Personal Trainers Need a Referral Program
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By Sal | May 20, 2009
Personal trainers and strength coaches need to have a referral program if they want their business to be successful and grow.
There's no better way to grow your business than to have your existing customers give you a hand. Your clients know what you can do, have friends and family who (usually) have similar wants and needs from a variety of perspectives and serve as living, breathing examples of how your training philosophy and style works.
Who needs an advertisement in the yellow pages or local newspaper when you have people who can promote your mad skillz?
You cannot depend on the yellow pages or other impersonal means to market a most personal service. We're in the people business so "people" are the best way to spread the word.
The nature of our business makes it unlikely that people, who are willing to make a long-term commitment, and spend upwards of $5000 per year on personal training, are going to be spurred into action from an advertisement in the phone book or a newspaper. People who want to hire a top-level professional - accountant, doctor, lawyer - depend on referrals. The same goes for people looking for personal trainers.
If you're squeamish about asking your clients to sell for you, a clearly defined referral program does the selling for you. A referral program is a "soft sell tactic" that is ideal for people who don't like the hard sell approach and are uncomfortable with the idea of being a salesman.
However, as I write in my book, "How to Make More Money as a Personal Trainer" the process of selling yourself to potential clients is inextricably intertwined with providing your existing clients with a top-level service. And don't look at selling as a necessary evil that comes with being a personal trainer/strength coach; selling and training are necessary tools for success as a personal trainer.
PersonalTrainerCoach.com members can learn more about how to develop a referral program by reading the Game Plan that discusses this topic in more detail. If you aren't a member and would like to access this Game Plan - and learn how to create a steady stream of revenue using your existing client base - click here to start the process.
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