any advice on what to talk about during 2,4,6 calls?

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Permalink Reply by Jon Malach on October 28, 2009 at 10:27am

What a great question and discussion topic. It seems we all have no problem saying "yeah I do my 2/4/6 calls" but when asked what it is we do and say during the completion of the task, we get quiet or it takes us forever to explain it.

The majority of my calls were to teens and adults as well, so hopefully this will hit close to home for you.

For the call 2 I don't have a formula that is detailed down to a specific script that all must read in verbatum. Instead a bullet point of discussion items I want to be sure are covered during the call, with a few catch phrases that serve as transitions to get me into to those topics if the conversation is not going there on its own.

My bullet point list of discussion items I want to cover during the call:

1) Determine what the early quit factors may be by checking in on each casually:
- How is the class schedule for them? If they mention any issues, have a recommendation for classes they can take as make-up's handy.
- Did they experience any muscle stiffness or any general soreness after classes? Did they embrace it as part of the transition their body is making, or are they unhappy about feeling stiff? Either way drill in to what/where the pains are and recommend ways to minimize it (make it a "almost everyone feels that way in the beginning chat and have them embrace the stiffness as part of the path to a stronger body).
- How is the class dynamics for them? Have they met anyone they might train with outside of class during open training times yet? (invite them to come to the open training and inform them when those times are)


2) Check their enthusiasm level and push it up one notch.

- Have they memorized the student creed yet? (great way to check if they are into it or not)
- If there is a Martial Arts event on TV coming up ask them if they know about it and plan to watch it. If nothing is coming up, have a an email ready with youtube links to appropriate videos and ask if they'd like you to forward it to them (template the email but make this seem personal).
- If you give stripes out, let them know they are close to getting their first stripe, if they already got it by the time of the call, congratulate them on this.


3) Referral program reminders (keep this quick and casual)

- Find an appropriate time in the conversation to mention if they have any friends it might be a lot of fun to do a class with them and tell them you can set this up right after their friend has come in for an orientation. If there are any "bring a buddy" days coming up, remind them of the time.
- If they are type to be responsive to saving money / getting rewards, mention the referral benefits you issue to students.
- If they are not the type, mention that a great way to get the most out of training is to have a training partner that you push and they push you, if they haven't met someone in class like this yet, it would be a great idea to bring one of their close friends in to try class. Mention a personal training partner of yours that you know you may have quit if you did not have them around in your early training days. (make it personal)


Ok so that is my call 2 formula / guidelines.. Interested to see how others approach it before posting call 4 and call 6.

I know there must be some missing aspects in mine, would love to learn from others.