success when they are in class with a friend. Everyone is very friendly and your son will meet lot’s of new friends here, but is there a friend of his from school or the neighborhood that might like to join Johnny in class? Here is a gift certificate for one month of classes. Please have Johnny think of one special person he’s like to have in class with him and give that person this card.”

That is a consistent winner for referral but in addition you what to have 12-months of referral offers as part of these monthly marketing strategy.

Note: Never give away something that your students may buy from you anyway, like uniforms, or sparring equipment.

Here are some proven methods of obtaining referrals:

1. Require the Referral of One Person for First Rank Test

Explain to your students that your martial art survives through the sharing of knowledge, and therefore it is a requirement to refer a member to the school as part of promotion to first rank within the system. This technique provides you with at least one lead per existing student.

2. Recognize the Student as Part of a Mini-Leadership Program

This method is particularly effective in smaller schools or start-up programs. Explain that as a future leader in the school, the first students help the school grow and assure its survival. Present them with a “leadership” patch and recognize them in class.

3. Offer Merchandise Incentives

Another way you can encourage your students to refer friends is to offer them an incentive. For example, if a student brings in someone who signs up to one of your introductory programs they receive a free t-shirt, water bottle, headband, or gift certificate. Signing up a new student will cover the cost of the incentive.

4. Have a Membership Drive with Prizes

This can be a particularly effective promotion in the spring/summer months when enrollment typically drops off. You might offer prizes such as a mountain bike or video game system for younger students and a heavyweight gi or heavy bag for the adult student who refers the most people. You may also offer some less expensive runner up prizes so everyone who participates feels as though his or her efforts were appreciated.

5. Use Follow-up Calls:

Get into the habit of making “2-4-6 week” calls or other such calls to students and parents to follow-up on their progress and ask how they are enjoying the program. Once you receive positive feedback, ask them if they know one or two people who may also benefit from the training they have been receiving. Then ask if they would like you to contact them and offer them a free class, trial program, etc.

6. Buddy Day

Are you having a “buddy day” at least once per month? If not, put it on the calendar right now. Offer kids and adults alike the opportunity to bring as many friends as they would like to a specific beginner class. Allow the buddies to wear something comfortable and train alongside their friends. Teach a high-energy class and have a raffle for a free school t-shirt at the end of the class. (Tip: kids under 18 must have a parent or guardian with them). Try this with your cardio program as well.

7. Offer Family Discounts

Each additional family member that signs up at your school should receive a discount on their tuition. Parents have to bring their kids to class anyway, so why not eliminate the price objection by offering a substantial discount to them.

8. Host Student Birthdays

If your facility is large enough, offer birthday parties at your school. Birthdays are a fantastic way to get kids and parents in your school and see what your program is about. The kids will want to come back because they had a great time, and the parents will sign them up because they see the value of what you are teaching.

If you booked just one party a weekend, and averaged a single sign up per party, in a year that would be nearly 50 new students (in addition to the additional income you would earn from the parties).

9. Hold a Self-Defense Cinic

This is similar to having a buddy day, except that you target a particular market. Invite all female students to bring one or more buddies for free self-defense clinic. You may also use this opportunity to expose them to your cardio program. If you wish, you could raffle off a free month of cardio or martial arts lessons.

10. Use Common Sense

It is necessary to use a little common sense when implementing these techniques. Please note that not all of these methods should be used in conjunction with one another. Owners should use their judgment and make adjustments as necessary to achieve their referral goals.

The suggestions listed above will help bolster your enrollment through a solid referral program. If you are serious about growing your school, then take action now! Get out your planner or calendar and write down when you plan to hold the events and take the action you need to kick your referral program into high gear.

Write down how many new sign-ups you will have in one month and specify how you are going to make sure these surefire techniques help you pack your school.