When you hear the word “script” you may start thinking of something that has to do with a movie, a play, or the canned sales presentations you’ve been bombarded with all your life.
Either way, scripts seem have a negative reputation and apparently belong to the annoying, untrained telemarketer or customer service rep. (I know you’ve dealt with them.)
You, like most people may have an aversion to using scripts in your business because you don’t want to sound canned or you’re afraid of what others will think of you if they know you are using a script.
What ever hang-ups or negative opinions you have about scripts, I’d like you to consider that those are a huge barrier to you success.
Even if you think you have proof they don’t work, because you’ve used them before, I promise you that you either had an ineffective script or you didn’t truly follow the script.
Using scripts in my business was literally a turning point for my success and my bank account.
Now I use scripts for:
-Answering the phone
-Speaking to Prospects in Public
-Enrolling New Members
… and many more. Those were just the ones I could think of off the top of my head.
By using these scripts I know what my instructors are saying and when they are saying it.
It makes training new instructors and front desk staff simple. Also it’s easy to identify and turn around any area of the school that is under-performing.
And MOST IMPORTANTLY to me… I’m able to make sure that everything our students hear from us is consistent with our message of developing Smarter, Stronger, Safer Kids and Leaders in the community.
Most instructors’ marketing doesn’t have a specific message for a specific target market which makes enrolling new members difficult. With the scripts you can be sure that your message is getting across.
When you are saying the right things to the right people, you won’t have to sell anything. They will show up ready to buy and become a part of your school.
You can only do that with the use of scripts.
Now there’s still some of you who say things like, “it’s not my words” or “it doesn’t sound natural” and use reasons like that as an excuse for your own laziness.
You can make it your words… make it sound natural. People do it everyday in the movies and on Broadway. Do you think that Tom Hanks complained that Forrest Gump just wasn’t his style, that his role in Philadelphia was too gay, or that Woody from Toy Story was too childish for him?
Scripts do not limit you, YOU DO.
Scripts actually streamline your message and allow you to produce consistent results with consistent strategies and a consistent message.
Think about your message, about what you want to communicate to your students and start writing it down. You can always test new scripts and adjust them or change them accordingly.
For example my phone script let’s people know that we are a referral based school, that we focus on leadership, how they can get started and always ends with scheduling an appointment and asking for a referral.
It allows for the conversation to flow and guides the prospect in the direction I want them to take.
If you have scripts and are not using them, START! If you don’t have them, start writing down what you want to say on the phone, during an enrollment conference, etc. and begin streamlining your operations.
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