IHRSA which is the largest international health club organisation in the world has survey results that indicate that 46% of new personal training clients come as the result of word of mouth referral. This is a really interesting fact and naturally leads to the question I have been asked by several of my mentoring clients "what can I do to increase the amount of referrals my clients give me?"
In answering this questions I have 'borrowed' what a number of successful Personal Trainers from around Australia are currently doing. Here are 10 practical ideas from which you can choose.
1. Hand written thank you card with 2 movie tickets.
2. 12 month subscription to a Health and Fitness Magazine, such as Ultra-Fit, Men's Health or Women's Health.
3. 30 or 60 minute massage voucher.
4. Two free Personal Training sessions.
5. Voucher to a day spa.
6. $100 cash.
7. A bunch of flowers.
8. Bottle of wine.
9. Books.
10. CD or DVD.
In terms of tools it would also be a great idea to have a written referral form that you give to all of your clients as part of a welcome pack that they can pass on and to make all clients aware of the benefits of spreading the word about your services.
One of the keys to a great referral program is to reward people who refer and to give them something which costs you as little as possible but has a large perceived value. The cheapest thing you can give away when you are getting started is your time and the value of 3 free sessions may be more than $2--, therefore the perceived value of your services may be much higher than some of the other ideas listed with the only cost incurred being your time. As you become busier your time may become more valuable to you and the other strategies become more appealing. Whatever decision you make about how to reward those who refer you to others, just make sure that you do something!
Aaron Whear
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