Sales & Marketing
Sales & Marketing
10 Steps to turn inquiries into enrollments
Your Art Studio is awesome and you get lots of calls and e-mails about your classes. But those inquiries are not turning into enrollments. What to do?
Follow these 10 Steps to make sure the parents and students remember your Art Studio and enroll:
1. Take the request and Book a Free Class
Whenever you receive an email or phone call you want to thank the parent or student, listen to them and explain why your Art Studio is the place for them (not why you think it is so amazing). Then offer them a free class. Also, add their contact to your future student database for marketing.
2. Email the Free Class Confirmation
As soon as you book the new student into the class, be sure you send a confirmation email to the parent or student with everything they need to know along with some of your commonly asked questions so they know exactly what to expect. Invite them to come in 15 minutes early so you can explain more about your Art Studio and answer their questions
3. 24 Hour “See You Soon” SMS
24 hours before their trial class, you should send an SMS with the class details, address, phone number and have them text you back Y to confirm or call you to reschedule. This is a hugely important part of the enrollment process. If they are not coming you will want to know and more importantly, you will want to reschedule them for the next available class.
4. Pre-Class Chat
You or your staff will be expecting the family for their class, so make sure you already know their name and greet them warmly when they come to your Art Studio. Then have a 15-minute pre-class chat with the family where you can assess their needs and provide them more information about why your Art Studio is a great fit for them. Then walk the student into class and introduce them to the teacher. Write down their questions, concerns and feedback for your database.
5. Homework - Stick Strategy
Make sure you leave the students with something to work on. It may be a technique they mastered in class or maybe it’s watching an online video to practice what they have learned.
6. After Class - Ask for the sale
This is where too many Art Studio Owners drop the ball and let the student and parent leave without asking for the enrollment. Have a conversation about how things went in class and ask them to enroll…. You can simply ask. “So, what shall we get you enrolled in… the painting class you just tried out and maybe a drawing class?” Don’t be afraid to ask for the sale.
7. 24-hour Call
At the end of their time at your studio, you would have let them know that you or your office staff will be in touch over the next day to answer any of their questions. You give them a call in 1-2 days and check in to see where they are at. At this point, you may want to offer an incentive like 50% off the enrollment fee or something similar with an expiration date. The idea is that you encourage them to put all their cards on the table so you can answer any objections and know where they stand.
8. 4 Days Later - Email
Send an email after 4 days simply stating your offer to them again, reminding them it’s expiring and that you would love to see them join your Art Studio family. Make this personal and speak directly to them. By know you now their objections and can address them.
9. 7 Days Later - Phone Call
This is your last shot for now. Call the parent or student and check in with them. Let them know that you appreciate that life is busy but you just wanted to see if they had made a decision about enrolling in for a class. If their answer is not now (never treat a “no” as never) then add them to your “trial but not enrolled” database so you can continue to keep in touch and stay on top of their mind.
10. Keep in Touch
Be sure you send them an email within the next 30 days. It could be a newsletter, birthday email, class offer or similar, but remember that them saying “no” doesn’t mean it’s no forever. Besides, keeping on top of their mind means you may even receive referrals from them!
You think these are too pushy? If you focus on thier needs and answer their questions, they will see the value that you offer...and enroll.
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