This week, I found myself digging through a drawer at the studio looking for something we hadn’t used in months—a stack of our old referral cards.

We’d shifted to a digital-only system for referrals through our app, thinking it would streamline everything. But as the weeks rolled by, it became clear: sometimes simple really is better.

Clients were confused about how to refer a friend. And when the process isn’t clear? They just don’t do it.

So now, we’re making things tangible again—with beautiful printed gift vouchers that invite someone to try our space, and clear incentives for both the referrer and the guest.

The results? Surprisingly better than before.

And it got me thinking—what if more wellness businesses encouraged a referral mindset, not just a referral program?

✨ Shortcut to the Good Stuff

You don’t need a fancy system to grow your business—just a clear, rewarding way to make people feel good about sharing it.

Will it Work for Me?

It will if you:

• Have loyal clients who already talk about your business

• Are ready to simplify your systems (not complicate them)

• Want better quality referrals, not just more free class-seekers

• Are prepared to keep it visible and top-of-mind

How to Build a “Referral Mentality” in Your Business

There’s a big difference between a referral program and a referral culture.

A program might get you some short-term leads. But a referral mentality?

That’s what fills your space with people who already believe in what you do—before they’ve even stepped through the door.

At our studio, we’ve tried multiple iterations: generous freebie packs, digital links, automated emails.

But the most effective version has been the simplest—a beautifully printed gift voucher for a free induction session (normally £25).

It feels personal, it feels valuable, and it’s easy for our members to hand over with pride.

We also made a conscious choice to stop giving too much away.

Previously, we offered 4 free classes on top of the induction, but the results were disappointing.

When people didn’t pay anything, they didn’t show up—or they didn’t value it enough to stay.

Now, we offer the induction free and give the referred guest the option to upgrade to our intro offer, just like everyone else. Conversion rates have improved significantly.

But here’s where the magic really happens: we tier the referrer’s reward based on the actions of their friend.

• If their friend shows up? Free class.

• If their friend upgrades? £10 off next month.

• If they become a full member? Free studio merch.

This system encourages members to not just hand out a voucher and hope for the best—but to support their friend’s journey, check in, and celebrate their progress.

Because when your people become advocates, your business grows naturally.

Of course, even the best systems fail if no one knows about them.

We’ve had to remind ourselves: keep it visible. Mention it in classes, on socials, in your emails.

People forget—even your most loyal fans. A culture takes nurturing.

Will it work for you?

If you’re tired of “meh” leads and want more dream clients coming through your doors, it might be time to stop chasing clever tech and start focusing on simple, meaningful action. The kind that people remember and love to share.

Here’s how to get started:

• Create a clear, valuable offer for the referred guest—ideally something that mirrors your existing intro offer or gives them a taste without giving away the farm.

• Design a tangible referral tool like a gift card, mini voucher, or postcard that clients can physically hand out.

• Set tiered rewards for your referrers to motivate follow-through, not just participation.

• Make it easy to understand—with a one-liner explanation your members can repeat.

• Keep the program visible in your studio, emails, website, and conversations.

• Celebrate referrals publicly when someone brings in a guest—gratitude breeds more giving.

The Key This Week:

Don’t just launch a referral program—create a referral mentality. One that celebrates sharing your work as a natural extension of loving it. The best marketing? Happy clients who invite their friends.

Working with a business coach/mentor that understands this industry, is
the fastest way to get results in your business.

If you don’t already know me, my name is Emma Lovelock, I run an award-winning Pilates Studio in Hertfordshire, UK and I am on a mission to help other business owners in the wellness/fitness industry become more knowledgable in running a business and to give the tools and systems to make them more money, with less stress and save them time.

P.S. Whenever you’re ready, there’s four ways I can help:

• 90-Day Studio Growth Blueprint - Put a plan in place with my help, and ramp up your business’s productivity.

• If you want to know the 6 secret steps that every studio owner/fitness professional should know but probably doesn’t Watch this Free webinar .

• Monthly Coaching : Need some accountability in your business? Having a business coach is the best way to make sure you take REGULAR action Click here to find out more about my mentoring and coaching packages.

• Not sure what you should be doing to have a successful wellness business?Need some guidance? Book a 121 call and we can see how I can help.