| Maybe you are familiar with Stephen Covey's | | | | would be. |
| book; The 7Habits Of Highly Effective People. If it | | | | So here's what you do. Take all the objections |
| has been a while or you've forgotten what habit | | | | you get. Schedule, Spouse, Commitment (which in |
| number one is, I'll take this opportunity to remind | | | | its ugliest form is, "Do I have to sign a contract?") |
| you- Be proactive is habit number one. | | | | and the one you hate the most.."We'll think it |
| In our business and personal lives we prevent | | | | over." And what you want to do is phrase each |
| problems and crisis by being proactive. As | | | | objection in the form of a question that the |
| martial-artists we have the discipline to act and | | | | prospect can answer. |
| not just be acted upon. In this article we're going | | | | For example "what kind of schedule do you and |
| to discover how the first habit can help us with | | | | your husband keep, as far as work and stuff |
| the most important function of our school; The | | | | goes?" And don't forget the little guy, "So is Joey |
| enrollment of new martial arts students. I'll quickly | | | | involved in any sports at the present time?" |
| defend my opinion that new members are most | | | | Here's the bottom line with this example; you |
| important with one simple statement...Without new | | | | must get their schedule before you give them |
| students you've got nobody to retain! | | | | yours, you must find out how long they've been |
| So let's apply this habit so we can up our closing | | | | "thinking about it" before they can tell you they |
| percentage and enroll more of the prospects that | | | | want to think about it. If the other spouse isn't |
| come in for our intros! | | | | present you should make sure that you're dealing |
| Let's start with a question..What stands in the | | | | with the decision maker- In this situation I ask flat |
| way of you enrolling more of the people who | | | | out before I begin my intro, "if all goes well today |
| come in your door? Objections that you can't | | | | and you can see that this will be a good program |
| overcome. Nothing else, unless your intro stinks, | | | | for Joey are you ok to go ahead without your |
| but we'll assume it's good for argument's sake. If | | | | husband?" Than I know whether I want to |
| you didn't get objections you'd enroll everyone | | | | present a price or invite them back to a group |
| wouldn't you? | | | | class where I can "meet the other parent" |
| Selling 101 says: objections are good. Now if you | | | | As you begin to control the conversation with |
| feel that objections are not good I agree, I hate | | | | good questions designed to bring any possible |
| to get objections, which is the exact reason I do | | | | objections out the objections will begin to |
| my intros and enrollment conferences the way I | | | | disappear when you ask for the enrollment. Notice |
| do. And if you follow my advice you too will have | | | | I didn't put "it cost too much up there?" Never |
| no problem enrolling over 90% of all your intros | | | | give a price until you establish value. You establish |
| on a 12 month agreement in less than 1 hour! I | | | | value during the intro. If you're getting "it costs |
| am not talking about some BS $75 per month | | | | too much" go to work on your intro then find |
| tuition either-I'm talking real tuition $139.00 per | | | | better prospects. |
| month and higher! | | | | Be proactive during your enrollments by asking |
| So let's get pro-active.... | | | | questions instead of waiting for objections. As Dr. |
| Objections are questions and they indicate | | | | Covey would say "be proactive rather than |
| interest (Sales 101 again) but wouldn't you agree | | | | reactive." |
| with this. If you ask the possible objection in the | | | | These principles go hand and hand with good |
| form of a question and the prospect answers it, | | | | marketing because it makes no sense to bring in |
| that's like them answering their own objection isn't | | | | a bunch of leads if you don't have a method to |
| that nice! What a change for the better that | | | | easily enroll 90% or more of them! |