When someone comes in the doors of your martial arts school, make sure that you get it done, and you close the deal.
In this episode of the Martial Arts Business Podcast, Gordon discusses the importance of selling and closing deals so that you can make more money. Selling is serving. When your martial arts school is sustainable enough, you could offer more services to more students. Discover today some tips on how to attract people to avail your courses and not push them away. If someone’s interested in taking your classes, selling t...
When someone comes in the doors of your martial arts school, make sure that you get it done, and you close the deal.
In this episode of the Martial Arts Business Podcast, Gordon discusses the importance of selling and closing deals so that you can make more money. Selling is serving. When your martial arts school is sustainable enough, you could offer more services to more students. Discover today some tips on how to attract people to avail your courses and not push them away. If someone’s interested in taking your classes, selling them the best you’ve got. He reveals what he does to increase the number of students that come in his school so make sure to tune in.
KEY TAKEAWAYS
- Gordon, like most, also feared to learn about selling. There’s the fear of rejection so we tend to push people away before they even know what they could avail and benefit from.
- Making money in your martial arts school so you can reinvest them on new and improved services that you offer each time. At some point, he realised he was giving too much free stuff away in his martial arts school – he was giving too many free lessons and was not sustaining the school anymore.
- Learn the art of closing people. Don’t let people who you sell to make excuses or change their mind. Be consistent and emphasise how much value they’ll get.
- As a leader of your school, you have to teach your staff how to interact and sell to those who come in.
Tips on how to attract and not push people away:
- Use great questions. Once you meet and greet them, build a rapport. Ask questions about their interests and their kids’ interests.
- When you offer your flexible packages, listen to what they have to say and then hand over a pen to suggest that they sign the papers and close the deal. Offer to make the measurements of the student’s suit early on.
- When you do this, you don’t let them think twice.
- Don’t create time gaps. Get in the flow.
- (1) You need to assume that they’re going to join your school. (2) You need to have faith in your products and services. (3) When it comes to closing the deal, just be confident. When you’re confident, they will follow.
BEST MOMENTS
- “Teach what you want to teach but understanding the skill of sales is very important.”
- “You can learn to be great at sales while serving other human beings.”
- “You need to assume, and have faith in your product and what you charge. You must be confident that they’re going to avail it because it’s good value.”
- “The more you practice, the better you get.”
ABOUT THE HOST
Gordon Burcham is a best-selling author, 3 x World martial arts champion and award-winning Martial arts school owner. He has helped 1000s of Martial arts schools grow and has over 20 years of experience running martial arts schools.
Gordon has been training, teaching, and working in the Martial Arts industry for nearly twenty-five years. After earning his first black belt, he went on to win three consecutive World Titles against guys half his age. In 1998, in the midst of his competitive career, he launched his own dojo which still runs today. After retiring from the competitions, he decided to focus more on helping others in the MA business while still running his club.
Burcham has trained with industry giants like Alfie Lewis and developed his street-smart business attitude working with top business coaches. He is now considered one of the foremost authorities on peak performance in the business side of the MA industry. He has proven his techniques work through the transformation in his own personal life, athletic career, and business as well as those of his coaching clients. Burcham teaches that success is the result of forming good habits and moving forward.
He is a real-life success story going from bullied school kid to earning multiple world titles, and his MA school is currently one of the most successful in the UK. Gordon loves self-development and helping others, enjoys travel and family time. He is now learning how to fly planes and pursuing a speaking career!
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