This document discusses various strategies for promoting membership referrals through referrals programs, incentives, and marketing. Some key points include: - Direct referrals have about a 45-49% conversion rate, the highest of any lead source. - Successful referral programs offer incentives to members in monetary value like vouchers or experience days. - Referrals can be promoted through noticeboards, e-newsletters, websites, social media competitions, and more. - Point of sale referrals are easy to collect when new members sign up in person. Role playing the ask is suggested. - In-reach strategies like class passes, sporting events, and holiday promotions can encourage existing members to refer friends.

1. Membership Referrals
Why are referrals so important
Types of lead versus conversion
Industry Stats through source reporting
1)Direct referral appx 45-49% conversion
2)Incoming / Website Enquiries 31%
3)POS referral 22%

2. Membership Referrals
What makes a good referral programme?
What referral promotions have you done previously?
What do you offer in monetary value?

3. Membership Referrals
What about other industries?

4. How can we promote
Membership Referrals?
Offer an incentive and make it known.
Promote on Noticeboards
Through e-newsletters
Display in reception
Social Media – competition perhaps
On the Website
Different offer from month to month?
Create a culture
Various Offers and Ideas

5. Other Referral Ideas

6. 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....

7. 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

8. 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

9. In reach
What is in reach?
What have we done previously?

10. In reach
What are the keys to good in reach?
Prequalify
Vehicles

11. Vehicles - Examples
Class Passes
Sporting Events – (reward?)
Gym Challenges
Mothers Day, Fathers Day – Bring on Day

12. Vehicles - Examples
Children in need – Bring a Friend (donation)
Anymore ideas?

13. 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

14. 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

15. Inreach Planners

16. Inreach & Outreach Reminders
New for 2017 – Facebook reminder
updates with tips
https://www.facebook.com/PromoteLeisure/