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Converting Trials Into New Students

Uncategorized Jun 04, 2021

Trials are a great way to grow your school. You must remember we are not in the business of getting as many trials possible. Our goal is to get those trials converted into regular paying students.

No matter what type of trial you offer- 2 weeks, 1 month, 6 weeks, etc., the concept is the same. You need to follow these three steps: The why, setting the progress check, the close.

First and foremost, we must know WHY the Parent wants their child to take Martial Arts. Usually, it is Focus, Confidence, Respect, physical activity, and self – defense, etc.  Everyone knows why children want to take martial arts, kicking, breaking boards, hitting pads, etc.  But we enroll the parents, not the children. Once you know what the parent’s reason is, we can deliver it on the floor.

Be sure to schedule their PROGRESS CHECK when they attend their first class. ( Private intro or group class). You want the progress check to coincide with their 3rd lesson.  Make sure the instructor is aware of WHEN and WHY they are coming to class.

Here you want to determine if they are enjoying the program and seeing the BENEFITS of what you offer.

QUESTION #1– “Mrs. _______ are you enjoying the program?”

QUESTION #2– “How is ___________enjoying the program?” 

If you are doing your job from the floor, teaching good, exciting classes the answer will be yes.

QUESTION #3 – “Can you see how our program can help_______ with his confidence, with his focus, etc.” 

It is especially important again that you know WHY they are there in the first place, confidence, respect, etc.

QUESTION #4– So if you are loving the program, ________ is loving the classes, and you can see how _____________ can “get more confidence” or “be more respectful” did you want me to show you how you can save some money on the program?

If you have received 3 affirmations that your program is a benefit to them, give them an incentive to get enrolled now.

An incentive example would be – $100 off your registration fee or down payment, and their first payment would not be due until their trial is over. Keep in mind, trials are great but converting them to new students is the goal.

Keep in mind, trials are great but converting them to new students is the goal.

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