clients train with us because they like us. And of course, they want to see us succeed. Asking for referrals is not at all overstepping your boundaries. We are providing an exceptional service that most people would want to share with their friends, family members and colleagues.
Try these strategies to help you feel comfortable with asking for referrals:
Inform your clients of your present situation.
“Joe, I have really enjoyed our training relationship and you have achieved so many amazing results. Anyways, I wanted to let you know that I’ve had a few time slots open up in my schedule and before I open them up to everyone, I would love to offer you the first right of refusal and the opportunity to offer a complimentary session to someone that you care about. If it works out, I’d give them those time slots. I enjoy training you so much so I know anyone you associate with will be just as fun!”
Or
“John, I’ve just had a time-slot open up on Tuesdays and Thursdays. Do you know anyone who might be interested in getting some help with their exercise program?”
Or
“Sue, I’ve just started accepting new clients. Do you know anyone I could call and offer a complimentary initial session?”
Listen for an opening
Many of your clients will mention people in their lives who are struggling with their health and fitness. For example:
Client: My husband’s back has been killing him.
Trainer: Really, well why don’t I call him and offer him a complimentary session. I could show him some exercises to strengthen his back and abdominals.
Ask for the referral
Get the potential client’s name and number.
Inform your client of the process
Ask them what they would feel most comfortable with. The conversation might go like this:
Trainer: This is so great. John will be so pleased that you have thought of him. Here’s what I’m going to do. I’m going to call John and let him know that you’ve arranged a complimentary Personal Training session for him and book him for an appointment. Are you comfortable with that?
Client: That sounds great. But let me tell him first.
Trainer: Good idea. I’ll write it in my day-planner to ask you about it at our next session and then I’ll call him once you’ve informed him to expect my call.
Also be prepared to just send a package to the potential client. Some of your clients will not feel comfortable with you calling their friends and may feel a package sent in the mail will be less intrusive.
Show your gratitude
Your client has just helped you grow your client-base and you will want to display your appreciation. A thank you card is a really nice idea – plus your client will get the benefits of our referral program….make sure your client gets their gift.
Now is the time to encourage your staff to ask for referrals. Get new clients through your door before they become distracted by a busy summer.
Yours in health, fitness & business,
Sherri McMillan
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