Sales and new client referrals are critical to your gym, training/coaching service or dojo.
Here are some simple, effective and easy-to-implement strategies to get more clients now.
- Create a referral program with complementary providers to exchange referrals. Be sure you only include providers in this network that you’d be comfortable recommending to your best client or best friend. (chiropractors, massage therapists, nutrition coaches, etc)
- Recognize and thank your referral sources. This could be with a simple phone call, email, or even better, a handwritten note. The important thing is to express your appreciation. You’ll also encourage additional referrals this way.
- If you have clients who don’t refer, create another way for them to recommend you (e.g., case study, testimonial). People love to read case studies about people they can relate to personally.
- Make sure your current clients know about all the products and services you offer and how you help so they can either refer within their company or to others they know. Too often sellers assume their clients know more about them than they do.
- Add a link to a form on your website for referral submissions.
- Be remarkable; remind clients why your company is special. Give them something (good) to talk about.
- Inspire confidence. It’s risky referring someone—what if it’s not successful? You can inspire confidence in your referral sources by letting them know that 80% (or whatever) of your business comes from repeat customers.
- Offer a referral commission.
- Provide valuable content your referral sources can share with their network—an invitation to a breakfast or lunch seminar or webinar on an industry topic, research briefs, an article about industry trend, etc. Make it something special for them to share.
- Treat the vendors and suppliers with which you do business as partners. Make sure they’re aware of who and how you help.
- Update your LinkedIn profile and stay engaged with your contacts regularly.
- Create a list of buyers you want to work with. Check out their LinkedIn profiles to see whether you’re connected in any way. If so, reach out to them via your network—whether it’s an individual, a company, or a group.
- Treat your clients as partners, too. Let them know you view them as a strategic partner and tell them you hope they’ll do the same with you. Create formal channels to share referrals.
- Give a referral. It’s one of the best ways to get one in return.
- Ask for referrals. You’ll get a lot more referrals if you ask for them. As you’re completing a project with a client, simply ask if they know anyone who would benefit from something similar.
This is just a start. Let these suggestions jump-start your own idea generation. Create a sales referral process that works for your ideal clients and your networks.
(This list was generated from Rain Sales Training. Some modifications were made. https://www.rainsalestraining.com/blog/15-ways-to-get-referrals)
Thanks for reading.
Now take action.
The MMA Conditioning Association Team