Water Slides and growing your martial arts business
Yesterday Jamie and I took the girls to the Whale’s Tale water park up in the While Mountain region of the “Live Free or Die State.” It’s about a 40 minute drive north from where we live in the Lakes Region.
Julia is five (a big five). – She’s about 47 inches (just tall enough to slide on the big slides). Rissa is four ( a normal size four) so there are few slides she can’t go on.
Jamie and I wanted the girls to push their limits and expand their comfort zones. We all had a blast because Rissa went on every slide she was allowed to by the rules. Julia went on every side in the place except one with a drop into about 8 feet of water. (No big deal, we’ll do that one next year).
Get Sliding
Once the girls got over their initial hesitation and got some “small successes” under their belts there was really no stopping them. The momentum just kept on going. Julia didn’t even want to stop for lunch or a snack.
Marketing your school to make it more successful, bring in more students and keep more of your current ones is the same way.
It’s no fun just sliding on the kiddie slides.
If you’re not currently 100% thrilled with the results you’re getting from your school you might want to start doing some new, fun and different things to bring in students.
Couple ideas for you…
Special Event Attendance Fading? There are funny and odd holidays that tie in perfectly to special events. When you use these the right way students find it hard to resist showing up
Having trouble getting in to local schools and organizations? A different approach that makes you almost irresistible and not “commercial” will work wonders.
Ever see some local business on TV (or worse, your competitor) and know it should be you too? Just give the media a fun segment idea and they’ll be more likely to book you.
Print Marketing not paying off? A few shifts of wording, offers and principles to stand out can really boost your response.
Website just sitting there? Adding compelling opt-in offers and “bribes” to visitors to take the next step will cure a website that’s not producing.
The fact is once you start sliding in the direction of adding a few more things to your schools marketing, and more importantly, improving what you’re already doing, your school will grow faster and you’ll have fun in the process.
For a ton of proven ways to grow your school this fall, including…
- Special Events to bring in referrals
- Community Involvement that’s a win-win
- and Other forms of Marketing that make the phone ring
Slide on down and try our Martial Arts Business System Gold for Just a Buck… You won’t get wet, but it’ll be fun. Here’s the link… Press Below…
Martial Arts Business System Gold Trial Program for Just $1
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Street Smart Email Secrets to Build Your Martial Arts Business
Below are my good friend, and email marketing wiz-kid, Ben Settle’s answers to your most important questions about email marketing.
Take a few minutes and really dig into this because after you’re done you’ll be so much clearer about the best ways to use email marketing to build your martial arts business.
OK– Here goes… questions generated from the folks on our email list with a little paraphrasing by me… After each question — Ben’s answers are below.
Sit back, relax – but read it all and pay close attention…
Q: Who are the best people to send emails to?
The only people you should ever send an email to are those who have opted-in to get them. In other words, someone has been to your site, willingly gave you their name and email address and opted-in to receive your emails.
You should use a reputable auto-responder company for this and there are many to choose from.
The best way to get people eagerly opting in is to offer them some sort of “bribe” for doing so. For example, if you own a martial arts school, you could put an opt-in form on your website that says you will give them a free video lesson (or something you know they want) in exchange for them giving you their name and email.
I also think you should tell them on that opt-in form how often you plan to send them emails.
On my own site, for example, I send out daily emails.
So I say on the opt-in form I want to send them a DAILY tip.
If you send an email bi-monthly, or 3 times per week or whatever it is… tell them on the form and in the “welcome” email they get right after signing up.
Q: How often do I send emails?
Daily (yes, daily!) is best if you do them correctly.
If you want to establish yourself as not only an expert, but a LEADER, in your particular industry, and you don’t have something (even something short, 100 words or so) to say every day, people unconsciously wonder if you’re the expert or leader you say you are.
This is especially true if you have a competitor who is contacting them more often than you are.
If you cannot swing daily, do what you can.
At the bear minimum send a weekly email (and work your way towards doing daily emails).
Q: Where do I draw the line between trying to sell my classes and not coming off as spam?
