The purpose of a service call is to follow up on a martial arts student after they have enrolled in a program. The service call will increase your retention, especially during those first couple of crucial months.
These calls help to iron out any potential concerns or misunderstanding from new students that they don't tell you at the school that can easily lead to students dropping out.
Do not neglect these calls, when you fill your bucket (with new students) its no good if you have lots of holes (students dropping out).
There are 3 purposes for making service calls, 1. retention and customer care, 2. ask for referrals and 3. pre-frame for upgrade.
1. How have you found your classes
2. Are you having any challenges we can help you with
3. Who would you like to bring along to your next class
1. How are your classes going Check consistency
2. What benefits have you gained
3. If trial passes not given out how can we help
4. Over the next couple of weeks we will be reviewing your progress and to see if it makes sense for you to set the goal of Black Belt Leader.
Its important as a martial arts teacher that you recognise the importance of literally wrapping new members up in cotton wool, and that selling doesn't stop once someone enrols.
In my experience keeping a long term customer is more about the follow up and after care than the actual sale itself. As a martial arts instructor you need to have the attitude that you are their to serve your students.
Lee Mainprize is a business and marketing expert visit http://www.MAinstructor.com for martial arts instructor resources.