Fitness Business School – The Simple Path to New Clients

Full Transcript

Hey, Pat Rigsby here and in today’s episode, I want to give you the simplest way to get new clients. Let’s get started.

Welcome to the fitness business school podcast. The show for fitness business owners who want to grow their income, increase their end impact and improve their lifestyle. Be sure to listen to the end of this episode, because we have a brand new special offer exclusive for listeners. So stay tuned.

One of the easiest opportunities, and I would be certain most overlooked opportunities when it comes to getting new clients into your business, is having a point of sale referral system. Now, the point of sale referral system really kind of plays to the, the state that somebody’s in when they join your program.
When somebody enrolls in your program, they’re really optimistic, they’re excited, they’re enthusiastic, but there is a little bit of nervousness or anxiety because it’s a new environment, it’s new people, it is you know, relationships that they’ve yet to create.

You know, there’s a little bit of fear that, hey, you know what? This is gonna be tough. I’m not gonna be very good at this in the beginning. So, you know, that’s the experience that your new client is having. Yes, they’re excited and they are optimistic that they’re gonna be able to achieve their goals, but it’s not
without hesitation. So one of the coolest things that you can do at the point of sale is create an environment where they can bring a guest. Now, depending on the way that your business operates, whether it’s one-on-one, semi-private, small group, large group, that’s going to kind of steer how you allow people to bring guests, because obviously you, you’re not gonna have somebody buy one-on-one training and then bring a guest for a month. But if you are in a group setting, you could certainly allow somebody to bring somebody for two weeks all the way up to 30 days.

And the, the premise here is pretty simple. The, the point of sale referral, if somebody brings a guest, then you know that new person is starting at the same point that your current client is, or well, your new client. That guest is, they’re both starting at that same point. They’re both serving is a bit of an accountability partner for one another, some social support for one another, and they’re kind of onboarding each other in some ways. Obviously it’s new to both of them, but each, each of them is helping to make the other person more comfortable. So you can gift this point of sale referral opportunity to a client and frame it with that premise that, Hey, you know what? You are making this commitment. We’re excited for you. We want you to have the best possible experience. So you know, would like to give you you know, this 14 day all access pass to bring a friend so that you have somebody that you can train with you, you get comfortable, and then obviously you can also bring somebody with you that you think might be of benefit to this, and they can come free of charge.

So who would you like to give this to? And so it’s an easy way to allow somebody to bring a guest. Now, there’s also this wonderful trigger. They’re doing this at the beginning of their journey. It, it’s a little bit different than most of the referral programs out there. Most of the referral programs out there that I’ll
talk about in other podcasts are you know, for existing clients, for people who’ve been with you for a while, people who know, like, trust you’ve had a good experience. Whereas this is, is playing off a different state for the for that new client. It’s setting them up to have kind of a more pleasant and
welcoming onboarding experience, and it’s getting somebody else in the door. And now both of these people, each know somebody, and both of these people are getting comfortable in the gym.

So if you’ve been looking for an easy way to add new people to your business, this is tough to beat. Now think about the math. If you add, let’s, let’s say you add six new clients to a group training program a month, and three of them are willing to bring a guest and they think, Hey, this is a great idea. Now not
only did we get 36 new leads, but these aren’t just leads. These are people who are coming in and experiencing what you do. They’re coming in kind of pre-sold in what you have to offer. They’re coming in with a friend. So they’ve got a connection, they’ve got somebody to meet at the facility, so they’re
more likely to show up. So these are, you know, 36 of the best possible leads that you can get, that you’re probably going to convert, you know, 1824, maybe even 30 of the 36 into an ongoing client.

Now, depending on the way that your business operates, that could be worth a substantial amount of money in client lifetime value. And it’s going to make it easier for that initial client that was coming into your business to stick around and be comfortable and confident in their experience. So if you’re looking
for a simple way to grow your business, a point of sale referral program is just that.

Thanks for listening to this episode of the Fitness Business School. Before you go, I have a quick announcement. When I first connect with a fitness business owner they almost always ask me, “How can I get more leads or how can I get more leads and client?”

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