Reactive vs. Proactive Demonstrations

Reactive demonstrations entertain but fail to convert spectators into students. They rely on the assumption that the audience will contact you after the event, which rarely happens. In contrast, a proactive demonstration actively engages the audience and schedules appointments on the spot, ensuring higher conversion rates.

Three Key Components of a Proactive Demo

  1. Encourage Audience Participation:

    • Focus on teaching skills rather than just entertaining.
    • Use attention-grabbing techniques like board breaks or flying kicks as openers and closers.
    • Pull audience members into the demo to participate in basic techniques, showcasing your teaching skills and creating an emotional connection.

  2. Schedule Appointments During the Demo:

    • Equip your instructors and assistants with clipboards to schedule intro appointments immediately.
    • Use "blockers" to engage prospects before they leave and introduce them to the appointment scheduler.
    • Ensure prospects meet the head instructor or a senior member to create a personal connection.

  3. Create Urgency:

    • Offer incentives such as a free intro class or a discounted enrollment fee for those who schedule on the spot.
    • Use the "Break a Board For a Dollar" (BABFAD) to create excitement and urgency.
    • Follow up with tentative appointments and confirm them the day before.

Structuring Your Demo

  1. Attracting Attention (2-3 minutes):

    • Start with quick, loud board breaks to gather a crowd.
    • Use a wireless PA system to amplify your voice and draw people in.

  2. Showcasing Skills (10-12 minutes):

    • Limit the skill demo to high-impact, visually engaging techniques.
    • Avoid long, repetitive forms and basic routines that can bore the audience.

  3. Interactive Teaching (20 minutes):

    • Teach simple techniques to different age groups in an entertaining manner.
    • Involve parents by having them hold pads or count for their kids.
    • Keep the energy high and vary your speaking style to maintain engagement.

  4. Finale (3-5 minutes):

    • End with a memorable board or brick break.
    • Announce the opportunity for audience members to try breaking a board.

By implementing these proactive strategies, you can turn your martial arts demonstrations into effective enrollment events, ensuring that you not only entertain but also convert your audience into new students.