On our way back from Disney World we made our way through the Orlando Airport toward the Southwest Airlines’ gates. While making the trek from security I saw several young men and women standing around wearing Chase Bank shirts. They were peddling Chase Southwest Rewards credit cards.
After Jamie and I got the kids settled to wait for take-off I went to grab some lunch for us. Again I passed the “Chase People.” Being curious I slowed down to observe their operation. Here’s how it worked…
They’d open with a question… A “Yes Question”
The question was…
“Hi, Are you flying Southwest today?” Since the crew set up shop right on the out-skirts of the Southwest gates I’d guess about 75% of the answers were “Yes, I’m flying southwest!”
This basically opened the door for them to begin their pitch to get you to apply for the card.
Personally I don’t care much for being “pitched” something on my way to catch a plane either, but when your mind is open- you spot tips everywhere!
Before we get back to the “Persuasion Lesson” there’s also a marketing lesson…
The Joint-Venture between Southwest and Chase was based on targeting existing Southwest customers first. The goal for Southwest is to get the card into the hands of folks who have already flown with them to increase consumption.
This is sorta like your upgrade program in a way. It only gets revealed to students that are already in your school for at least a month. Of course there is some pre-framing in the enrollment – just enough so the upgrade is not a surprise.
But back to persuasion…
The “Yes Momentum” is really powerful.
And if it is being used by Southwest and Chase in a busy airport on weary travelers you can bet your black belt it works on happy students who want to train for the long-haul.
So the lesson…
Make sure in all of your upgrade conferences your first few questions can all elicit positive responses.
If you don’t get positive responses to your first few questions you simply do not give the student an upgrade application.
But when the first upgrade conference goes well – you give them an application and about 95% of those will upgrade within a week or so.
For more tips and access to a really powerful upgrade system plus- some one on one help implementing your upgrade system get going with my Martial Arts Biz System Gold program for 45 Days.
Tis the season for upgrades and renewals!
PS- The Upgrade Application I developed a few years back was based on a sales letter that generated 7 figures in a different industry. When I began using it my upgrades took off.
PPS – This app and the system I’ve developed – produce a subtle “take-way factor.” I’ve heard many “martial arts goo-roos” talk about “the take-away” but none really delivered the goods – this application and system do it in a simple, subtle and ethical way.
You can get access to the application here…
But you’ll need to do the 45 day test drive here first…
Then, I’ll send you your user name and password.
This system is a “tool” you can deploy right away – nothing to learn really- just start using it and see results.