In my last column, I gave you the blueprint for getting boatloads of clients into your fitness business by getting lead boxes into local businesses (plus, it's also an awesome way to grow your email list quickly).
Now, I'm going to show you how to build a business on referrals and your clients to refer their friends, family and co-workers to you. It's the best and most cost-effective (because it's free) method for getting a ton of new clients into your business.
Here's what you need to know: Your clients are like children, in that whatever you teach them from the beginning of the relationship is how they're going to act for the life of the relationship they have with you.
For example, if you've been asking your clients for referrals and find that they're not referring to you, it's because you've conditioned them from the very beginning NOT to refer you clients.
See, your goal is to condition each new client the minute they sign up with you and get them to agree that a condition of doing business with you is to refer you leads.
Here's how simple that is; when a new clients signs up, as you shake their hand and welcome them aboard say this: "As I help you get what you want from your fitness and fat loss program with us, can I count on you to help me get what I want for my business, which is to let your friends and circle of influence know about me?"
This simple script is all it takes to condition your new client that you will be asking for and expecting referrals. Of course it goes without saying that your clients will never refer anyone unless they are getting quantifiable results, having fun, truly enjoying your fitness program and actually like and trust you, and don't just "think you're okay."
So, assuming that you satisfy the three elements above and condition your clients to refer to you from the minute they sign up with you all you have to do now is craft monthly reasons to ask for referrals.
For example, you could run a one-week referral generation contest where the first prize is an iPad and the second prize is three months of boot camp or group training.
Or consider sending a handwritten thank you card to each client along with a ten dollar Starbucks gift card. Be sure to mention in the card that you're never too busy for their referrals.The key to referral generation is to consistently have reasons to ask for leads each month.
Bedros Keuilian teaches thousands of fitness trainers systems and strategies to grow their business and get more clients. Get more fitness marketing systems from Bedros by visiting his blog, www.PTPower.com
