It’s not what you know. It’s not even who you know.  It’s who THEY know. Of course, your training and knowledge are important. And of course, it’s important to keep widening your network.  But the most cost effective way for you to grow your business is through referrals and introductions.  And it’s not just about asking for introductions (which is important); it’s about creating a culture of referrals and introductions in your business.  Are you ready to make a commitment to growing through more referrals?

Not a ‘people-person?’ Feel uncomfortable asking for referrals? Don’t have time for networking? Bad news: if you want to run a successful personal training business, you’re going to have to find a way to deal with it. Good news: it’s not as difficult as you might think. There are simple steps you can take to increase both referrals and introductions and improve your chances of capitalizing on those opportunities.  

“Some people are afraid to ask for help, and they see that asking for referrals is kind of a weakness. The truth is, as any psychologist will tell you, being able to ask for help is a sign of good ego strength. In this case, we're asking for help to help others. We're asking for help to bring the important work we do to other people.” – Bill Cates

About Bill Cates

Connection. Engagement. Leverage.  Those are the cornerstones of Bill Cates’ Referral Marketing System, a proven method to increase client referrals–and ultimately revenue–without increasing marketing expenses. Bill’s three published books, live talks, and online resources have helped over 250,000 professionals successfully expand their client base. In this episode, Bill applies his extensive knowledge about increasing the occurrence and effectiveness of referrals and introductions to the fitness industry.

Show Highlights

• How to make your search for referrals and introductions more narrow and purposeful
• The ‘consistency theory,’ and how social events can give your business a boost
• Why confidence–not aggression or arrogance–is key to selling your brand
• How nurturing ‘centers of influence’ leads to reciprocal referrals
• Finding your personal ‘why’ and how to communicate your passion to others
• How to effectively discuss professional certifications with clients
• Finding the right time and place to request a referral

“All things being equal, people do business with people they like. All things not being equal, people still do business with people they like. They may have to drive further or pay a little more for you, but if they like you and they see the value, they'll do it.”

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Connect with Joe:

Show notes, links and transcripts: http://thefitmancollective.com/episode-19-bill-cates-referral-coach/

Twitter @joejhanney

Instagram https://www.instagram.com/joehanney/ 

Connect with Bill Cates:

Website: www.referralcoach.com

YouTube: www.youtube.com/user/ReferralCoach