With the sudden mass of new members attracted by our custom website and Empower Kickboxing curriculum, one of the common questions is “Should I charge for a trial program?”
(Check out the Trial Course Page from our websites.)
Before answering that, here is a simple question:
If I could pay you $50,000, would you strip martial arts from your life for 50 grand, as though you never took that first class?
I’ve never met a black belt who would.
If you could take a new student forward in time to give him or her the feeling of being a black belt, do you think they would miss classes?
Do you think they would hesitate to join your school at twice the price you are currently charging?
How are you reflecting that value in your school?
Quality is always associated with higher prices. I’m not just trying to get you to raise your prices; I really don’t care what you charge.
But I do care that you recognize and Value What You Do.
That sense of value is reflected in a number of ways, including tuition.
In three decades of coaching school owners, I find this is the most common mindset issue for school owners.
At the core of Value What You Do is this attitude:
I am a highly-skilled, unique martial arts professional in our community. There are very few, if any, people who can provide the service and benefits that I can. I am not going to spend my time, stress, and money teaching people who are not committed to earning a black belt with me.
If your response is, “That would never work in my area,” then this is exactly the issue for you to focus on.
This is the most common problem with martial arts schools.
Even though we have personally undergone an amazing transformation through the martial arts, many of us do not demonstrate it in how we run our business.
This is not about tuition. This is about every aspect of your school, from logo design to black belt graduations.
I was always the most expensive school in the Tampa Bay area. Someone had to be. Why not me? I worked very hard to become the best teacher I could.
How about you? When was the last time you took a course on teaching like the MATACertification.com course?
When was the last time you hired a coach to watch you teach and help you get your school on track?
When was the last time you taught your staff how to do what they are supposed to do?
You’re a black belt. So what? So is every competitor in your area. What makes you better?
It starts with placing and demonstrating that you place a High Value on What You Do. If you don’t no one else will either..
Charge for your trial lessons. Show that you value what you do from the start.
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