Posts Tagged ‘honesty’

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

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.
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Honesty And Integrity As A Central Approach To Customer Service In The Martial Arts Industry

Many years ago when I started training in the martial arts, customer service was definitely not a closely examined issue. You paid your tuition, attended class, practiced at home, and that was enough. From the student’s perspective, as long as the school was open and classes were held as scheduled, all was well. And, from the instructor’s perspective as long as the students paid tuition on time and showed up for class, he or she was satisfied with the arrangement. However, for better or for Read the rest of this entry »

A Simple, Effective Strategy

Mat chats are one of the easiest, most effective ways to increase retention and customer satisfaction in your school among your children’s classes. I’ve been doing them for over fifteen years, and I have consistently experienced greater retention and improved parent feedback in classes where I do regular mat chats. The great thing is, they take very little time to prepare, and when done properly I am positive you’ll find them to be a rewarding addition to your programs.

How to Do a Martial Arts Mat Chat

When to Do Them The best time to do a mat-chat is at the end of your kid’s classes, right before your “fun drill” time. This serves two purposes:

1. It serves as the best time to teach kids life lessons, because they will still be in “focus mode” from their regular class time;
2. It allows parents who may just be stopping in to pick up their child to hear what you’re teaching their children.

Most parents would never know about Read the rest of this entry »

Last night, I had a guy walk into my school to inquire about our programs. After I found out where this guy lived, my curiosity was immediately peaked. Why? Well, the guy lives in a posh, upscale neighborhood about 7 miles from our studio. Typically, most martial arts schools only draw students from a three-to-five-mile radius, which made me wonder why he drove so far to check us out. Furthermore, there are at least four martial arts studios within a three-mile radius of this guy’s neighborhood. So, I asked this gentleman straight-up why he Read the rest of this entry »