How to find personal training clients may seem like a daunting task, but there may be a few waiting for you right under your nose.
A few months ago I was talking to an insurance agent I met through a friend. I wasn’t buying insurance, we just happened to meet over happy hour. He was actually a different kind of agent, up on marketing social media, and new technology.
I was quite surprised to meet someone like this in the insurance business!
Anyway, we started discussing client referrals and web customers. He told me that he does get clients off his website as well as referrals and his results were interesting, but not surprising….
He broke it down that his web referrals were:
- Time Consuming
These are by far the best referrals! A referral from a client is like getting the biggest thank you of all!
- Already trust you because their friend recommended you
- Become long term clients faster
- Aren’t shopping the market
And this is true in any business and equally true in the fitness business! Once I started receiving web leads, some clients were awesome, but some I actually had to fire! Yes, sometimes you have to fire clients!!
Find Personal Training Clients in your Couch Cushions!
I can tell you from experience that I built my entire Personal Training business off of 3 clients! Yes, that actually happened! Three clients that referred their friends, who referred their friends, who referred….well you get it!
Your clients are your couch, you just have to look behind their cushions for their referrals!
Next thing you know, I had a full-time business that is more successful than my old “corporate” job. The biggest problem is, most trainers are too afraid to ask for referrals. That’s ridiculous!
You’re an awesome trainer and you deliver results!
3 Ninja Ways to Find Personal Training Clients
Building a successful business off of referrals can be done and doesn’t have to be the in your face method!
So here are some great ways to ask for referrals without asking for referrals…
#1 Ninja Referral Method: Deliver and Celebrate Results
When you have great results with your clients, they will be happy and others will take notice. So when their friend in the office compliments their progress, coach them on a positive response:
Good Response – I’ve stared exercising and eating a healthy clean diet!
Great Response – I’ve been working with a personal trainer who motivates me to push myself, meet my goals, and stay accountable. It really awesome, would you like to join us on our next workout?
Although that is a great response, throw a little motivation to your client as well! Offer free workouts, gift cards, or discounts when they bring referrals to their sessions. And by joining forces, your clients will do the selling for you!
#2 Ninja Referral Method: Client Newsletter
When I started my Fitness Newsletter, I received way more of a response than ever expected! I didn’t spend that much on it and really just connected it to my blog posts so I didn’t have to create additional content.
Here is how to make it work:
- Get a great email newsletter service (like this one I use)
- Set up a simple monthly newsletter format, or connect it to your Blog RSS feed
- Put all of your clients and friends on the list
Now when you send out the newsletter have a place to ask for referrals. This ninja method is so subtle and it works like a charm. When I started mine, I had a few referrals in the first week!!
Related Article: Create Your Own Fitness Newsletter in 3 Easy Steps
#3 Ninja Referral Method: Celebrate the Holidays!
Once you have your newsletter set up, you really can start communicating with your tribe like a ninja warrior!
Typically when I get leads from my website it always happens around the holidays. People see friends or hang out at the pool and realize it is time to get in shape. And sure enough I will start getting consult requests.
Get ahead of the game!! Around the holidays (I’m talking every holiday…Labor Day, Columbus Day, etc.) send out an email blast through your newsletter service and remind folks that you are having a referral contest:
- Refer a friend and get a Target gift card
- Earn a free session (not a paid for session, but additional session)
Usually people have one friend that has been asking about you and they need that extra incentive to get them to meet with you!
Couch Cushions of Gold!
Now that you have the 3 Ninja Ways to find Personal Training Clients, you will be well on your way to building a strong book of business. It really is like looking behind you couch cushions to find those clients that are hiding with their friends.