We debate the best way to structure trial memberships in the martial arts industry: Should prospective members pay? Does it make sense to offer a class or classes for free? The core of the trial membership discussion surrounds how to attract new people to your martial arts school while maintaining, communicating, and demonstrating value.
You offer your students a bold vision of possibilities in both physical empowerment and inner strength. You teach students to boldly try new best practices. On the mat, you subscribe to the formula: bold vision through bold behavior.
Do you bring the same approach to your business development—identifying prospective students and enrolling them in your program? Or do you switch to “social selling,” which means observing social niceties versus building your business?
One way to know: Look at the results. Are you having any of these problems?
You’re on the phone with a prospect interested in joining your martial arts school or fitness club. You excitedly describe your classes, facility, and staff, looking forward to the moment when you can invite them in for a visit.
Suddenly, they interrupt to ask the question you dread. They insist on knowing your price. You swallow hard, nervous that as soon as they hear your number, the conversation will be over.
You have a bunch of leads. You constantly place calls to these leads. You follow up by phone, leave voicemail messages, send emails, and mail letters. But the prospects don’t call you back, don’t respond to your emails, and don’t stop by in person.
We have read the headlines and listened to newscasts of the global economic crisis. Consumers are fearful and are not spending their hard-earned dollars as freely as they did in better times.
Traditionally, the health and fitness industry has not been adversely affected by economic downturns. Consumers spend money on necessities and good valued essentials. What can be more important than one’s health?
The #1 and #2 reasons for offering any event at your school are retention and new memberships. In last week’s post, I provided tips to help you get your birthday party program off the ground.
In this post, I’ll cover our follow-up system in detail to help you gain those new potential memberships that can result from hosting birthday parties. Keep in mind that you can use this system as a base for follow-up for any of your events—not just birthday parties—with a few minor changes.
If your members are the lifeblood of your business (and they should be), then tracking their behavior is what keeps the blood pumping.
Being able to regularly and systematically track, assess, and triage weak spots in your membership strategy will not only keep your business running smoothly, but it also will spotlight areas of opportunity to grow even further.
Here’s what you need to know to generate leads and drive more membership sales.