| A good speaker will give a sixty to ninety minute | | | | of. You will then tie it all in at the end by leading |
| talk packed with solid and useful information. They | | | | them to the conclusion of enrolling in your school |
| will reach their audience emotionally through | | | | to expand on their topic of interest or seek a |
| relevant stories, humor, and body language. They | | | | benefit that they now have discovered an |
| will identify a particular problem that the audience | | | | interest in through your presentation. |
| may have and give them a good simple solution | | | | In most cases you will give them an incentive to |
| for solving the problem. | | | | "act now" as all good platform sales people do. In |
| Good platform sales people bring up any possible | | | | the case of school talks you need to tell the kids |
| obstacles that their audience may have to their | | | | in the classroom to go home and tell their parents |
| proposition and answer them immediately. They | | | | that they want to use the VIP pass that you will |
| will keep the audience entertained and wanting | | | | be handing out. A key area that program |
| more throughout the entire presentation. They will | | | | directors can focus on while promoting the school |
| cause the audience to want more of the speaker, | | | | is a strong call to action. |
| be it through products, services or membership. | | | | Martial-Arts Business Owners: You need platform |
| Finally they tell the audience what they need to | | | | selling skills so you can "rally the troops!" Your |
| do to take action | | | | highest paid activity next to marketing is having |
| As martial-arts instructors, martial arts business | | | | your staff implement your ideas quickly. Always |
| owners and program directors we can use | | | | start by painting a picture of what kind of result |
| platform selling skills for a few key elements in | | | | their follow through and action will create for |
| our school's operations. | | | | them, then address their concerns. At a recent |
| Martial-arts instructors: You need platform selling | | | | meeting I directed team members to do follow |
| skills! Every class you must sell your students on | | | | up via phone to a recent mailing to 600 of our |
| the idea of coming back to the next class, | | | | accumulated prospects. I was very clear when I |
| remember there is no guarantee that they'll be | | | | told them that this was no easy task and that it |
| back. Just like your favorite TV shows sell you on | | | | takes a strong ability to resist rejection. I also told |
| the idea of tuning in next week. You need to do | | | | them that at times they will find the task |
| the same for your students. | | | | appearing to be a lost cause leading nowhere. I |
| Instructors also need to overcome objections out | | | | wanted to bring up the objection before they did. |
| on the floor. Objections such as getting to class | | | | As an owner you're also in a leadership role which |
| when the whether makes the students want to | | | | requires the ability move people with your words. |
| stay outside. Instructors can help students | | | | Polishing up on your platform selling skills will go a |
| overcome self -doubt. And most importantly | | | | long way. |
| instructors can use platform selling skills to inspire | | | | We can use platform selling skills in all aspects of |
| students to set the goal of black belt, thus | | | | our school. Remember the key points; Give solid |
| causing them to take action and join the black | | | | useful information that your listeners will benefit |
| belt club. | | | | from. Bring up and answer their concerns during |
| Program directors: If you are doing mass intros. | | | | your presentation. Create a desire for the |
| activities like child safety, or women's self defense | | | | audience to want more of you be it lessons, |
| seminars platform selling skills will come in handy. | | | | products or leadership. Then finally tell them what |
| You'll want to give your audience solid useful | | | | you want them to do and how they can take |
| information. You'll want to show them areas of | | | | action. |
| concern that they quite possibly were un-aware | | | | |