Someone contacted you with interest, will they enroll? 4 easy ways to make sure they do.

Let’s be a potential Customer for a moment and call, text, e-mail or ping you on Social Media, and request information about your activities. 

How would your experience be? Would you end up enrolling?

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It all depends on how you or your staff answers the questions and explains that your activities are the best fit for the Customer. It is not enough to give responses that come to your mind instantly, you need to have a clear script to follow. 

But don’t worry if you do not have a process, we have assembled a list for you:

1. Respond fast to Student requests
When someone contacts you via text, e-mail, 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 Customer is not only contacting you. They are reaching out to other Art Businesses, and there is a high chance that the one responding the fastest will get their business.

RESPONSE TIME: 

• call – immediately during business hours
• text, e-mail, or social media – within 24 hours

2. Address their specific goal
You’re probably going to say that their specific goal should be to enroll if they like your activities. Sure, that is one goal. But depending who contacts you, their goal could be to enroll a sibling or sign up for a trial class as a first step. For each of their goals, you should have a scripted response, so you and your staff are on the same page for each scenario, which will get you closer to enrolling that Customer.     

SPECIFICS 

• for different goals have specific scripted responses
  

3. Make it about the customer
Quite often, Art Teachers communicate what it is important to them and not to the parent and student. Look at your sales/enrollment script, if you have one, that you use when you communicate with people: are you making it about them? Are you sharing with them what THEY will experience and learn when they come to your activities? Or, are you telling them  amazing your activities are from your perspective? The two approaches are often very different. You want to shift your conversation to "what’s in it for them".

CUSTOMERS

• address "what is in it for them" (not you)
  

4. Follow up
Follow up is a MUST. You may have someone “thinking about it” after you talked to them or taken a trial class. So, what is your next step? Do you have a precise follow-up system in place to ensure they don’t forget you? A mix of e-mails, calls, and texts are best. 

FOLLOW UP 

• always
  

What to do next:
Go through the list above: do you do all 4 things?  If not, add what is missing to convert the most inquiries into enrollments when someone contacts you. 

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