Increase Your Referrals With These 3 Key Elements

As a business owner, I love referrals!  When students refer their friends and family it really reinforces that what I am doing is making a difference in their lives.

When a prospective student walks in to your school because they have been referred by one of your current students, the enrollment process is so much easier, wouldn’t you agree?  That person is ALREADY pre-sold! They know what to expect, what your tuition rate is and they want what you have to offer-all because one of your students is a raving fan.

So what are the keys to developing a business that drives referrals?

Here are three key elements you need:

1. Referrals Through Extraordinary Service

If there is one thing you can count on, it is this:  If your students are only “satisfied” with your level of service, they will not be telling people about you.  Go above and beyond when it comes to providing your students quality service.  Think about how you interact with current students and prospective students, then ask yourself what can you do, and do well, that will make people want to do business with you and refer  friends and family to you!

2. The Power of Asking

Many school owners just don’t ask for referrals.  Whether it’s due to embarrassment or just being uncomfortable asking for them, those owners lose out on a huge avenue of marketing their business.

If you hesitate to ask for referrals think about this- you are improving people’s lives through martial arts.  They are becoming more physically fit, developing higher levels of confidence and self-esteem, your students will want to help you, but only if you ask.


3. Give Appreciation for Referrals

If you want to receive continuous referrals, make sure you give proper thanks to those who refer business to you.
A phone call or a letter will go a long way in building great relations with your student’s and let them know how much you value and appreciate their efforts to send you their friends and family.

To help you get started here are 2 referral systems you can implement today.

1.    Tiered Referral Program
As a student refers more people to your business they receive bigger and better gifts.  I have enclosed a letter that you can mail to your students that outlines this program.

2.    Karate Bucks
Although this idea has been around for a while, I believe it is a solid method of rewarding your students for their referrals.  For every referral you can give out a $5, $10, or $25 Karate bucks that can be used towards Pro-Shop items or to pay for a test or to apply towards their tuition or however you would live to structure it.

And here is the letter template that I told you about!  Feel free to use it as is or change it up to suit your needs.


I have an offer you can’t refuse…  Well, you could but after reading this letter why would you want to?

Dear Main Street Karate students and Parents,

Ok, do I have your attention?  Are you ready to know what could possibly be so great about this offer?  I’ll get to that but not just yet!

This year, Main Street Karate has had two “Buddy Days”, class times where you can bring in a friend and share what you have been learning here.  While the days have been great, and I appreciate those of you who brought in your friends, I would like to “turn it up a notch”.  Why, you ask?  Simply, when you bring in a friend for one class, it’s a great way to introduce them to the academy but doesn’t always give them a good “picture” of all the great benefits they can get through the martial arts.  The benefits that I’m sure you have seen in yourself or your child.  Better concentration, balance and focus, getting stronger physically and mentally plus a more positive outlook.  Who do you know that could use those benefits?  Just about everybody, right?

Most of you know about our “VIP Referral Program”.  I’ve talked about it in the newsletters and it’s also in “The Ultimate Success Guide for Achieving Your Goals with Main Street Karate” (see me if you don’t have a copy).  The VIP referral program rewards students who refer friends and family members when they sign up to our academy.  Well, for the next 90 days, I’m going to change it up just a little…

Enclosed with this letter are five gift certificates for our academy.  It’s recommended that you give them to friends, friends of friends, family members, your banker, doctor, lawyer, accountant, teacher or their children!  Basically anyone that you think would enjoy training here with us!

Here’s how it works.  Simply write your name on each certificate.  Then, give them out to your friends and family.  The recipients may then come in and train at our academy for one month free of charge.

After their certificate expires, they’ll have the option of enrolling into one of our programs.  If they do, we’ll give you a point.  We’ll keep track of your score throughout the next 90 days and then assign you a prize based upon the number of students you get to join before July 31st, 2011.  Just look at some of the awesome gifts you can receive:

Students that enroll                Prize
1 student                $10 pro shop certificate
2 students                $25 pro shop certificate
3 students                $50 pro shop certificate
4 students                $100 pro shop certificate
5 students                Sparring gear (full set)
6 students                10 private lessons ($325 value)
7 students                6 free months of classes($600 value)
8 students                1 free year of classes ($1200 value)
9 students                1 free year of class + 12 private lessons ($1620 value)
10 students              2 free years of classes

Ok, make sure your names are on the gift certificates, make that list of people and Get ready, set, Go!!!

Thank you for your continued support.

