Personal Training Referrals
We know that our personal training clients have friends. If the law of averages applies, these friends are just like your current personal training clients. We know that we should be getting a minimum of 60 – 70% of our new clientele through referrals. If that’s the case, then what is the offer that will motivate your clients to refer more clients to you?
Here is the deal; the reason why your clients are going to refer their friends is because:
- They are seeing results. Bottom line, we get paid for done. We get paid because our clients are progressing and gaining traction with their fitness goals. So you need to ask yourself, the following questions:
- Do I know why each of my clients pays to workout with me? To feel better is not an answer.
- When was the last time I evaluated my client? If the evaluation didn’t go well, do you have another plan charted out? If the evaluation went well, what’s next?
- Finally, do you have clients that you know are not progressing and you are not doing anything about it? If so, you need to do something about that.
- Because they enjoy being around you. What that means is that you are fun, courteous, professional and never take their relationship for granted. Remember your very first personal training client? Remember how excited you were when someone actually started paying you for your services? Why did you lose that?
Once your clients are seeing results and they enjoy coming in, they will start referring people to you. All you need to do is ask and give them some incentive. Adding value will go further with clients than discounting your personal training rates. Go big. Remember, these are your personal training clients and they just referred you their best friend or their loved one. The way you treat your client will determine whether or not this referral will actually buy from you. Give your clients 1 month of unlimited personal training for every client they refer to you. That’s an offer they won’t find down the street.
About the Author
Mike Gelfgot is an Anytime Fitness Franchisee. Mike immigrated to the US in 1993 and was the very first AF Franchisee to get an AF tattoo!
Mike has won many awards including:
- 2007 Senator Lugar Health and Fitness Award
- 2008 AF Club Operator of the Year
- 2012 Personal Trainer of the Year Anytime Fitness
- 2013 AF Success Story of the Year
- 2015 AF Community Outreach Award
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.