In the competitive world of martial arts schools, securing new enrollments often hinges on the effectiveness of your introductory classes and the decision-makers' attendance. Here’s a detailed guide on why it’s essential to ensure both decision-makers are present and how to make it happen.

Importance of Both Decision-Makers:

  1. Avoiding Objections:

    • When only one parent attends the introductory session, the absent parent often becomes an obstacle to enrollment. This leads to the common objection: “I need to discuss this with my spouse.”
    • By having both parents present, you ensure that both decision-makers see the value in your program and are equally impressed by the teaching and benefits offered. This unified impression significantly reduces objections based on hearsay or second-hand information.

  2. Financial Decisions:

    • The cost of martial arts classes can be a significant investment. If both parents witness the quality of instruction and the positive environment firsthand, they are more likely to agree on the expenditure.
    • This approach ensures that both understand the value for money, making them more inclined to commit to the tuition fees.

Confirmation Call Strategy:

  1. Ensuring Attendance:

    • A confirmation call serves as more than just a reminder. It’s an opportunity to verify that both decision-makers will attend the introductory session.
    • During the call, emphasize the importance of both parents being present by explaining that joint attendance has shown to significantly enhance student success and satisfaction.

  2. Securing Financial Commitment:

    • Politely ask the attending parent to bring their checkbook to the session. This prepares them for making a deposit on the spot, facilitating immediate enrollment if they are impressed by the program.
    • This preemptive measure helps in closing the sale efficiently without unnecessary delays.

Handling Adult Students:

  • The same principle applies to adult students who have a spouse or significant other involved in decision-making.
  • Always inquire, “Will anyone else be involved in the decision for you to join our school?” If the answer is yes, ensure the spouse is present during the introductory class to prevent the “I need to discuss this with my spouse” objection.

By adopting these strategies, martial arts schools can improve their enrollment rates and ensure that both decision-makers are fully aware of the program's value. This approach not only increases immediate enrollments but also builds a stronger foundation for long-term student retention.