Martial Arts Business Podcast

How to Enrol More Students – This Powerful Strategy Works!

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‘Often those booked in a for a trial don’t turn up because they don’t know how great you are and don’t know what your school can offer’

Gordon explains how to enrol more students in this ‘must listen’ episode for any Martial Arts School Business.

People buy ‘the experience’ and customer service, Gordon shares in detail how you can provide these effectively building rapport and a relationship with potential new students. If you want people to know what you can offer at your MA school and enrol more students then listen in now and build your customer experience.

KEY TAKEAWAYS

  • Lots of schools book people for a trial and do nothing else, but there is so much more you can do to increase your conversion rate and increase numbers at your school.
  • A common reason for not showing up is fear and it’s vital to put in place a process that will nurture students.
  • Make the call - Make sure a call is made to every booking building rapport and finding out why they want to attend, what are the reasons?
  • You need to make sure you’ve answered all of their questions, lowering fear and building more certainty.
  • End the call asking for 48 hours’ notice of rescheduling or cancellation, this encourages the potential new client to make a commitment to attend.
  • Send the welcome video - This is easy to create and establishes a further connection as they now know who the instructors are and what the school looks like
  • Messaging - 24hours before they are due to attend send a text message outlining how much you are looking forward to meeting them
  • At the door - The first 3 to 6 seconds are vital, the meet and greet is the beginning of the customer experience.
  • You must establish a connection as soon as they come through the door
  • Introduce them to the team and then go through how everything works including a time table and outline of the pricing system prior to the class.
  • Providing a price structure prior to the class enables the client to see and feel the value.
  • When they are in the class if the experience and value are good then the pricing becomes irrelevant.
  • Conversion - You’ve met their needs and wants, they’ve had a great time, they know the pricing structure and now you close the deal.
  • If they don’t join it is because they have not seen the value, it's not ever because it’s too expensive or they can’t afford it, it’s because you haven’t shown them the value.
  • People make excuses because of fear and it’s important that you help them get over those fears.

    • BEST MOMENTS

    ‘The objective of the process is to get them to come through the doors of your school’

    ‘Remember when you are teaching a class it's built around the needs and wants of the client’

    ‘If they have an objection, you must keep going back with questions to solve the problem’

    VALUABLE RESOURCES

    Martial Arts Business Podcast

    ABOUT THE HOST

    Gordon Burcham is the bestselling author, 3 x World martial arts champion and award-winning Martial arts school owner. He has helped 1000’s of Martial arts schools grow and has over 20 years’ experience running martial arts schools.

    Gordon has been training, teaching, and working in the Martial Arts industry for nearly twenty-five years. After earning his first black belt, he went on to win three consecutive World Titles against guys half his age. In 1998, in the midst of his competitive career, he launched his own dojo which still runs today. After retiring from the competitions, he decided to focus more on helping others in the MA business while still running his club.

    Burcham has trained with industry giants like Alfie Lewis and developed his street-smart business attitude working with top business coaches. He is now considered one of the foremost authorities on peak performance in the business side of the MA industry. He has proven his techniques work through the transformation in his own personal life, athletic career, and business as well as those of his coaching clients. Burcham teaches that success is the result of forming good habits and moving forward.

    He is a real-life success story going from a bullied school kid to earning multiple world titles, with his MA school currently one of the most successful in the UK. Gordon loves self-development and helping others, enjoys travel and family time. He is now learning how to fly planes and pursuing a speaking career!

    Learn How to Become a Black belt in Business

    Learn -Develop - grow and you will succeed

    CONTACT METHOD

    http://www.mabusinessmastery.com/

    [email protected]

    See omnystudio.com/listener for privacy information.

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    Martial Arts Business PodcastBy Gordon Burcham
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