Simpedia

Darla H. Kansas

When I started teaching SM a year and a half ago, I had 10 students transition with me and soon added six more to that without doing FIS’s. I talked to everyone on the phone and then tried to include some of the other information in our Foundation Session. Since then, I have begun to do an FIS for every family before I allow them to begin lessons. I felt that many of the students I began with didn’t understand enough about SM and it was hard to get everything packed into lesson times. Now, when I have someone call me and say they want to begin lessons, I insist on them attending an FIS (which because of my space I always do for just one or two families at a time.) I have found that the FIS is invaluable in getting everyone clear about what SM is about before they begin, and have an easier time with getting them to understand and agree to everything laid out in the foundation session then. (And every family has had a very positive reaction to the Testimonial video.)

Nicole O.

First of all, congratulations! You’ve got a great number of students to work with here! I agree with you about not discussing your rates with your friend over Facebook. But I would invite her to an FIS via Facebook to answer any and all of her questions. You could practice doing one with her.

For your new students who have not been to an FIS. I encourage you to reconsider starting them until you have them attend one. The FIS is designed to give a complete overview of what the program is and what it’s about, it includes such wonderful components (the difference between traditional and SM, the testimonial video, the rhythm demonstration, the songs, etc) that if you don’t do one, their expectations may not be in line with what the program is about.

Deborah M.

I never discuss price through email medium until first I have established a relationship. It’s very important to establish this and then create value for the program and YOU through sharing (preferably live) before price is given – if possible. Use the “Talking To People” section of Teacher Training Materials. Sticker shock can easily occur if the features and extraordinary benefits of this program are not communicated. Plus, it’s useful to convey the distinction of why SM is completely different than traditional. I really sell that my price is clearly dictated by fast RESULTS students receive from this program – that cannot be experienced in traditional lessons. Upon the call itself, it’s important that you find out – what is MOST important to them in learning piano? Normally there are several things people want. It’s good to uncover those if you can. Once you discover those – then you can focus the SM benefits around those desires to ensure they will be fulfilled. I mean really – if we can identify what they really want – and clearly establish that this program can fulfill those areas – what else would be stopping them from signing up today?

Might I suggest that you write something like – –
“Great, I’d love to share more about SM, who I am and what my tuition fees are. Please take the time to read the curriculum overview (provide link OR PDF) and then let me know what time would be good for me to contact you”.

This way Terah, you’d get a phone number… hopefully. If the prospect is reluctant in providing you this – then offer a few good times for them to call YOU. Ideally you want to get their contact info – and set up the call. This will allow them to carve out a designated time slot – JUST for YOU. It’s important to try and have a captive audience – one that isn’t trying to rush off the phone because it’s not the best time to talk. Also indicate just how much time you’ll need. On first time intro calls – I say generally 10 to 20 minutes. Once I have them on the line – I’ll make sure to end the call inviting them to the next FIS. Actually – that is a requirement before I agree to sign anyone up.

If they push it – you can be straight and say – “I don’t discuss fees online – but if you’d like for me to contact you, or you me – I’d be happy to give you as much information as you’d like.” Rarely a sale will be made if you just give price. And it’s hard for people to really absorb the subtle nuances that you can create by being excited either on the phone or live.

Remember- teacher to teacher they will be learning the exact same curriculum. So they are not only buying the program…. but they are also buying YOU and your unique approach to BEING with people along with teaching. They are also buying your studio policies, discounts or incentive programs. All of these are factors! What’s most important however, is that it’s the RIGHT fit (price, environment, teacher personality, student/teacher vibe, agreement to respect unique studio policy) for everyone.