At our facilities, each Coach is responsible for directly bringing in two referrals a month. That’s a bare minimum and something we track. Below are 3 tips I gave my team to help them hit that metric.
Hey Team!!
As you know, we’ve required all Coaches to bring in 2 referrals a month on our newest versionof the scorecard. I want to help you WIN and create momentum. Remember, the best gift you can give your teammates is momentum. It creates a culture of “we are winners” and lacking momentum does the opposite. It makes you feel like you are no good.That’s not the truth!! You just need momentum to turn everything around.Here’s my referral ideas for the Coaches to hit their goals…
Idea #1) Ask The Members
This is the lowest hanging fruit because our members LOVE YOU and probably know at least 5-10 people in their inner circle who need to lose weight and get healthy. They just need a reason (your invitation) to bring them in. You can ask at the end of your LG or SG sessions. The more clear the task, the better the response. Here’s a sample script…
Hey guys!! Great workout today. I just wanted to mention that I’m on a mission to help membersof our community to get healthy and fit. I have room to work with 4 more clients and Iwaswondering if you know someone who might be interested. Think of the person who owns a tonof diet books or cardio machines that collect dust or is constantly talking about weight loss but hasn’t found something that works. Who is that person?Can you give me their name and phone number before you leave so I can give them a free session in my Small Group?
Idea #2) Ask For It On Social Media
You are essentially taking that same script you use in person but posting it on social media. Ifyou aren’t getting responses on your social media, ask yourself when was the last time you added more friends on FB? You can’t expect a bigger response without a bigger audience.Here’s a simple tip….go to local FB groups in your area and start friending middle aged men and women (30-50 years old). Once you are friends, they will see your posts on their feed and response in the comments or DMs.
I once maxed out my friends list (5,000 friends) of people in the High Desert when I was obsessed with growing Victorville. I’ve had to unfriend people over the years to friend clients from other gyms but your Facebook account is a business account so use it for business. Make friends, contacts and relationships that will help you get more people into the gym, which fills up your Small Group sessions and help you make more money!
Once you have a bigger audience, post 2-3x week about how you have a spot open in your X time slot and that you are looking to work with a busy professional who wants to burn fat and get healthy. Give them a direct CTA (Call to Action) such as DM me the word “HEALTHY” or comment below with the word “FREE” and they will get back to you!
Idea #3) Highlight Your Clients
Your clients are your walking billboard. People see them changing (or not changing) and if they are getting results, it’s natural for them to ask “WOW!! What are you doing?”If you are good at results, you should be getting a steady flow of referrals.If you aren’t, then you probably need to take your service to the next level and get your clients better results.Take a selfie with your client and tell their STORY on your social media.
- Meet my client Jane, she has 3 kids but puts in the work and has transformed
- This is Maria, she’s a busy professional but trains with me before work
- I’m so proud of Kyle! He’s lost 30 pounds in 4 months by following our system at LTW Fitness.
Yelp is where people go to see what OTHER PEOPLE are saying about the restaurant, not what the restaurant says about themselves. If you want to make this even more powerful, ask the client to shout us out on their profile and share it. Make sure they tag you and I promise you will get your DMs blown up with referrals from their post.
Team, our 2 referral metric for Coaches is not about collecting leads (name, phone, email) but they must be a SET and SHOW!
If they set an appointment and show, then we count them as a referral. It’s on the closer if they couldn’t close them but you did your part, you talked them into the building.The service industry depends MASSIVELY on referrals. It’s the #1 way to get qualified clients.That’s why we are giving this so much energy and attention.Let’s get some wins and put your 2 referrals on the board this week!!