There are many ways to get clients for your personal training business, from leafleting, to Internet advertising, publications and networking events. There is one way that stands above the rest, head and shoulders in gaining clients and that is word of mouth referrals.
All the other methods of gaining clients are necessary at first in order to get your client list off to a start. Direct marketing through leafleting, advertising online or in newspapers and magazines and good old networking all work fine but once you have a few clients it can snowball from there if you take the next steps.
Just waiting for your clients to refer you business may not happen, so in order to encourage clients to make referrals there are a few things you need to consider:
1. Ask for the Referral
It sounds a bit obvious but ask them for the referral. Something like “We’ve been training fro a while together now, could you think of a colleague that would also benefit from this sort of training?”
2. Be Specific
You may notice in the example above I asked for them to think of a colleague. Try a small experiment. Ask a friend if they can think of ANYONE who needs to decorate their house. The chances are they can’t think of anyone right away. So ask your client if anyone at work, in their tennis club, or family would like to benefit from this sort of training
3. Hold an Event
You could hold an event such as a “Healthy” BBQ or seminar on CV Fitness and get the client to bring a friend for free. That way they are a captive audience. You could also hold one at a clients business premises to pick their colleagues as clients
4. Referral Gift
A referral gift scheme may encourage clients to ask their network. You could offer a free session or a T-Shirt or a similar gift that doesn’t cost much but the perceived value to the client is huge. Offer T-shirts with your logo on will also advertise your services. Especially if a client looks great!
5. Attend Client Events
If your client asks you to go to an event they are holding you must go, no questions. Firstly, because you are important enough to them to be invited. Secondly, and as importantly, because their friends and family will be there and you will be introduced as their Fitness trainer. If they look good then just hand out those cards you have bought with you. You did right?
You may notice a few references to if you client looks good. Obviously, results may be more health based but the point is, your personal Training business will fly if you get fantastic results for your clients. They become walking talking testimonials of how good you are. This will work for you too. Remember, one client may gain two more, then those clients do the same suddenly you are very busy and may even need to hire another trainer. This method of gaining clients is by far the cheapest and most cost effective so go out there and get those clients.
Tim Tavender is a Personal Trainer with ten years experience running his own businesses. He has written for National Newspapers, Magazines and has been the BBC Radio Fitness Expert in the South of England. His website is designed for Personal Trainers and clients and is a great resource for both professionals and clients.
