How to Improve Phone Results
Found in: Free Introductory Session
Jeffrey W. North Dakota
When people call and request printed information about SM, I usually give them a copy of the Curriculum Overview (they can also download it from the website), the SM History, Student Brochure, my own SM flyer, and a business card. I don’t get many call-backs, either. They call once, obtain the information, listen to my conversations explaining the difference between SM and everything else, sound really enthusiastic and pumped up about the program like it’s something they really want to do, and often don’t call back. What am I doing wrong?
Sheri R. California
When I began to do FIS’s my enrollment rate went way up. It is much better for them to meet you, get a feeling for who you are, hopefully have other people in the room too, which creates a different feeling about signing up (“well they’re all signing up, guess I will to”) kind of thing–although even doing a one-on-one FIS in person is way better than over the phone because they get to see the video, do the Ode to Joy demo, etc. There’s just too much missing over the phone. So I pretty much don’t answer questions over the phone anymore–just get them to come over! And don’t give up–if they miss a scheduled FIS, call back and invite them to another. If they can’t come to your scheduled one see if you can both come up with a convenient time and do a private FIS. I always call the day ahead to remind people and confirm they are coming. I recently signed up two sisters who I kept calling and their mom told me how grateful she was that I was persistent. I always ask people, if their schedules are currently too busy, “would you like me to call you again when I do another FIS”, or “shall I call you in a few months when things settle down” or whatever.
So when people call to inquire say something like “I’d like to invite you to
come to a free introductory session where I’ll talk about the results the method achieves and how we achieve those results. I’ll also give you a little background into how the method was created as well as give a demonstration. Of course, you’ll have an opportunity to ask questions as well.” (I’m pretty sure I got this conversation from the FIS video–which is very important to watch before you start doing them in my opinion.) If they think you don’t have time to spend 20 minutes on the phone with them because you’re getting so many calls and time-wise you can only do group FISs it sends a message that you have a busy studio–it doesn’t matter if that is true yet or not–just create that image because people gravitate towards success.
DO FISs–YOUR STUDIO WILL GROW IMMEDIATELY! GOOD LUCK!