This post was originally written by Club OS. Club OS is a lead and member management system that handles all of your health club marketing and sales needs. From in-depth reporting to automated follow-up’s, they help you “Sell More. Do Less.”. Click here to learn more about Club OS.
Driving sales is at the top of every gym owner, salesperson or personal trainer’s mind. Nearly everyone exhausts their sales and marketing tactics – even those that include going to the mall and starting up cold conversations about fitness. While these can have their benefits, what if you could just use your current customers to grow your business?
Referral programs are an overlooked revenue source for most clubs. A lot of owners spend money advertising, but don’t see the value in creating a referral challenge for their customers, or offering a free giveaway. Here are a couple of reasons that prove referrals are the best way to skyrocket sales in your gym.
1. Less Ground Work
Because asking for referrals is so simple, your sales team can do this in between other lead generation tactics. One easy way to build your referral lead list is to set up an email blast that reaches out to members every two months asking them to send in their referrals. This just takes a quick setup and the rest can be done automatically using health club software like Club OS.
Remember, once a prospect becomes a member, the revenue source doesn’t end there. Use those warm introductions to make a new lead feel welcome.
2. Low Cost Per Lead
There is little-to-no cost associated with asking your current members for referrals. All they have to do is fill out a quick form, and you have some new leads! Some cost may accumulate if you decide to run a referral program that offers a free month or a giveaway, but it’s minimal and pays off in the long run.
Simple referral programs such as a free month for the member and their refered guest are easy and inexpensive ways to incentivize your members. Programs such as Perkville automate this for you, making it easy for your members to automatically refer their friends on social or through email.
3. Increased Retention Rates
When your members are inviting their friends, they are growing their community at your gym. If members are surrounded and encouraged by people they know, they often don’t have a reason to leave. Being proactive and asking for referrals from your members will turn those members into a mobilized sales team. You'll strengthen your member community while increasing sales and revenue at the same time.
That’s right, you have revenue sitting in your gym, you just may not have realized how much. Make sure that your sales team is implementing referral tactics after every sale, and keeping them up throughout a member’s life cycle.
What have referrals helped you accomplish at your gym? Let us know in the comments below.