Selling-Post Enrollment Follow-Up Calls
Initial Welcome and Confirmation
Once a student enrolls, the instructor sends a welcoming card with a note confirming the first class. This initial gesture is followed by a phone call after the student has attended a few classes.
First Follow-Up Call
Admissions Director: “Hi, this is Angelo from USA Karate, I’m just calling to see how Johnny is enjoying his classes.” Mom: “Oh, he loves it.”
Admissions Director: “That’s just fine. I want you to know that the instructors are very pleased with his efforts and that we are focused on helping him with his…” (Whatever they sought as a benefit).
Mom: “Well thank you. We’re already seeing an improvement in his respect.”
Admissions Director: “Also, I’d like to remind you that his first test is in two weeks during class. It’s very important that he is ready and in a full, pressed uniform with a patch. We also use the tests as a day for the family to come out and support the student in his graduation.” Mom: “OK.” Admissions Director: “I’m glad everything is going fine. Goodnight.” Mom: “Thank you very much for the call.”
Purpose of the First Call
This call ensures the student is happy with the classes and addresses any concerns early on. It also emphasizes the importance of upcoming tests and the involvement of the family in the student’s progress.
Second Follow-Up Call
A few weeks later, a second call is made to delve deeper into the benefits the student is experiencing and to remind them about the significance of testing.
Admissions Director: “Hi this is Angelo from USA Karate, I’m just calling to see how Johnny’s test went.”
Mom: “He was so excited. I think he could have done better, but I think he was nervous.”
Admissions Director: “At this stage in his training our goal is just to get him to try. We aren’t terribly interested in his technical abilities yet. Is he still enjoying his classes?”
Mom: “There was one time that he was playing with his friends and I had a hard time getting him to stop and get ready but that was the only time.”
Admissions Director: “Next time he is in class, I’ll have a little chat with him about the discipline of coming to class. That’s not unusual at all, in fact, we almost look forward to that happening because it gives us a chance to teach some important lessons about commitment and self-discipline. Do you think the training has been good for him?”
Mom: “Yes, I think so.”
Admissions Director: “In what ways specifically?” (You are reselling the benefits to her and getting her to tell you why the school is helping.)
Mom: “Well, the other night his Dad asked him to take out the trash and when Johnny answered, “yes sir” Dad almost fell out of his chair!”
Admissions Director: “That’s great! Here we are one month into his training and we’re already seeing such improvement. Imagine where we’ll be in a year or in three years when he’s a black belt. I’d say we’re off to a good start. If there is ever anything that we can help you with, please don’t hesitate to call.”
Mom: “That’s very nice, thank you.”
Purpose of the Second Call
This conversation aims to deepen the relationship by highlighting the positive changes seen in the student, reinforcing the value of the training, and addressing any minor issues proactively. It also helps in maintaining an ongoing dialogue about the student’s progress and future goals.
Conclusion
Regular follow-up calls show students and parents that the school cares about their experience and progress. These calls help in addressing any issues early, reinforcing the benefits of the training, and building a strong community feeling. This proactive approach can significantly enhance student retention and satisfaction in your martial arts school.