Posts Tagged ‘Conversions’

Simple Honesty And Convenience Can Really Make A Difference In Your Bottom Line

Think you have some powerful sales kung fu? Put away those slick tricks. Honesty and convenience are better than tricks, any day of the week.

So, think you have some powerful “sales kung fu”?

If so, you likely are aware that your customers see the enrollment process as a buying process. They are shopping you along with your competitors, and will likely make their buying decision based on how good you are at convincing them to join your school.

Now, having said that, you should know that I am not a fan AT ALL of sneaky tricks and hard sell tactics.

So, before we go on let me present you with the number one rule I want you to live and die by in your sales process:

Massie-ism #674:

“When you have the truth, you don’t need tricks. Always tell the truth to your customers.”

No matter what you’ve been told, and no matter who told you – slick tricks work against you and not for you when you are building your enrollment.

Growing a school over the long-term is about building trust and a reputation for honesty in your community. Being known as the local used car salesman of martial arts instructors is not the best way to achieve that goal.

With that in mind, let’s look at a few key areas where you can use honesty and common sense courtesy to your best advantage to increase your sales and conversions.
Read the rest of this entry »

Your Members Want More – Just Make Sure You Give It To Them With Integrity

Having a BBC is a must, but "selling black belts" is NOT the way to go. If you do it, set it up so your BBC has integrity.

Having some sort of elite membership in your school is a must in this day and age.

You have to do this… I’ve tried having a school without an elite membership level, and it just doesn’t work.

As you probably already realize, those folks become your “core” and help keep the school together. Plus, it gives the really serious people something more.

Not to mention that it allows you to increase retention in your martial arts business. That’s a big one. We all want to keep our best students around longer, and a good BBC program can help you do exactly that.

How To Have A Successful BBC

Three things you must do: Read the rest of this entry »

“Building It” Fast Is Simply A Matter Of Following What Works In The Majority Of Successful Martial Art Schools…

Want to grow your school? Follow a proven plan.

Starting a martial art school is tough – and growing a martial art school is even tougher.

That’s why I spent a lot of time in my first school analyzing my operations and comparing them to what successful school owners did. I traveled and spent time with them, observing first-hand what they were doing to grow their schools.

From those observations, I compared what successful instructors were doing, and settled on the activities that were most common among the schools I observed…

It’s not like I kept a bunch of data tables and graphs; it was nothing so complicated as all that. Basically, if I saw a lot of successful instructors doing something, I figured it was important and made note of it.

Then, I made sure I was doing those exact same tasks and activities in my own school on a daily, weekly, and monthly basis.

Now after 15 years of doing this, I’m able to boil down the key elements to martial arts business success into a very simple formula and very thorough checklists, ensuring that I’m hitting on all eight cylinders in my martial art school operations.

This month, I’ve decided to share that formula and most of those checklist items with you in the remainder of this article. Want to hit 100 martial arts students fast, and then continue that growth? Read the rest of this entry »