The sale begins with your greeting. Every time you greet the child and their guardian you are selling yourself, your speed school and the Parisi program. When you first greet a parent, introduce yourself and show them where the class will be held. Naturally, at this point you will also guide them towards your front desk if other intake forms need to be completed. During this process you should also lower yourself to the level of the pee wee (their height) to say hello. This is a great time to start building a relationship with your new pee wee. Ask the new pee wee simple questions or compliment their shirt. This is particularly easy when a child is wearing a shirt with a character. You can make a comment about the character like : I love Spiderman too. Is Spiderman your favorite? Or, perhaps make a comment referencing their shirt like : I have other students that go to Clementine Preschool. Or, Are the Chicago Bears your favorite team?
During this time, use eye contact, positive body language and display a professional appearance (hair, clothes, etc..). As your interaction continues you will find all of these behaviors elevate your presence, so the guardian and athlete understand they are receiving an expert opinion.
This portion of the sale could happen during the initial point of contact or presale, the day of the first class or if the family was a walk-in. Whenever you are given the opportunity to provide details about the program it is important to ask the family questions. More information you can get about their goals, schedule and commitment, the more strategic your sales process will become. If this is happening after a pee wee has taken their first class, you should also reference moments in class to highlight program features.
Consider the space you are presenting in so as to use the most appropriate methods pursuing your sale. It is ideal to have a combination of visual sales sheets to highlight program prices and options.
Closing the sale is the most important part of the process. The close is when you have to ask for their commitment to the program. If you believe in the Parisi program, and its ability to build their child’s overall athletic abilities it will be easy to ask for the financial commitment. Here are examples of ways to transition into the close of the sale. The goal is to have them purchase more than a drop-in fee.
“How many times per week were you thinking of coming?” The program that I would most recommend is the…” With pee wee aged children, is ideal to offer simple options. Remember that many children between 4 to 7 years of age have never taken any structured class. The number of classes available at your facility will determine whether you have both class cards and membership options. Evaluate your market to determine what the cost of your classes should be and how many options you should offer.
Everyone wants a better deal, or to understand if there are various options. Let people know what their choices are, but that the prices do not change.
Every sale should end on a positive note with a handshake and a smile. Even if the close does not end in the sale, the goodbye should be positive and encouraging leaving the door open for future possibilities. Schedule a follow up that reflects the information and feedback you received from the parent. While the ultimate goal is to enroll every child in a session package or membership, you might find that an athlete will return to your program through other short-term programs like clinics or camps. If you are ending your presentation with the sale, bring every client back to the front desk to finalize the paperwork.