How to Make Referrals a Condition of Doing Business
The top three things that any fitness entrepreneur can do is number one, create a condition of referrals with your brand new clients.
Say, “Welcome aboard! As I help you achieve your fitness and fat-loss goals, can I count on you to help me achieve my goals of impacting our community by helping 5,000 people in the next five years?”
They might say, “Well yes, of course.”
Now what I’ve done is I’ve actually created a condition. The number one problem I see that personal trainers have is they don’t get enough referrals.
Ironically, referrals are the number one source of new leads because they come pre-qualified, pre-screened, and more likely to buy because their friends already work out with you.
The reason you don’t get referrals is because you don’t condition your clients when they first come on board using that strategy I showed you.
Once you can create that condition, then a month later, I can come back to you and say, “Hey, look at your fitness evaluation, looks like you have lost six inches across your body in total. You’ve dropped your body-fat percentage by three percent. I’m really proud of you, you’re making great progress. So as I’m helping you, can I now count on you to tell a friend or two about me, and my business here?”
How Going Live Positions You as the Authority
Strategy number two requires no funnel whatsoever using Facebook, and Instagram, and YouTube live to do live casts.
See, I always ask people, “If I can get your fitness business on the local morning news show, would you get excited about that?
They go, “Oh, absolutely.” And I say, “Why would you get excited for that?”
They say, “Well, because I would have exposure, and I would be on TV, and the people in the community would see me.”
“Okay great. Well what if I can actually get the most targeted people in your community, the people who count, and are most likely to become clients to see you live just like that, without ever going on the morning news show?”
They go, “Tell me more.”
Well effectively, you’re going to do a Facebook live, or some kind of a live show on Instagram, Facebook or YouTube.
What’s great about being a fitness professional is, you can do “how-to” videos on how to flatten your abs, how to eat when you’re traveling, how to meal prep…
There are so many “how-to” things we can do with exercise and nutrition and mindset habits that there’s never a topic that we’re going to repeat more than twice.
At the end of the day, if there’s five different personal training gyms and studios that people are going to consider, they’re always going to look at the person who’s the authority as the number one business to consider.
So why not position yourself as the person of authority by really putting yourself out there on live shows once a week?
How to Use Monster Follow Up to Turn More Leads into Clients
The third and final thing here is follow up. Not enough people in our industry do follow up, which is why I created the Monster Follow Up Process, which is very simple.
Any time you get a lead from a funnel, or from a Facebook message, or from an email broadcast, or from an ad…heck, any time you get a lead from a client who wants to give you a referral, odds are that person’s not going to come in right away enthusiastically and wanting to sign up.
About 10, 20% do, the other 80-90% you have to followup.
So I created the Monster Follow Up process, which I teach for free. It goes like this: for the next four days, the moment you get a lead, for four days straight, twice a day, you reach out to them via text, email, phone call, and Facebook private message, until they schedule their free workout, or their low-barrier offer workout and come in.
If you can do Monster Follow Up, and if you can position yourself as the authority using Facebook lives, and make it a condition of doing business with you to get referrals, you will have a business that’s bullet proof, competition proof, and not reliant on clunky funnels that are hit and miss.
If you want to learn more about generating more leads and making more money, click here to sign up for my Fitness Business Ignition Program.
Committed to your success,