How to Get Referrals

It may not seem like it is your job to aquire new customers, but in any small buisness, which Leo’s is on the very small side, it is everyones job to help the business grow. That is just how small busienss works.

One of the best ways is to deliver a great workout and RESULTS. When people get results they tell their frinds. Even better, their friends notice that they look fitter, younger or healthier and ask them what they are doing. They shoul;d naturally mention Leo’s Fitness Lab.

Advertising is expensive and it seems to be hit and miss for a High Intensity Training Gym like ours.

I am still working on Doctor’s letters, but this may only bring in a few.

Currently, your existing clients are your best bet, but you need to approach them with the INTENTION of getting some names. 

Example, the Luis Espinosa, obviously he knows other people. He loves the work out and has seen results.  

You need to sit him down with his phone and simply say, “you love the work out, right? You get benefits, right? Ok, give me 10 people off your phone that I can call or send an email and use you as a reference. I won’t bug them, but I’ll contact them and explain the workout and the benefits. Who do you know that can benefit from getting stronger or should lose some weight?

“You don’t need to do anything but give me some names of friends or relatives that YOU would like to become healthier.” Then make him do it.

When asking for referrals you must INTEND to get some names. If you just lightly ask, they are going to do the easy thing and just say, “I don’t have any.” But they do. All of us have friends and relatives that want to get healthier or save time on their work outs.

Here’s the reality. He gets benefits and he loves the work out. He has friends and relatives on his phone. Very few people have no friends or relatives on their phone, right?

The reason people don’t give you names is that they feel they might have to do some selling or do some work. But they don’t have to.

You are going to do the work by calling or emailing them. It’s best to do both. If he simply forwards you their contact info, you will also have their mailing address so you can send a flyer as well. 

It is the sincerity of wanting to help others and the intention of helping them that will get new clients from your existing clients. They can call the existing client and ask, “Hey so and so, does this ARX really work?” And he will say “Absolutely!” That should get you the demo appointment and then you can close them from there. 

Referrals are the best because they come with someone who can attest that it works.

And with today’s technology, all the client needs to do is toward their contact details to you with a click of a button.

You asked, “What else can I do to get more clients?” You can go client to client and simply say the paragraph above, with intention and sincere desire that you will help that person get healthier in just 2 sessions twice a week.

Every single active client needs to be asked again, and if they say, “I don’t have any,” you need to politely to call bull in a nice way. Because everyone has 5-10 people on their phone that they can forward to you with a click. 

Remind the referring client that if their friend signs up, the new person will gain beneficial strength, so they are doing their friend a favor. If the friend wants to lose weight you can help them with PNOE and strength training. And the referring client will get free sessions. 

As the manager, direct promotion from you, the person that knows the client, you need to do this.

Every client needs to be asked again while they are there in the gym and you can “make” them open their phone and give you a handful of names.

Your opening line might be, “Hey X, do you have 5 minutes to talk to me.” Then go to the lines on paragraph 5.

I would like you to make a list of all active clients and tick them off, one by one, after you have asked them in the gym for referrals. 

Also, every customer that is still overweight, like the Asian girl w the dog(s) you should ask, 

“Pardon the directness but do you have any interest in us helping you change your body composition? Which means losing fat while keeping muscle.” Because we can give them guidance via the PNOE print out and mild calorie restriction. And explain that only by knowing their current calorie burn, can they successfully lose body fat, not just weight, by polling the calorie restriction as given by PNOE. Do you understand both the idea of a slow diet and mild calorie reduction versus “crash” diets? If so, then you can add one PNOE to most of our clients because almost everyone wants to lose a few pounds of fat.

If you don’t understand the importance of knowing their calorie burn, I can go over this with you.

And can you explain why strength is the most important thing they can get that will protect them from all diseases? I have referenced this many times in the flier and on web site and in eblasts.

In closing the most valuable new contacts we can have is referrals from existing customers and even through you have asked them once you can ask again with the idea of getting some names of people they would like to see healthier. So, make that list and ask them ALL another time while they are sitting in front of you. Start with the people that know ARX is helping them because when their friends call them to ask, “does it work,” your existing client can say, “Absolutely!”