Selling
Articles and content related to sales skills; specifically, how to increase the number of leads you convert to paying members in your martial arts school.
Department Resources
- How to Implement Membership Upgrades and Elite Programs Part 2
The Key to Easy Upgrading - Stop Selling and Start Recruiting
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It’s important to have the right mindset when you start offering upgraded student memberships. It has to be a privilege, something that a student earns the right to be a part of, instead of just a way to make more money. Remember that […] - How to Implement Membership Upgrades and Elite Programs Part 1
A lot of people in the industry make a big deal out of Black Belt Club upgrades - in fact, some business systems that are being taught revolve around upgrading students to BBC after only a few weeks.
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To me, this is like the old illegal “bait-and-switch” sales tactic, where a business advertises a product […] - How to Increase Your Enrollment Using Holiday Guest Passes
The first time I gave out a guest pass for free karate lessons at my school, you would have thought I was giving away my firstborn child. At that time, I couldn’t see the economic value of giving away one week of lessons in exchange for possibly gaining a new student.
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Well, my view on […] - Want More Students? Improve Your Image!
You know, it’s funny how martial artists think so differently from the majority of the people we meet, yet we’re rarely ever conscious of it. I’m reminded of how several years after we had been married, my wife told me that when we first met she thought martial arts instructors were for the most […]
Read More» - How to Handle Phone Calls and Set Lots of Intro Appointments
In the typical small school, the primary person responsible for scheduling introductory lessons, returning messages, and answering telephone inquiries will be you, the owner.
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Therefore, it is your responsibility to turn a prospect into a student by getting them scheduled for an intro lesson the first time they call.
Just remember this: Before a prospective client actually […] - Increasing Your Summer Income by Offering Short-term Memberships
I really believe in using a six-week special during the summer, since it brings in a lot of extra income during those notoriously slow summer months. Now, I’ve heard some of the “experts” out there tell people not to run short-term summer specials because (they claim) you are losing long-term business by doing so.
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Well, that’s […] - Marketing Your Martial Arts School to Adults
For many martial arts instructors, teaching children is just not something that they care to do. For whatever reason, they would prefer to spend their time teaching adults, and would rather avoid opening their classes to kids.
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Well, despite what you may have been told, making a living running an “all-adult” martial arts school is […] - How Your Price and Perceived Value Affect Your Martial Arts Business Success
As a martial arts school owner, you need to recognize the relationship between price and value. I feel that it’s important to share this with you because when you raise your rates, you can rest assured that there will be some people who will say that you are “too high” or “too expensive” or whatever…
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However, […] - How to Get New Martial Arts Students Hosting Buddy Night Events
When small business owners think about low-cost martial arts marketing ideas, they usually picture themselves running around a Wal-Mart parking lot placing fliers on cars (actually, sticky notes work better and are faster, but that’s for another article…), or perhaps walking up and down the side of the road in a gorilla suit with a […]
Read More» - How to Use Referral Programs to Attract New Students Into Your Martial Arts School
After operating various martial arts schools and programs for over a decade, one thing that I have learned is that my students are my best advertisement.
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What I mean to say by that is, I get more people that call or stop by to join classes who say they heard about us from “a friend” than […]