Let’s be the student for a day and go through your enrollment process with fresh eyes and ears. Call, e-mail or contact your Art Studio via social media. Walk through the entire process from the initial inquiry to enrollment.
How was your experience? Would you sign up for a class?
To make sure you have solid enrollment process, so the answer is YES, answer these questions:
1. Do you respond fast to student enquiries?
When someone enquires via email or social media, how long does it take to respond? More than a day? It should be the same day if possible. If someone calls, do you have a live person answering the phone during business hours? You always should. Your prospective parent or student isn’t just contacting you – they are reaching out to all the Art Studios in your area. Guess who has the likely chance of getting the enrollment? The person who answers the phone or respond promptly to their messages!
2. Do you have a precise goal?
You’re probably going to say that your goal is to enroll a new student. Sure, that’s your overall objective, but every step in your enrollment process needs to have objectives tied to it. Depending who contacts you, the goal can be to get them into a trial class, enroll their siblings, offer a more advanced class, etc. Each situation should have its own objective – all of which get you closer to an enrollment.
3. Are you making it about the customer?
Quite often Art Studio Owners communicate what it is important to them and not for the student. Look at your sales/enrollment script that you use when you speak with people on the phone and when they come for their first class. Are you making it about them? Are you sharing with them how they will feel and what they will experience when they come to a class? Or, are you telling them all about how amazing the Art Studio is from your prospective? You want to shift your conversation to what’s in it for them/their child.
3. Do you follow up?
Follow up is a MUST. You may have someone attend a trial class or don’t come at all. So, what’s your next step? Do you have a precise follow up system in place to ensure they don’t forget you? A mix of emails, calls and texts are best.
Please reflect on these 4 questions.
Does any of them need improvement? If so, revisit what needs to be done.