The thing to keep in mind is everyone else out there (for the most part) is doing email wrong.
Most people:
1.) Hard pitch in every single email
2.) Only email their list when they have something to sell.
That’s no good.
That’s a great way to lose subscribers and get ignored by those who stay on board (or end up in their spam folder).
Instead, think of it like talk radio.
In fact, the great email marketer Matt Furey said it best when he said email is more like talk radio than “writing.” I will even take it a step further and say email is nothing more than “talk radio on glass.”
You are a personality.
Someone with something interesting and relevant to say each day.
Yes, you will pitch something in each email.
Just like talk radio shows pitch commercials during breaks.
But the entire email is NOT a pitch.
You are having a conversation with your list about something you are both interested in. Tie that conversation into a reason to go to your link. A good soft pitch at the end (or wherever it is relevant in the email) is fine and perfectly acceptable. Sometimes you can even be more aggressive, but remember:
If all Rush Limbaugh did was pitch for 3 hours, nobody would listen.
But if he didn’t pitch, he wouldn’t be able to afford to be on the air at all.
So you have to have that balance.
Be interesting, useful and have something valuable to share.
And always, always always… be FUN.
That way, people eagerly “tune in” to you each time, and you’re not an imposition on them, you’re a highlight of their day.
Q: Should I email my students more than my non-students?
Here’s how I would suggest doing it.
It’s not necessarily the “best” way, and it’s not the only way. But it does work well. And that is, mail your main list regularly. This would be students and non-students (do not remove students from this list just because they sign up).
Even if students are reading it, it’s okay if you plug your classes.
It will reinforce why they should be with you anyway.
And each time the non-students will be that much closer to wanting to pull the trigger and take the next step.
For students, you can email them, too, but I tend to only mail them special upsell offers (and not very frequently). In my opinion, you should use email to get them in the door, then DIRECT MAIL to upsell other offers to them once they are students.
You can use email, too.
But I would not go crazy with it, necessarily.
Especially if you do not have a lot of time to play with.
Again, this is not the only way, but it is a profitable way to do it.
Q: While running my school, I find it hard to get time to sit down and do emails, but I want to do this more – any ideas on that?
Yes, I want you to give yourself permission NOT to do anything.
Remove the pressure.
Yes, you WANT to do an email each day, but if you don’t it’s not the end of the world. Think like an athlete before a big event. The smart ones are not tensed up and freaking out — they are “athletically ready.”
They are ready to play, but still loose.
That’s how to do writing, too.
Make a time to sit down every day and do emails, and give yourself permission to do nothing. Maybe say, “I’m going to write one sentence” (small goals). Many times this leads to another idea… and another… and you’re off to the races.
Also, remember this Dan Kennedy saying:
“Money is attracted to speed.”
You don’t need to spend a lot of time on an email.
In fact, you shouldn’t!
15 or 20 minutes is fine.
Chances are you are not going to make many more (or any more) sales spending 3 hours on an email than if you just get one out fast.
Remember, it’s talk radio.
Just tell a story, or make a check list of stuff they should know, or do some questions and answers. Then give a soft plug (with a “reason why”) they should check out your school.
It’s really no more complicated than that.
Q: If I start using email more- what can I expect in terms of increased numbers of new students?
It depends on who you are, your market, what you are offering and a whole host of other components. However, if you do a daily email the right way, you should see an increase in sales fairly quickly. (You will also have a short term surge in unsubscribes and probably spam complaints — that will cease however, when the people who are not truly interested are all off your list).
It’s different for everyone, though.
The key is to show up every day and DO it.
That’s 99% of the battle right there.
Q: I have kids in my classes but I have to email their parents, does this fact make it different for me?
Not at all, always talk to your audience — their wants, needs, fears, desires, etc.
Find out what those parents want and each day demonstrate how you can give it to them.
Q: Should I use Facebook messages for this?
No.
Social media is a different animal, and your FaceBook friends did not opt in or befriend you to be pitched. You CAN use FaceBook notes, though. In fact, there is nothing wrong with putting your emails on a blog, and having that blog automatically feed into your FaceBook notes (see FaceBook’s help desk for details on how to do this.)
