Double Your BJJ Gym Leads with This Tactic

There’s are a few ways to make every new member more valuable to your BJJ gym.

I wrote about one tactic to do this here, but there’s an even easier way to increase your leads from each new member.

Ask for a referral when you close.

It’s such a simple thing that most gym owners overlook it or don’t realize how to weave it into the close.

Let’s explore.

How To Ask For A Referral At Closing

Once a new lead has signed the line to become a member they are typically excited but also maybe a bit apprehensive.

They’re entering the world of fight sports, which can be exciting and intimidating.

An effective way to ask them if they know anyone who might want to join with them goes something like this;

“Hey, by they way, is there anyone else you know who might be interested in joining with you? We find that members who join with a friend tend to get better faster, and enjoy their experience more. Does anyone come to mind?”

At that point they might give you a name or say they’re not sure.

In which you can follow up, “Well how about a significant other or a child or maybe a niece or nephew, we have a great kids program!”

They might drop a name then but if they don’t, that’s when you drop the incentive.

“We actually give people who sign up with a friend a discount on their first X months of training, and the friend gets the discount too.”

At this point, hopefully they’ve given a name or two.

How To Follow Up With The New Lead

When they do give you someone they want to join with, act on it then and there.

Ask for the contact info and either call them on the spot or send a three way text.

Send something like, “Hey John, this is Mike from BJJ School, your friend Ralph just signed up and thought you should join him on this journey. Jiu-jitsu changes lives! Can I invite you in for a free class to try it out?”

Then wait for the response and follow up as necessary.

Because Ralph is in the three way text with you, they are much more likely to respond and come in for the trail.

This is a warm lead where the trust is built into the existing relationship.

And it doesn’t have to be awkward or aggressive, just slide it into your close and ask.  

The new member is already signed up, so it doesn’t hurt to ask.

Final Thoughts

If you converted 20 new members per month, which is average, that’s potentially 20 new warm leads every month just by asking.

These leads are also FREE, and more likely to come in because their friend is there.

This strategy works well if you’re running member events every 6 weeks, as you can invite all of the new leads to these events without the pressure to get on the mat.

They can simply come to a happy hour or UFC night with their friend and experience the community in a casual environment.

These simple tactics are how you scale your BJJ gym with no additional investment.

All you have to do is ask.

If you need help with getting more leads, book a call.