How do you generate business without spending a fortune on advertising? The first step is to work your ‘circle of influence’ and develop an exciting referral scheme.
Your circle of influence is your network of friends, family, colleagues and associates. If you are just starting as a Personal Trainer it is important that you start building experience, learning from doing and building a client base.
Why not start with your friends and family? Instead of just offering a free session, which often devalues it, invite them to participate into a new program you are launching. This gives you credibility and value to the session you are delivering. The aim is to wow them on the session, leaving them wanting more. Gaining feedback is critical so you can perfect your program delivery. When they are at the motivation peak with you explain the benefits of future sessions and offer them a special rate (this can be a perceived rate). It is no problem if they do not want to book another session, however your aim is to get them talking positively about their experience to their circle of influence. We are all narrative beings i.e. we love to tell stories, so give them a really positive experience and something to talk about! This is how you will build a reputation!
Rather than just hoping for business to come through word of mouth you should be actively tapping into it. Every client should be encouraged to join a loyalty scheme where they are rewarded for the sessions they complete. It can be as simple as a gift for completing a certain amount of sessions or even buy 4 and receive the 5th free.
Encourage your client to bring a friend for free for a joint session (they can then split the cost) and then offer a discount for future sessions booked together. You could even build small groups of 2,4,5 people an so on which greatly increases your revenue for the same amount of time.
Lastly, always ask your clients to recommend any friends, family or work colleagues to you. Ensure you have promotional materials for them to pass on to them and reward them for any business they bring in. Again the reward is up to you, and could be made up of free sessions, discounted rates, gifts or even cash back.
By creating a excellent referral scheme means you should never have to advertise and the quality of the leads coming to you are generally high.