Q: Sometimes when i send emails to my members they don’t open them, how can i improve that?
There will always be people who won’t open your emails.
Just like not every Rush Limbaugh fan (going back to talk radio) listens to all 3 hours of his show every day.
That’s why you want to email often.
Sometimes it may take 2 months for someone to make a decision to buy, and it was email #6 that got their attention, but email 35 that closed the sale.
You just never know.
Just keep showing up every day in a fun, interesting and exciting way and people will start looking forward to opening your emails.
Q: How long should emails be?
Emails should be like a woman’s skirt:
Short enough to get attention, but long enough to cover the details.
I think 250 words is ideal, but my personal preference is to keep them under 400 words. But longer ones can work, too. It all depends on what you have to say. I would suggest not worrying too much about it. Just get in there, say what you have to say, and get out.
If you can do that in 100 words — fine.
If it’s 1,000 words (which I do occasionally) that’s fine, too.
But you should always respect your list’s time.
So don’t be long winded, get to the point and show up again the next day.
That’s how the money is made in email
A note from Ben…
“If you’d like to learn my entire email system, and get a substantial discount (for a limited time) as a friend of Mike Dolpies, go to:”
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the story of how I stumbled across and amazing martial arts marketing guarantee
Last night I interviewed my good friend and email marketing wiz Ben Settle.
Even though the interview was all about email marketing for schools I stumbled across some pure gold talking to him. I’ll explain in a second…
On the itnerview we covered…
How to get started with email marketing– tips for getting new students via email – how to really utilize auto-responders and most importantly how to “Stick Out Like a Sore Thumb” in your prospect’s in box and a bunch of other fun stuff.
Believe me, I’ve interviewed Ben 3 times for our program and he’s the only guest who has ever been invited back 3 times – so take my word for it when I tell you he know his **ish (and he makes it fun too).
The recording will be posted to our Martial Arts Business System Member area within the next couple of days.
But it’s funny because while the session was mainly about email marketing – Ben knocked it out of the park when he gave us (in my opinion) one of greatest guarantees I have ever heard for a martial arts school.
Now, I’ve been around the block…
I’ve heard all the guarantees before and they suck compared to the one Ben gave us.
These are the one’s we’ve all heard…
“The Gold Belt Guarantee” – that is…
“If by the time you reach gold belt you are not absolutelyy blown away by the benefits you’ve received from our program we will cancel your membership, yada, yada” – Something like that.
Then- … “The 30 Day Guarantee”
“Get started on our program – if at the end of 30 days you are not satisfied, we’ll cancel your membership and give you a refund.”
There are more of course, but I can tell you the one guarantee Ben and I discussed trumps them all.
Since it was so good I decided to take an hour or so today and smooth out the rough edges so schools can begin using it if they want to.
For our members we send out a member only email update about 3 to 4 days per week.
So in tomorrow’s member only update I’m gonna send out the guarantee.
I’m also re-working my own Martial Arts Business System Gold guarantee based on this one too.
Right now – my guarantee is OK – It’s…
“try the program for 30 days for just a buck with no strings – on day 25 we’ll send you an email reminding you you’re coming to the end of the trial. If at that time you really don’t feel this program can dramatically help you – simply press reply and you’re out.
That’s OK- but could be better.
Anyway – if you want access to our member only program and a ton of stuff to make your school more fun, help you recruit more new students and add some smackeroos to the bottom line here’s where you can go…
Activate Your Trial Program
Talk to you soon,
Mike D. (Martial Arts Business System and Martial Arts Business Websites)
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How a Jealous Martial Arts Business Owner Ruined a Good Enrollment
Jealousy – it’s a powerful force. for sure!!
I haven’t shared this story with anyone, but for some reason it popped back into my head the other day.
It’s a pretty sad story about how a jealous martial arts business owner ruined a perfectly good enrollment for me.