Sincerely,

John Smith
Master Instructor

Did Sales Copywritting Die?

Is copywriting dead?

I’ve been thinking about this lately
because I haven’t written a traditional
salesletter in years.

Many of my copywriting friends haven’t
written any salesletters either.

Here’s what I HAVE been writing a lot of
in the past two years.

1. Video commercial for my programs scripts

2. Sales, Phone and Upgrade scripts

3. Special Promotion and event video scripts

Scripts, scripts, scripts and more
scripts.

Other than this post, I find
myself writing mostly scripts in my
business.

______________________________

Why Is This News Important For You?
_____________________________________

As a marketers of Martial Arts , things are a chang’in!

Now, more than ever, new modes of
marketing are becoming ever more
important.

Marketer’s are moving more and more
towards “Education-Based Marketing”
methods, which require different ways to
educate prospects.

Instead of the long form salesletters,
which repulse some people, marketers are
adopting educational messages that are
delivered in…

1. Special Reports

2. Blog Posts

3. Emails

4. Video messages

5. Facebook Posts

6. etc…

To create this type of marketing
material you need to be able to write
great copy that educates and softly
sells people on your offering.

You don’t have to be a rockstar
copywriter, you just need to follow a
simple formula.

_____________________________

Here’s the Secret Formula…
_____________________________

Okay, here’s the copywriting formula
I’ve used for years to write all my
Education-Based Marketing materials.

Step 1 – Call out to your target market
in your title

Step 2 – Talk about the importance and
benefits of your subject.

Step 3 – Point out some of the common
problems and struggles people experience
trying to achieve those benefits.

Step 4 – Make it worse by explaining the
consequences of these problems.

Step 5 – Introduce the solution.

Step 6 – Give a case study or story
about how the solution solved the
problems.

Step 7 – Explain why the solution is so
powerful and different.

Step 8 – Explain the painstaking steps
to implement the solution.

Step 9 – Introduce your product or
service that eliminates those
painstaking steps and achieves the
benefits of the solution.

Step 10 – Explain the specific benefits
of your product.

Step 11 – Give a few case studies of how
people have successfully used your
product.

Step 12 – Tell the audience what the
next step is that they should take
(whether that’s to buy something or to
contact you.)

Step 13 – Explain to people the cost and
consequences of doing nothing to solve
the problem.

Step 14 – Reiterate the next step.

Whew! Okay, that’s the formula. It seems
kind of involved, but it’s really quite
simple when you follow it.

I would print out these steps and post them by your workstation.

If you want more MOJO when you craft
messages in emails, posts, video scripts
and so on.

Regular Price $97 – Today’s SOS Special $19

Get the TRIGGERS course! Click Here

_______________________________

Here’s a Condensed Formula (in case your skimming)
_______________________________

A condensed version could just be giving
a few case studies using the P-S-R-O
Formula.

P – Problem (Explain the problem)
S – Solution (Give the solution)
R – Results (State the results)
O – Offer (Make the offer)

I’ve used the PSRO Formula in a LOT of my
marketing materials with great success.

______________________________

Born Again – Copywritting – The Next Generation
______________________________

With the rise of Education-Based
Marketing there seems to be a rebirth of
copywriting.

The old, in-your-face, hype-filled copy
is going away and new educational copy
is replacing it.

I think it’s a welcome and refreshing
change.

If you want SUPER MOJO when you craft
messages in emails, posts, video scripts
that attracts peoples to you and get’s their
attention and makes them want to follow
you.

Learn…

How to use Triggers to influence Decision Making

Regular Price $97 – Today’s SOS Special $19

Get the TRIGGERS course! Click Here

Academic Excellence, Martial Arts Discipline and The Khan Academy

Tools For Retention Spotlights The Khan Academy by Paul Keller Helping students achieve better focus and consequently better grades is one of the  great benefits of martial arts training.   It is important that parents make the link between martial arts training and the added value to them and to their children.  Your martial arts […]

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Conversion Code Webinar Replay

Hey Guys, Let me explain – Had some serious weather here on Friday and Part of  Saturday that knocked out the internet till now (one of the only down falls living in the country – but it is nice and quiet). The funny part is that i sat there both times and did the webinar […]

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Conversion Code Part 3

Hey School Owners, In this next video, were going to talk about some of the crucial groups & Stages that you should be communicating with on a regular basis that will attract: New Enrollments Reactivate Past Students Convert missed Leads & Prospects Referral Partners and More… WATCH THE VIDEO! Remember, the goal is to get […]

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