Should a sales associate always seek Point-Of-Sale referrals?

Seeking Point-Of-Sale referrals is an important practice for a sales associate because it leverages the existing client relationship to generate new leads. When associates ask current members for referrals during transactions, they capitalize on the positive experiences that members have had, making it more likely for them to provide names of friends or family who could also benefit from Orangetheory Fitness programs.

This approach not only boosts the sales pipeline but also reinforces the sense of community among members. Additionally, referrals are often seen as warm leads that have a higher conversion rate compared to cold outreach, as they come with a built-in level of trust from the referrer.

Focusing on referrals during the Point-Of-Sale interaction allows the associate to maximize every member interaction, enhancing both member engagement and potential membership growth. Therefore, actively seeking referrals at this moment ensures that the associate is utilizing every opportunity to expand the member base effectively.