What is your sales system?
You might have a specific process that you follow for enrolling new students into your Taekwon-Do school, or you may think that you don’t have one or don’t need one.
Even if you don’t think you have one, YOU HAVE ONE. Continuing to pretend that you don’t is going to cause more harm than good to your business.
How can I be so sure that you have one? Because, whatever it is that you do to get someone’s attention and eventually have them enroll with you is your sales system, even if it’s random and different every time.
Some of you avoid this topic just because the word “sales” is involved, because you are afraid a sales system would have you sounding fake or canned, or because you fear that you won’t be able to be yourself.
Nothing is further from the truth.
I’m not talking here about what you should charge, whether or not you should use contracts or how to get the most money out of someone.
I’m talking about the process you take new members through to introduce them to you, your school, and to ITF Taekwon-Do.
When you sit down and take the time to intentionally create the steps you intend to walk a new student through, from the time they first notice you to the moment when they tie their belt for the first time and bow in for their first training session, you are in control of creating the Taekwon-Do experience you want your new student to have.
It is an opportunity to express who you are, the difference your program makes, what your school is all about and how you accomplish that. It is specific to you, your school, and separates you from your competitors.
Having a system for doing this, that you consistently use, comes with numerous benefits. First off, it allows you to create the environment you want to have in your school. Rather than just being thrown into class, new members start knowing how to act, what is expected of them and know for themselves what to expect when they begin.
It gives you an opportunity to connect with the new member (or their parents) and create a relationship based on a mutual commitment to the student’s success. Now, you’re not just the guy in the front of the room wearing a black belt, but you are seen by the new student as someone who cares about them and has a vested interest in their success.
With the right sales system for your Taekwon-Do school, an effective sales system, you’ll be able to charge more and have much less time and price resistance to them enrolling in your program because you have gone out of your way and taken the time to create that relationship, to create what that relationship will look like moving forward, and you have made sure that they are left crystal clear about the value of your program.
When done correctly the prospective new member will be wanting to know (even asking you) what they need to do to get started. Objections like price, schedule, etc. fall away because they get that the value of what you are offering is far beyond the price which you are charging.
You will be filling your Taekwon-Do school with students and families that are there on your terms, are committed to you and your program and see what you do as more than just some activity.
If you don’t have an intentional system for selling, you are at the mercy of your prospects system for buying (or not buying)!
Don’t leave it up to them.
Most new members or parents have no idea what to look for, or what questions to ask when they are looking for a new school to train with. They have no idea what Taekwon-Do makes available and it’s up to you to get that across to them.
About the Author:
Mr. Karstadt is the founder of 1 TKD Consulting and owns the longest running ITF Taekwon-Do school in Arizona, Karstadt Taekwon-Do in Phoenix, AZ with his father Master David Karstadt. He has been training since 1984, earned his Black Belt at the age of 8 and is currently an internationally renown intstructor teaching the culture, discipline, leadership and business skills of Taekwon-Do in classes and seminars to Instructors around the world. He has been a member of eight U.S. Taekwon-Do Teams and has traveled to 14 different countries competing in Taekwon-Do. He has won numerous medals at the World Championships and in international competition, most notably winning the 2004 World Championships in South Korea with two gold medals and the Men’s Team All Around Trophy. Mr. Karstadt currently resides in uptown Phoenix, Arizona with his wife and three children. Mr. Karstadt can be contacted by e-mail at email@example.com