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Tell me if this sounds familiar -
You get a call from someone about taking martial arts lessons. You answer all their questions, and they tell you this is exactly what they've been looking for...
But they just have to check their schedule or get a sitter or whatever, and they'll call you right back to set up their first lesson. Yet, for some strange reason, they never call you back.
Or tell me if this has ever happened to you -
Same situation as above, but this time they actually schedule an appointment to come by the school for an intro lesson.
Then, they no-show for their intro. And despite your calls and emails, you never see or hear from them again...
Or how about this -
You go through the same scenario above, except in this instance the person sets an appointment to come in and check out the school. They look around and compliment you on your facility, ask about prices, take a copy of the schedule, and then they leave without signing up.
And even though you follow up by phone and email, they never return your messages...
Or what about this one -
Same story as above, but the person signs up for a trial offer or a free class. They take the intro lesson and all the discounted or free classes, and then after their last class you ask them if they're ready to enroll.
"I need to think about it," they reply. Or better yet, "I need to talk it over with my spouse."
And then they leave your dojo, and you never hear from them again.
If any of the above scenarios sound familiar, I can tell you for a fact that you're not alone. I frequently hear similar stories from martial art school owners and instructors all across the country and around the world.
It has to be one of the greatest frustrations school owners are faced with - you spend all that money and time on your marketing, only to have someone contact you who isn't really serious about taking classes.
And you have to waste your time on the phone or in person talking to them... then they waste even more of your time taking intros and trial lessons, only to end up being nothing more than a tire kicker.
Frustrates the hell out of you, doesn't it?
Hold that thought.
What if I were to tell you that in most cases, those people AREN'T tire kickers?
And what if I were to tell you that it's really not so much that the prospect doesn't want to enroll, and it isn't that they aren't all that interested...
...but instead, that it's something that you're saying or doing (or not saying or doing) that's making them walk out the door?
Would that make you angry?
Would you deny it and insist that it's just because they're "flaky people"?
Or would you tell me I'm full of it, and unsubscribe from my newsletter?
Well, I'm here to tell you that in most cases (not all, but most) when people contact you about taking martial arts, they are primed and ready to enroll.
And, if they don't take the next step, whether it's to set an appointment for an intro lesson, or to show up for that lesson, or to enroll and hand you a check...
...it's likely not them. Nope. Sorry to have to tell you this, but more than likely, it's you.
I know that's a tough thing to hear. I also know that for some of you who might be reading this, it's even harder to accept.
That being said, I'm here to tell you that it's the 100% truth. I know because I used to think the same way. I also know because I've coached a lot of school owners who thought like that, too.
Yet, in my own case and in the case of the clients I've coached, a strange thing happens once school owners learn what some would call "the art of the sale."
Suddenly, the people who are contacting them aren't so flaky anymore.
Suddenly, the people who contact them for information on their services go from "suspect" to "prospect" to "student" a lot more often than they walk out the door.
Suddenly, they start enrolling a lot more students than they ever thought possible.
Folks, this is why you need to learn how to sell. And not by using slick tricks or outright lies, but by treating people with respect and being absolutely transparent through the entire process.
But first, you need to understand all the reasons why people walk out the door instead of signing up. That's why over the next several emails, I'm going to reveal all the reasons why prospects don't enroll.
So stay tuned for the next few days, because I believe this email series is going to open your eyes to all the business you've been missing.
Until next time,
Mike Massie MartialArtsBusinessDaily.com
P.S. - I also have an interview coming up on the next episode of the podcast that you won't want to miss. It's all about selling and how we can screw things up with a prospective student without even realizing it. I'm working on getting it edited this week, and I'll let you know as soon as it goes live.
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