Capitalizing on the enrollment moment by offering a “New Student Package” can significantly enhance the initial experience for newcomers and provide a valuable service. This package, tailored to the needs and upcoming requirements of new students, ensures they are well-equipped and excited to start their martial arts journey. Here’s how to effectively introduce this package during the enrollment process:

Crafting the Perfect New Student Package

  1. Identify Essential Items: Include items such as a second uniform, safety gloves, school patches, a school T-shirt, and an equipment bag. These essentials not only prepare students for classes but also foster a sense of belonging to the school community.

  2. Set Competitive Pricing: First, price out each item individually at retail value. Then, offer the package at a 10-20% discount. This discount incentivizes parents and students to invest in the package, recognizing the savings and convenience it offers.

  3. Present the Package Strategically: Introduce the package immediately after the enrollment is confirmed but before payment is processed. This timing leverages the commitment high and ensures the offer is seen as an integral part of the enrollment process.

Example Script for Presenting the New Student Package

"Thank you for enrolling in our 12-month program! Before we finalize everything, I’d like to mention our exclusive 'New Student Package.'

We've carefully selected some items you will need in the next several weeks as you begin your classes. 

This package includes a second uniform—which is very handy since you’ll be attending multiple classes each week and it saves you from daily laundry—a pair of gloves, our school T-shirt, some essential patches, and an equipment bag to keep everything organized.

We normally sell these items individually at retail price, but we offer our new students a special discount of 15% on the total package as a welcome gift to help you get started on the right foot. 

Here's a breakdown of what the package includes and the discounted price. Please take a look and let me know if you’d like to add this to your enrollment today."

Tips for Maximizing Acceptance of the Package

  • Emphasize Convenience and Value: Highlight how the package simplifies getting started and provides excellent value for money.
  • Tailor the Package: Consider the specific needs of your student demographic. For instance, younger children or intense training schedules might necessitate different items.
  • Be Transparent: Clearly explain the cost benefits of the package versus purchasing items separately.
  • Create Urgency: Mention that this special offer is only available at the time of enrollment, which encourages immediate decision-making.