PPS Flex-A-Bill Management Software

Booklet - How to Give Your Child A Head Start In Life Through Martial Art Training by Michael Pace -This Booklet Has Helped One School Sign Up Over 100 Students Their First Month-

How To Succeed with Professional Lead Boxes by Joseph Galea- AProven System Used By Successful Schools To Brings In Many New Students Monthly-

Improve Your Retention With These Professionally Written Articles For Your School Newsletter-

HealthKick: Martial Arts Fitness Newsletter Articles By Jennifer G Galea MS RD- Teach Your Students How To Eat For Top Performance-

How To Use Photo Sessions To Make a Profit and Receive Great Advertising Photos as a Bonus by Joseph Galea

What you should know before you sign a lease!

Tips For Keeping Good Staff

What To Do If Your Prospect Appointment Does Not Show!

Protect Your School With Non-Compete Agreements

Convert 60% of your Inquiries to New Students !!

60% of your incoming responses (info calls, walk-ins) should turn into registered students. Yes, 60%, and it starts with expert response handling skills. First, and foremost, you must realize that the person who is calling you is interested in the martial arts, or they wouldn't have wasted their time calling you in the first place. If you are not turning over a high percentage (80%) of those responses into appointments, then it is time to evaluate your response handling procedure. Remember, your only goal (at this point) is to get them down to your school. Don't try to sell your program over the phone, as this leads to a discussion about price. In today's competitive market, this is a sure way to fall into the prospect's control. Instead, you can easily take control of the conversation by asking them questions. Start with these... How did you hear about us? Who are the lessons for? Have you had any prior martial arts training? What got you interested in the martial arts?

The last question is important because it lets you know why they are calling. Since we agree that they are interested, the best way to insure that you get the appointment is to talk with them about what interests them. There's no sense in talking about weight loss benefits to someone who doesn' t have a weight problem. Be enthusiastic, friendly and professional. Explain that you have a beginners program that you think is exactly what they are looking for. Immediately ask the prospect to choose between 2 days (today and tomorrow, if possible) with a time to attend their intro lesson. When a response doesn't result in an appointment, use the following checklist to determine if an error was made.

RESPONSE CHECKLIST

1. Was the call answered by a qualified person trained in dealing with response calls? If the prospect is burdened with either a telephone answering device or an unprepared "staff" member, it's an easy decision to try the next school on the list.

2.Was your conversation with the prospect interrupted? This is your prospects first impression of your school. If someone can't devote a few minutes to the prospect, the prospect will pre-judge your ability to provide individual attention in class. Next school.

3. Did you allow the prospect to give you the 3rd degree? It is crucial to gain control of the conversation by asking questions. If the prospect asks you a question, always end your answer with a question for them. Be persistent, not rude.

4. The prospect was obviously price shopping. The benefit of offering introductory program with a small price tag is that it allows you to enter into a price discussion, if you have no choice. Often the introductory program will satisfy the caller, as long as you regain control by asking questions.

5. Did the prospect get a feeling that you care about them, or could they have felt that they were just one of many other people calling for information? People will choose the school that they feel most comfortable with, even if the price is higher. Present a caring aura; it will bring more students than a cheap price.