sales & retention convention - referral - session 3
TRANSCRIPT
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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%
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Membership Referrals
What makes a good referral programme?
What referral promotions have you done previously?
What do you offer in monetary value?
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Membership Referrals What about other industries?
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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
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Other Referral Ideas
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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....
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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
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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
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In reach
What is in reach?
What have we done previously?
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In reach
What are the keys to good in reach?
Prequalify
Vehicles
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Vehicles - Examples
Class Passes
Sporting Events – (reward?)
Gym Challenges
Mothers Day, Fathers Day – Bring on Day
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Vehicles - Examples
Children in need – Bring a Friend (donation)
Anymore ideas?
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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
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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
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Inreach Planners
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Inreach & Outreach Reminders
New for 2017 – Facebook reminder updates with tips
https://www.facebook.com/PromoteLeisure/