sales & retention convention - referral - session 3

Membership Referrals

Why are referrals so important

Types of lead versus conversionIndustry Stats through source reporting

1)Direct referral appx 45-49% conversion2)Incoming / Website Enquiries 31%3)POS referral 22%

Membership Referrals

What makes a good referral programme?

What referral promotions have you done previously?

What do you offer in monetary value?

Membership Referrals What about other industries?

How can we promote Membership Referrals?

Offer an incentive and make it known.Promote on Noticeboards

Through e-newslettersDisplay in reception

Social Media – competition perhapsOn the Website

Different offer from month to month?Create a culture

Various Offers and Ideas

Other Referral Ideas

Other Referral Ideas

Vouchers

Experience days

Holiday – over a long period of time

Spring - BBBQ

Free Nutritional Course

PT sessions

Centre Logoed Items

Sports Clothing

So many more....

Point of Sale Referral

Covered in the Spring Convention

Ask for referral when new members sign up

People are excited when they join

They are face to face with you, therefore getting the names is easier

Sometimes a little anxious about coming to the club on their own

Benefits

Psychology of ownership

Point of Sale Referral

Role Play on how to collect Point of Sale Referral

http://www.promoteleisure.co.uk/ go to YouTube channel for video

In reach

What is in reach?

What have we done previously?

In reach

What are the keys to good in reach?

Prequalify

Vehicles

Vehicles - Examples

Class Passes

Sporting Events – (reward?)

Gym Challenges 

Mothers Day, Fathers Day – Bring on Day

Vehicles - Examples

Children in need – Bring a Friend (donation)

Anymore ideas?

In-reach IdeasIn-reach Ideas

Charity Piggy Back Wear it pink Comic Relief Children in need

McMillian Coffee Morning

Class Pass Halloween

Christmas Raffle

Tour de France – Spin for Free

Christmas – Santa’s Sack

Summer – Pass for Children

Fitness Testing

Easter – Egg Hunts, Bunny Outfits Sporting Events – Euro’s, Five Nations, Boat Race, Summer Smoothie

Free Friends Friday

Can be due quarterly, bi-monthly or half yearly

Low cost advertising around the Club

Has to be pre-booked

Send invite and follow-up

Create rules and timings to suit the Centre

Inreach Planners

Inreach & Outreach Reminders

New for 2017 – Facebook reminder updates with tips

https://www.facebook.com/PromoteLeisure/