The best part is there are a few key take-aways you can use
Take a Listen…
Here’s where to get started for just a dollar for 30 Full Days. No Obligation. But be warned– you will get hooked…Here’s where to get started for just a dollar for 30 Full Days. No Obligation. But be warned– you will get hooked…
Click Here to Go to Our Secure Action Page
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A simple way to grow your martial arts business
If you’re OK to check email, you can use this to grow your martial arts business – it’s that easy.
Something really simple today.
Just want to show how easy something is to use for your school.
In fact…
- If you can check email
- Use a laptop or desktop computer
- And have an open mind
You can use this to
- Keep yourself on track
- Get a steady flow of new students each month
- Retain more of your existing students
- Have a really simple and no pressure upgrade program
- Add a few more “smackaroos” to your tuition collected each month.
Watch the 5 minute video…
Click Here to Go to Our Secure Action Page
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Matching Your Martial Arts Business Marketing
Real quick reminder and maybe a martial arts business marketing tip at the same time…
As you’re doing your back to school and fall marketing stuff for your school – be sure you get your web martketing congruent.
Here’s what I mean…
When you do stuff in the “real world” – ads — fliers— direct mail– whatever…
DON’T put your main website on the materials.
Why?– confusion.
Send your prospects to a “special page” that matches your marketing.
I put a quick video together to show you.
For a complimentary CD…
“7 Ways to Recruit and Retain More Students Using The Power of The Internet”
visit…
MartialArtsBusinessWebsites.com/cd
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Your Martial Arts Business Phone Script Might Be Costing You Students
For years it’s been ingrained in our heads…
“The only purpose of your phone script is to book the caller for an intro or trial lesson.”
“You’ve done your job on the phone if you book the intro.”
“Once that intro is booked you’re on your way to getting a new student.”
This is a bunch of garbage that’s costing you new students!
Once upon a time I thought the same BS things. Even worse, I began to train my staff on this baloney.
It worked too – the staff was booking intro lessons with 97% of the people they talked with.
Pat yourself on the back, Mike! NOT Really!
Why? Because the “show ratios” – the number people who actually showed up for their intro lessons was dismal still.
It wasn’t until I stumbled across the “Real Purpose” of the phone script that things turned around.
Ya ready?
It’s “booking a SOLID intro lesson”- that’s the real purpose of your phone script.
It’s those solid intro appointments that shoot your show ratios through the roof. Those high show ratios translate to more new students.
Yes – questions are still king on the phone – but this goes beyond the traditional…
“How did your hear about us?” and “Who is it for?”
Digging deep into “Why” someone wants to train is key. There are some questions you can ask that, when phrased properly, make the caller feel special. Someone who feels special is more likely to show up.
Then, there’s the silent killer…
The whole dancing around the price issue— the truth is – for the most part– giving the price over the phone will hurt your show ratios and so will dancing around it – you can’t win with either strategy.
You need to bring your call to an end with a powerful “ending statement.” This ending statement naturally brings the call to closure in the prospects mind. It also leads them to the next step, which is to show up.
So take a hard look (and listen) to your phone script – because a few small improvements might make all the difference in the world here.
I thought of this because recently I helped one of our martial arts business system clients tweak one of his phone scripts.
It made me realize that even the most savvy school owners still need some help with the phone.
That’s why I got permission from him to share this updated script with our other members this week.
For a Complimentary CD -
“5 Reasons Why Schools Fail &
5 Reasons for Massive Success”
Grab your best gi and head over to…
MartialArtsBusinessSystem.com/cd
fill out the info and we’ll mail it to you.
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You May Not Be A Martial Arts Expert
This one’s gonna turn some heads and maybe offend some so pay attention please…
Let me explain – Experts always have something to say…
If you’re not out there talking about how your program helps kids and families be more successful
If you’re not commenting on the latest mixed martial arts legislation -
if you’re not saying something about how to keep women in your community safe from predators -
about how to keep kids safe from strangers -
about how to stay fit and healthy for life -
about how kids can stand up to bullies without fighting…
If you’re not stepping up to the plate -if you’re not out there – YOU ARE NOT AN EXPERT!
