PROSPECTING

POINT OF SALE REFERRALS

30% of your membership sales will come from your members referring/recommending their friends. When your member joins the club, they are at peak excitement in their decision so it’s a great time to engage them in referring their friends to your club. If you haven’t spent time and effort in building rapport, you will struggle to feel comfortable in networking with your new member.

Some tips for you to use here are:

1.  Listen to the prospect

2. Offer them a referral if they need a support person or if they have mentioned a friend would like to join

3. Help them visualise

4. Use professional forms 

5. Explain benefits 

6. Don’t blow your future business 

The best time to offer referrals is when they say "YES" to their new membership.

If the new member has handed the sheet back with no referrals, don't be afraid to jog their memory with who they could refer. 

For example, 'Oh, I'm sure you have someone that you would like to give a 7 day pass to! How about friends, family, roommates, work mates, even the coffee lady would be happy with 7 days for free? If not, that’s okay, please just sign down at the bottom of the page to say you do not want the 7 day passes.

REFERRALS – It’s more than just asking for a name and number

IN-CLUB REFERRALS 

What are in-club referrals?

In-club referrals are one of the best, if not THE best, lead generation tools we have. In club referrals generate high quality leads with low to no costs involved; unlike outreach. 

How do we conduct referrals in clubs?

You need to get out on the gym floor to ask for these referrals. It is easy to get caught up in the day to day and forget to ask for referrals. It’s recommended to set up a timer on the work phone for every hour to go out on the gym floor and do a full lap of the gym, asking each and every member (unless they are running or doing high intensity training). 

Approach members with a positive and confident attitude. Remember you are offering them something for FREE. This is your time to make conversation and don’t be afraid to make jokes and have a laugh.

You would be surprised by who has a referral - Every member, every time.

Referrals work best if you’re already engaged with the member, e.g. after you’ve applied layering on the gym floor. This creates a more genuine relationship with your members and you will be far more successful when asking for referrals. Work on your member retention and referrals will come much easier.

TOP TIPS:

• Set a timer for every hour.

• Ask every member for a referral, no matter if you think they have someone to refer or not (unless they are running on a treadmill).

• Have the guest passes prepared.

• Scan the guest pass yourself and fill in the details. PLEASE do not let them walk away with the pass without collecting the details first. 

• Be confident, make jokes, it doesn't have to be a serious conversation. 

• Always ask for another lead after collecting a referral.

BUSINESS TO BUSINESS

Teaming up with local businesses is a game-changer for Anytime Fitness! It's not just about getting fit; it's about building a kick-butt community. By linking arms with nearby spots like health food stores, cool athletic shops, or wellness hangouts, we can spice things up for our members. Picture this – exclusive discounts, awesome joint events, and a vibe that screams community. Plus, hooking up with local healthcare heroes, like physio pros or chiropractors, adds a wellness cherry on top. It's not just a gym; it's a local hangout that's all about feeling good. This B2B magic doesn't just pump up the community spirit; it also brings more folks through our doors, ready to join the fun at Anytime Fitness!

This should be done on a weekly bases using our 7 Day pass stands and taking photos with staff at local businesses to share on social media. 

Prospecting Idea's

If you are a little bit stuck for creative idea's, below are some prospecting tools that have been used across the AF brand