Selling Martial Arts

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Confirmation Call Script

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[text_block style="style_1.png" align="left"]Setting a Solid Appointment Often, a person gets so good at the phone work that they don't pay any attention to the prospect. They simply spout off the proper responses and comeback questions without really listening to the answers and concerns. Even though they set an appointment, the prospective student never shows up because subconsciously they never clicked with the person on the phone. It's a weak or bad appointment. Getting someone to sign a contract who will never pay is bad paper. You can have bad appointments also. You must listen! Confirm the Appointment Follow up to an appointment and confirmation of the appointment are equally important. As soon as you hang up the phone write that person a note of confirmation and stick in the mail. 24 hours before the appointment have your student manager call to confirm it. It's often very effective to call the person right back and ask them for their height so you can reserve a gi for them. This confirms to them that you are serious about the appointment and extends a bit of leverage since they are now reserving a uniform for the lesson. Confirmation Call Example Student Manager: “Hi, this is Sarah from USA Karate. I'm just calling to confirm Johnny's second introductory class for tomorrow at 5:30. Are you guy’s set?” Mom: “Oh yes, Johnny's been practicing.” Student Manager: “Great, Mr. Anderson said he did a great job in the first class. Remember that Johnny will be taking his white belt test at the end of the class and that Mr. Anderson will meet with you and your husband for about 20 minutes after the class to discuss Johnny's future with the school. Both you and your husband will be here. Correct?”

Mom: “No, he won't be able to make it. His boss wants him to work an extra hour.” Student Manager: “That’s too bad. He really should see that test because afterwards we'll take a photo of the family with Johnny and his new white belt. Since he will be working late, let's set the appointment for 7:30 tomorrow or 6:30 the following night. Which do you think will work best?”

Mom: “Well Johnny's pretty eager to get back in there. I don't think he could wait an extra day. Let's do it at 7:30 tomorrow.”

Student Manager: “Super. I’m glad we could work that out. Between the lesson and the conference, you'll want to block out about 45 minutes and if you decide Johnny is going to continue and Mr. Anderson recommends that he continue, you'll make a deposit to hold his place in class, so be sure to bring your check book. We'll see you tomorrow.”[/text_block]

[text_block style="style_1.png" align="left"]<strong>Setting a Solid Appointment</strong>

Often, a person gets so good at the phone work that they don't pay any attention to the prospect. They simply spout off the proper responses and comeback questions without really listening to the answers and concerns. Even though they set an appointment, the prospective student never shows up because subconsciously they never clicked with the person on the phone. It's a weak or bad appointment. Getting someone to sign a contract who will never pay is bad paper. You can have bad appointments also. You must listen!

<strong>Confirm the Appointment</strong>

Follow up to an appointment and confirmation of the appointment are equally important. As soon as you hang up the phone write that person a note of confirmation and stick in the mail. 24 hours before the appointment have your student manager call to confirm it. It's often very effective to call the person right back and ask them for their height so you can reserve a gi for them. This confirms to them that you are serious about the appointment and extends a bit of leverage since they are now reserving a uniform for the lesson.

<strong>Confirmation Call Example</strong>
Student Manager: “Hi, this is Sarah from USA Karate. I'm just calling to confirm Johnny's second introductory class for tomorrow at 5:30. Are you guy’s set?”

Mom: “Oh yes, Johnny's been practicing.”

<strong>Student Manager</strong>: “Great, Mr. Anderson said he did a great job in the first class. Remember that Johnny will be taking his white belt test at the end of the class and that Mr. Anderson will meet with you and your husband for about 20 minutes after the class to discuss Johnny's future with the school. Both you and your husband will be here. Correct?”

<p>&nbsp;</p><strong>Mom</strong>: “No, he won't be able to make it. His boss wants him to work an extra hour.”

<strong>Student Manager</strong>: “That’s too bad. He really should see that test because afterwards we'll take a photo of the family with Johnny and his new white belt. Since he will be working late, let's set the appointment for 7:30 tomorrow or 6:30 the following night. Which do you think will work best?”

<p>&nbsp;</p><strong>Mom</strong>: “Well Johnny's pretty eager to get back in there. I don't think he could wait an extra day. Let's do it at 7:30 tomorrow.”

<p>&nbsp;</p><strong>Student Manager</strong>: “Super. I’m glad we could work that out. Between the lesson and the conference, you'll want to block out about 45 minutes and if you decide Johnny is going to continue and Mr. Anderson recommends that he continue, you'll make a deposit to hold his place in class, so be sure to bring your check book.
We'll see you tomorrow.”[/text_block]

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