How a mobile phone can trigger point of sale referrals

Immediately after making the decision to join, new members can struggle to think of friends and family who could benefit from a free, short-term membership at your club (a 3-day membership, for instance).

Keyword: “Who?”

One way to help them think about people they know is to “isolate faces”. Help them by asking:

Who from your local network of family, friends or work colleagues would you like to nominate now for a free membership?

If they’re still struggling, help them make connections using their mobile phone. Here’s how your script might sound:

Most new members use their mobile phone for help at this stage. Who are the first three people in your contact list you would like to nominate?

Once you’ve asked the new member to pop their friends’ details onto your referral form, just prompt them:

"Would you mind giving those people a call and letting them know that I'll be contacting them to invite them to the club to pick up their membership card and get started?"

Finally, remember to reinforce the social incentives:

“If your nominated friend joins the club, you’ll get a thank you gift, too!”

Top tip

Ask during qualification or during the tour if their close friends or family members exercise. Find out if they belong to any social groups – what are their interests and hobbies? What you’re doing is building an understanding of their social circle!

Remember: Point of sale referrals are quick and easy to generate. If you are not generating point of sale referral leads you are missing out on a MASSIVE opportunity to GENERATE NEW SALES! Isn't it time to develop and hone your point of sale referral skills?

FitPro is now offering affordable, bespoke, bite-sized sales training courses to help you through the recession. Please contact me for further information.

Happy Selling!

Lesley Aitken
International Business Consultant
Mobile: +44 (0)7815 800 939
www.fitpro.com/business/training