| If you've been in the martial arts business for | | | | through the roof. Those high show ratios translate |
| even a short time running your school, you've | | | | to more new students. |
| heard... | | | | Yes - questions are still king on the phone - but |
| "The only purpose of your phone script is to book | | | | this goes beyond the traditional... |
| the caller for an intro or trial lesson." | | | | "How did your hear about us?" and "Who is it |
| "You've done your job on the phone if you book | | | | for?" |
| the intro." | | | | Digging deep into "Why" someone wants to train |
| "Once that intro is booked you're on your way to | | | | is key. There are some questions you can ask |
| getting a new student." | | | | that, when phrased properly make the caller feel |
| These beliefs and myths might be costing you | | | | special. Someone who feels special is more likely |
| new students. | | | | to show up. |
| Once upon a time I thought the same things. | | | | Then, there's the silent killer... |
| Even worse, I began to train my staff on this | | | | The whole dancing around the price issue. The |
| baloney. It worked too - the staff was booking | | | | truth is - for the most part-- giving the price over |
| intro lessons with 97% of the people they talked | | | | the phone will hurt your show ratios and so will |
| with. | | | | dancing around it - you can't win with either |
| Pat yourself on the back? NOT Really! | | | | strategy. |
| Why, because the "show ratios" - the number | | | | You need to bring your "Call to an end" with a |
| people who actually showed up for their intro | | | | powerful "ending statement." This ending |
| lessons was dismal still. | | | | statement naturally brings the call to closure in the |
| It wasn't until I stumbled across the "Real | | | | prospects mind. It also leads them to the next |
| Purpose" of the phone script that things turned | | | | step, which is to show up. |
| around. | | | | So take a hard look (and listen) to your phone |
| Ya ready? | | | | script - because a few small improvements might |
| It's "booking a SOLID intro lesson"- that's the real | | | | make all the difference in the world to build your |
| purpose of your phone script. It's those solid intro | | | | martial arts business and getting your marketing |
| appointments that shoot your show ratios | | | | to work better. |