Selling Martial Arts

[headline style="1" font_size="50" font_spacing="-1" align="center" headline_tag="h1"]<h1 style="text-align: center;">Selling Martial Arts</h1>[/headline]

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Price Question Responses

[headline style="1" font_size="50" font_spacing="-1" align="center" headline_tag="h2"]<h2 style="text-align: center;"><span style="color: #c20d15;">Price Question Responses</span></h2>[/headline]

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[text_block style="style_1.png" align="left"]The two most common denominators in our world are the weather and money. Since what the weather is like at your school is of little importance, you can be sure that money is. That doesn't mean it's important to the caller. It is simply the only question they know to ask since they don't know the first thing about karate. Consequently, it's often used as an icebreaker or initial question but it can mean very little to them. That's why it's important not to give out too much financial information until you've determined the level of importance. "How much does it cost?" This is the one question your people must work on long and hard. We'll get into the details later but basically it's a three-step process. First, give them the information about the introductory course since that is the first step and outlay of money. Since this is a money answer, often it will suffice. It's also very important to help them feel as though you will not try to hard sell them. We use the line, “We are very cautious with new students…” This works well with parents calling about their child. They are being very cautious too since they probably don't have the slightest idea what they are getting into. By sharing that concern with them we start to build trust and rapport. We would like to convey the impression that money is not the primary ticket in. If they understand the intro is all you are willing to allow them to do at this point, it only makes sense that your financial discussion is about the intro. The student must be evaluated and qualified as with any private school to be considered for admission. The second time they ask, we imply "tremendous flexibility " in our programs that are arranged on an individual basis. It's important then that you bring the discussion back to the intro. If they press for a third time then we will satiate them with a ballpark figure. It's important to make it clear that it is not a quote because they will focus in on the lowest price and claim that they were quoted. Definitely, at this point get back to the intro course. In all three examples you see that we finish with a question. Always end a short explanation with a question to regain control. If you pause, they will ask more questions and if they get all their information over the phone, they have no reason to come in and get any more. If you are not focused on the goal of the call it will cost you oodles of money. The goal of the phone conversation is not to defend price, explain styles or over-explain anything. The goal is to set a solid appointment to take a trial lesson.[/text_block]

[text_block style="style_1.png" align="left"]<strong>The two most common denominators</strong> in our world are the weather and money. Since what the weather is like at your school is of little importance, you can be sure that money is. That doesn't mean it's important to the caller. It is simply the only question they know to ask since they don't know the first thing about karate. Consequently, it's often used as an icebreaker or initial question but it can mean very little to them. That's why it's important not to give out too much financial information until you've determined the level of importance.

<strong>"How much does it cost?" T</strong>his is the one question your people must work on long and hard. We'll get into the details later but basically it's a three-step process. First, give them the information about the introductory course since that is the first step and outlay of money.

Since this is a money answer, often it will suffice. It's also very important to help them feel as though you will not try to hard sell them. We use the line, “We are very cautious with new students…” This works well with parents calling about their child. They are being very cautious too since they probably don't have the slightest idea what they are getting into.

By sharing that concern with them we start to build trust and rapport. We would like to convey the impression that money is not the primary ticket in. If they understand the intro is all you are willing to allow them to do at this point, it only makes sense that your financial discussion is about the intro. The student must be evaluated and qualified as with any private school to be considered for admission.

<strong>The second time</strong> they ask, we imply "tremendous flexibility " in our programs that are arranged on an individual basis. It's important then that you bring the discussion back to the intro.

<strong>If they press for a third time</strong> then we will satiate them with a ballpark figure. It's important to make it clear that it is not a quote because they will focus in on the lowest price and claim that they were quoted. Definitely, at this point get back to the intro course.

In all three examples you see that we finish with a question. Always end a short explanation with a question to regain control. If you pause, they will ask more questions and if they get all their information over the phone, they have no reason to come in and get any more.

If you are not focused on the goal of the call it will cost you oodles of money. The goal of the phone conversation is not to defend price, explain styles or over-explain anything. The goal is to set a solid appointment to take a trial lesson.[/text_block]

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