“Value, Value Value”
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You hear everyone preaching about adding more value – to your prospects and members…but how about an actionable game plan to do so?🧐
If you want to learn (3) ROCK SOLID strategies to build value in your Academy before the prospect even steps through your door…then keep reading.📚
Many Martial Arts Academies have difficulty going from booking the appointment to getting that appointment to actually show up.
Many schools are under a 50% conversion, meaning if they book 10 appointments only 5 of those appointments are showing up. This is a clear waste of team hours, staff salary, and your marketing budget to do all of this hard work to get the appointment booked and the prospect doesn’t even show up.😤
Now, this could partly be due to a flaw in your Phone Script, but today we are going to focus on 3 action items to put in place to help build the value of your programs with your prospect before they even set foot in your Academy.
🔥At the end of the day, familiarity breeds comfort.🔥
When a prospect is familiar with you and your brand, they’re going to be more comfortable and when people are comfortable, they are more likely to convert.
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➡Action Step #1 – 60 Second Welcome Video
Immediately after you have booked the appointment, you are going to TEXT your prospect a 60 second welcome video.
This 60 second welcome video should outline the following 5 areas:
1 – What your Parking Lot looks like 🅿
2 – What your Building looks like 🏢
3 – What your Front Desk looks like 🖥
4 – Who will be greeting your Prospect 👩💼
5 – What they can expect😁
You don’t need to overthink this video and it doesn’t need to be fancy. Just make sure that your team comes across as friendly and you provide the prospect with a visual of what their arrival will entail. Doing this is going to make them even more comfortable with our team, our academy, our location and our brand.
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➡Action Step #2 – 60 Second Program Video
The second system that we have in place is for the day of the appointment.
When confirming the appointment for the day, we also send them a class video based off of the age group and program that they’re interested in.
If it’s an adult interested in BJJ, then they receive a BJJ class video.🥋
If it’s a six-year-old little ninja, then they’re going to get the 5 – 7 Year Old Video. 👨👩👧
These videos are about 60 seconds long and they are going to highlight exactly what the class looks like. We also recommend infusing TESTIMONIALS into these videos of actual member and parents. 📣
We had a professional videographer come in and film and edit each one of our programs, but you don’t have to do that. 🎥
Take some clips of your classes using your phone where your members are smiling, sweating, and learning, throw them into a video editing program, and now you have your 60 second program video. 📱
This video is going to pump up, motivate, and inspire your prospect to come in for their appointment!
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➡Action Step #3 – Welcome Sign
The second someone walks into our Academy we want them to feel at home. This is one of the reasons why we have instilled the 5 foot 10 foot rule with our Staff and it’s another reason for Action Step #3.
We have a White Dry Erase Board that is the first thing you see when you enter our Academy. Each day, we put all of our Appointment’s names on the board. 👩🏫
It’s super simple, but incredibly impactful. 🙏
You should try to add as many touch points as possible with your prospects to make them feel super comfortable and the fact that you took the time to welcome them on the whiteboard does just that.
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Let’s recap!
➡Action Step #1 – Send a 60 second welcome video immediately after you’ve booked the appointment.
➡Action Step #2 – Send them a class video with testimonials
➡Action Step #3 – Welcome them in some fashion by putting their name on a whiteboard or a chalkboard so right when they get there they know that they’re welcomed.
Now go take some action!
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Author : Cris Rodriguez
