Dave Kovar's Blog

Tips and Insights for Martial Arts Industry Professionals

Internal Referrals

Posted on | July 15, 2010 | No Comments

Few people would argue that the best source of referrals is word-of-mouth from existing students. Of course, people are only going to talk up your school when they are excited about training. So remember, the number of potential referrals is in direct relationship to the quality of your program. If you are having a hard time getting referrals from your existing students, re-evaluate your program and see where you can improve yours service.

Following is a good outline to use when developing referral strategies:

Asking for Referrals

  • Be constantly working on developing a relationship with parents and students
  • Whenever possible, ask leading questions regarding their training… “How has Kovar’s Satori Academy benefited you/your family/your child, etc?”
    • If you get a lukewarm answer, don’t ask for a referral. Instead, find out what the challenge is and do your best to turn them into a raving fan.
    • If you get an enthusiastic response, ask if they have a family member or friend who would benefit from the program. Give them a VIP, make a note of your conversation, and then follow up the next time you see them by saying, “By the way, did you ever get a chance to give ______________ a VIP card?”
  • When talking with a parent who seems like they might be interested in training someday, ask permission to bug them in the future. If they say yes, remind them every now and then that you have a uniform and an intro slot ready for them.
  • Give VIP’s at every opportunity.
  • Ask for referrals after a successful extension or renewal conference, office chat, etc.
  • Be constantly handing out VIP cards when out in public.
  • A.B.T.R. – Always Be Thinking Referrals
    • Soft sell – don’t be pushy
Category: Industry Tips (Written)

Comments

Leave a Reply





About Dave Kovar

Mr. Kovar has been teaching Martial Arts professionally since 1978. Dave is a multi-style Black Belt who has been committed to ever-improving his Martial Arts skills. He updates this blog to provide tips and insights to martial arts instructors around the country. To learn more, click here.

Where Success Stories Begin

Dave Kovar In Action

Search

Admin