The thought of selling something makes you cringe? You are like most people.
But whether you are a Independent Art Teacher or a Fortune 500 CEO, selling is one of the things you need to do regularly to either keep your doors open or please shareholders.
Here is what to do:
#1. Change your mindset
Switch your mindset away from you and onto the student. Instead of focusing on yourself (“being pushy” or maybe rejected), think about the value you are giving to your students and the benefits that go way beyond your class: a lifelong love of creating and appreciating art, the “flow feeling” art-making creates, creative thinking, focus, structure and social interaction. Also think about the awesome progress each student makes during your activities.
#2. Start telling stories about your students
When a Customer (parent, student or venue manager) is deciding to sign-up, they have objections. So, they want to find a way to put their fear at ease and make an informed decision. Your role is to guide them into making that decision.
You probably noticed that many objections are similar. And you certainly have had students who were in similar situations and now are happily enrolled. Start bringing those examples up when you hear the same objections. Talk about them, tell their stories. By hearing about others in the same situation, your customers can relate and see how hiring you is a good decision.
The most general objections can be:
Here is how to do it:
1. Write down 5-10 general objections you’ve heard from your Customers. If you come up short, brainstorm with your team or existing customers.
2. Match every objection to a relevant story. If you worry about your students’ privacy, juts use first name, age, and activity.
Here are examples:
This is a very efficient sales technique that you can put in place right away. By changing your mindset and matching your students’ stories to every objection you will be prepared to put your customers at ease. It will make it simple for them to sign up or stay with your Art Studio.
And Voila! You’ve just become a great salesperson!
Here is the next thing to do:
Mark your calendar for brainstorming time: come up with 10-15 objections for each class and relevant stories from your Students. Match them together. Share the list to your staff and teachers so they are prepared too.
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