Here is a list of comeback questions that will not only help you regain control but also give you some important information with a brief explanation of why. These can be used in person, by email, text, phone, etc...:
1. How did you hear about our school?
This is more than for ad tracking. This question helps determine the level of qualification. The answer, “My friend tells me it’s the greatest school on earth” is different from, “I was just checking out local schools online.”
2. What about martial arts interests you? or What would you like for Johnny to get out his martial arts training?
This determines the direction of your future benefits discussion. It hints towards their level of interest. If they answer with, “Self-discipline and fitness,” you have some specific benefits to share with them. If the answer is, “I’m just looking for something to do” you have your work cut out for you.
3. Where in your life might that make a difference?
This is a very good question for in-person interviews. This helps them to visualize themselves as an active student already enjoying the benefits.
4. Whose idea was it to call?
This determines who is on your side. If Dad wants his kid to join, it’s more apt to happen than if Dad is just placating his Ninja Turtle-crazed kid.
5. Follow this with “How does your wife feel about Johnny getting into martial arts?”
Not only does this tell you who is supporting this idea but also fishes out the other decision-makers. If he says that he is divorced, then you only have to work with him. If he says that his wife is supportive or non-supportive, insist that she also come down to watch. It’s best to have both decision makers present for the intro and enrollment presentation whenever possible.
6. Are you/he involved in any fitness program now?
This is always followed by, How do you like that? If they say they are really enjoying the other activity, ask them why then are they interested in martial arts. This helps to overcome any objections they may have since, essentially they are selling you on why they want to do martial arts. Also, when they tell you why they like something else, you are given a blueprint of what this person likes.
By the same token, if they say they go to the spa and don’t like it, ask why. This tells you what they dislike about an activity and gives you the information you need to adjust the remainder of your presentation to play towards what they like and stay away from what they don’t like.
This question can also alert you to possible schedule conflicts. The point is, listen and adjust.
7. Is Johnny involved in any type of organized sport or activity?
This is always followed by, “How does he like that or how’s that working out?” It also tells you about possible schedule conflicts. Also, you can follow with, “Is it providing the discipline, respect or confidence you said you were after? Oh, I see, it’s mainly just a recreational activity. Let me help you to understand how USA Karate is different from a standard sporting activity…”
8. How’s school going?
This shows interest in martial arts and gives us more information on how we can adjust the benefits description. If school is going great and the child is a top student then you can explain how martial arts is very interesting and mentally engaging, unlike pure physical sports.
On the other hand, if the child lagging a bit in school you can explain how martial arts can help their concentration and improve their performance.
9. “How’s his conduct?”
This is where we have the most impact. Good conduct leads to good grades.
10. “How would you describe Johnny, is he real active or a little more sedentary?”
We then ask if they would like to see him develop the other area. For instance, if he is very active and plays a lot, “Do you think it would help if we were able to take all that energy and teach Johnny to focus it in on his schoolwork?”
11. “Have you talked to your wife about this?
What does she think about martial arts?”
This is a great question. Let’s find out now what we’re up against.
12. “Do you know where we’re located?”
Great comeback question. Regardless of whether or not they say yes, tell them where you are located.
13. “Have you ever trained in martial arts before?”
Another good comeback question. If yes, follow up with, “What did you like about it?” And, “What didn’t you like about it?” Finish with, “Since you trained before, you understand that it’s very important to come in and take a class since, as you know, every school is different.”
14. “Have you ever seen a martial arts class before?”
A comeback question that leads you into what they are going to see when they come in. Not so much on the deck, but who to look for and what is going to happen. This is a lead-in to make an appointment.
15. “How long have you been thinking about taking martial arts?”
Great question! It gives you the arsenal to come back if they say they want to think about it. “Joe, you’ve been thinking about this since you were 10 years old! That was 20 years ago. Don’t you think you’ve thought about it enough? Come on down and take a class then you can put this issue to rest.”
16. “Will anyone else be involved in the decision for you to join our school?”
Big-time question. Your goal is to pinpoint who is involved in making the decision and to get them all at the school at the same time to experience the true value of your program.
The key with comeback questions is to be sure that you are heading the right direction and listening very closely to the answers as you guide this person step–by–step towards getting happily involved with your school.
