Key Comeback Questions for Successful Enrollments

  1. How did you hear about our school?

    • This helps determine the level of qualification and the source of their interest. If a friend referred them, it indicates a higher level of trust.

  2. What about karate interests you?

    • This directs your future benefits discussion and indicates their level of interest.

  3. Where in your life might that make a difference?

    • Helps them visualize the benefits of training, enhancing their commitment.

  4. Whose idea was it to call?

    • Identifies the primary decision-maker and their level of support for the decision.

  5. How does your wife feel about Johnny getting into karate?

    • Identifies other decision-makers and their level of support, ensuring all stakeholders are involved.

  6. Are you/he involved in any fitness program now?

    • Reveals current interests and potential schedule conflicts, allowing you to tailor your pitch.

  7. Is Johnny involved in any type of organized sport or activity?

    • Provides insight into existing commitments and how karate can complement them.

  8. How’s school going?

    • Shows interest beyond karate and provides information to adjust the benefits discussion.

  9. How’s his conduct?

    • This can highlight areas where karate can make a significant impact.

  10. How would you describe Johnny, is he real active or a little more sedentary?

    • Helps tailor your approach to fit Johnny's personality and energy levels.

  11. Have you talked to your wife about this? What does she think about karate?

    • Ensures that all decision-makers are on board.

  12. Do you know where we’re located?

    • Provides an opportunity to inform them about your location and accessibility.

  13. Have you ever trained in karate before?

    • Understanding their previous experience helps in customizing the presentation.

  14. Have you ever seen a karate class before?

    • Leads into what they can expect when they visit, setting the right expectations.

  15. How long have you been thinking about taking karate?

    • Highlights the urgency and long-standing interest, motivating them to take action.

  16. Will anyone else be involved in the decision for you to join our school?

    • Identifies all decision-makers, ensuring they are present during important discussions.

Conclusion

Asking the right questions can significantly improve your enrollment process by providing valuable insights into the needs and motivations of prospective students and their families. By tailoring your approach based on their responses, you can effectively address their concerns and highlight the benefits that matter most to them, leading to higher enrollment rates and more satisfied students.