OH- yea– you may really BE an EXPERT! – you might be the
most credible school owner in your area – BUT if you’re not
“Out There” no body’s gonna know! and no one’s gonna care!
So how do you get out there?
You can start with your own students -
Then you move to crafting powerful marketing messages that hit the hot bottons of your best prospects,
(this is not really about placing “ads” so don’t get the wrong idea- but you will at times cross the line between “marketer” and “expert”- don’t worry it’s a good thing.)
Then – you move to the media.
My long time client and Business System Platinum member, Alan Condon, is a wiz at doing this.
You must give editors good story ideas and producers good segment ideas.
The best tip I can give you is just “have something to say and start saying it.”
Don’t forget to Request my Complimentary CD…
The 5 Reasons Why Schools Fail & The 5 Reasons for Massive Success…
Fill in your info and we’ll send it to you! No strings attached!
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Martial Arts Birthdays for Adults
I’ll touch on the Birthdays for grown-ups in a sec…
But first…
It’s always a good idea to look outside of our tiny little industry for ideas.
While scanning the Wall Street Journal (something I do everyday) I noticed a headline…
“At Restaurants, Perks Go Beyond the Coffee”
Cute? I guess.
But the article, which I’ll summarize for you, was about how big restaurant chains were getting “creative” to offer their customers more of an “experience.”
What caught my eye was how a bunch of them were using “Club” programs…
For example…
Club members at Outback can build up points to win Country Singer, Tim McGraw memorabilia
This is an interesting one…
Members of TGI Friday’s club get to sample new items before they hit the “public menu.”
Don’t forget these guys…
Starbucks gave members of their gold level a chance to buy an extremely rare coffee from the Galapagos Islands.
And there were more examples, but I’ll stop there.
sounds like Black Belt Club to me?
So the question– what can you do for your basic, BBC or Leadership members?
In the past we knocked off the restaurant industry by getting target lists of adults whose birthdays were coming up.
No – we did not offer them a Martial Arts Birthday party!
But we did send them letters close to their special day with a “gift” to give themselves – martial arts classes!
Highly targeted? Yes indeed! The letter samples are in our Member Library. More info on that here…
Martial Arts Business System Gold Info– Click Here
Just keep testing, tweaking and keep taking action on marketing ideas to grow your martial arts business!
We’re always testing, tweaking and perfecting different ways to bring in new students so we can pass the info onto our members. We just completed our Member Only call for August. All about Early Fall Marketing and the complete game-plan we have to go with it. Plus we discussed an emerging trend that you don’t want to be UN-aware of.
Anyway– this link’s got all the info if you wanta check it out…
Martial Arts Business System Gold Info– Click Here
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6 Martial Arts Marketing Magic Bullets
Whether you’d look at these 6 as “Magic Bullets” or not – the truth is when you work them – they work like magic.
Take a look below and then let all of your marketing flow from these 6.
(as side note – some of you may get another email from me out-lining these 6 in more detail)
anyway– here they are…
If you do several variations of these 6 each month you can’t help but bring in a steady flow of new students…
When you look at your schools new student marketing engine the more “cylinders” you have powering it the faster you’ll reach your goals.
Here are the 6 cylinders…
1- Lead generating internal special events. Nothing you haven’t heard before I’m sure but there are ways to make these pump out referrals every time
2- Lead generating external special events totally focused on “non-members.” Just remember, educational, and fun.
3- Direct Mail to your own accumulated list and a “cold farming list.”
4- Internet Marketing
5- Publicity – Key thing to remember: No, you don’t need some PR firm.
6- Other forms of print. This still works in the right publications.
Every time we produce our marketing plans and the ones we share with our Martial Arts Business System Gold members we always have muti-prong approaches to hit all these angles.
What’ll bring you in a constant flow of students each month is 2 things…
doing a bunch of this stuff and 2.. doing it right.
“5 Reasons Why Schools Fail – And The 5 Reasons for Massive Success”
I send it to you – I pay shipping, no Credit Card info Changes Hands-
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