The Renewal Sales Procedure is a necessary tool to make sure we are always meeting our student’s needs.
There are three types of Renewal Sales Procedures:
- No Change Renewal – The student is fine; they just need to buy another block of lessons.
- *Goal Change Renewal – This happens when a student decides to change their goals. They may wish to begin studying an advanced standard of dance like Silver or Gold amalgamated with their Bronze Program. Often, students decide they would like to become more serious and take a shot at becoming a ballroom dance competitor or even a ballroom instructor.
- The Save Renewal – When a student decides to quit dancing.
* The Goal Change Renewal is the most commonly used procedure of the three. We do not use this procedure every time someone is about to run out of lessons. We use this procedure as a rule about every six months to check our student’s goals.
This is when we check off the goals met and reset new goals with them. If your studio runs weekly challenges for students, it is easier to set and reach goals and to reset them as well.
(Click here to find out more about Dance Challenges.)
This procedure begins on the lesson before the goal setting lesson. Inform them,
“On the next lesson we are going to go over your goals, checking off the ones you have reached, and setting some new ones. Sound good?”
I have never had a student tell me that checking their goals sounded bad. The only time I had a negative response was when they had bad news for me, like being transferred due to their work or the military.
On the next lesson, have your warmup dance and then directly afterwards, inform your student that because this is a goal setting lesson there will be charge. Now, there is no reason for them to balk about stopping during a lesson to talk.
This should be a fun lesson and not totally void of dancing, either. You need to have your student’s program with you and blank pieces of paper.
Whether you know it or not, you are your student’s dance consultant. You advise them because you know their dancing better than any other person. They consider you their highest guru within the realm of dance.
Therefore, be what they expect you to be. Offer your genuine advice and earnestly believe in your suggestions or do not suggest it. Be sincere!
Relax and enjoy your time setting goals with your student. Indirectly, these are also goals for you as an instructor.
Having goals inspire people to learn; it creates energy and excitement.
Can you see why this sales procedure is so important? It makes sure our students receive the best service and undivided attention to their learning progress. We are always on top of their learning, finding ways to make them better dancers faster, and how they can get the most for their money.
Resetting their goals begins with checking off the goals already reached. Then going over the goals unmet and mark the progress that has been made towards them.
This is a super-easy procedure to learn and use. It can be a lot of fun for both you and your student. Now, as soon as you are done going over their previous set goals, move on to set new ones.
This part is where you get to be the Dance Doctor again. In other words, you will have recommendations for them to explore.
Now, let’s set some new goals. I have a few ideas I would like you to consider. I think you are ready to step it up a bit.
First, I would like to see you start working on more “Silver or Gold” material. (Depending on the level they are working on at present.)
This next section is up to your studio. It depends on whether they want you to suggest a competition or a showcase as a new goal. If nothing else, it is a great seed-planting goal.
If your manager gives you the OK, then suggest this goal this way.
I would like to set another and more daring goal. The goal is to attend a ballroom dance competition.
You could either go as a spectator or as a pro-am competitor with me. You would be great dancing in the newcomers’ division.
Getting ready for a comp always speeds up the learning process. There is a different purpose driving your practice time. It is so much more exciting than sitting on the side watching others compete.
You get to march out onto the dance floor, holding your partner’s hand, standing tall, and waiting for the music to begin.
Other competitors are just as nervous as you. They are waiting with their heads held high, hoping no one sees their knees shaking.
Even if you only compete once in your life, it is something you don’t want to miss; it is a magical experience.
I’m sold! Where do I sign up?
I love going to comps, I have lost count of how many different comps I have attended over my 50 years of dancing. However, I have learned there is a right way and way a wrong way to introduce a student to their first DanceSport Competition.
You will learn how in the Showcase and Competition sales procedure.
The Save Renewal is tricky because taking a break from dancing is something most professional dancers have done at least once or twice. We didn’t quit, we just need a break. Your students can go through the same slump and need to step back as we did.
What you need to find out is why they want to quit. It may just be a learning curve issue. They may also be dissatisfied with their lessons, or the studio itself.
One way or another, you, the instructor, needs to find out why.
Tip: Whatever their reason for quitting is, you understand.
To save a student from quitting, you need to remember that if you push too hard you can drive them away from the school for good. Sometimes asking a short series of questions can help pinpoint the problem and save the student.
- Do you mind me asking and be honest please. Is it me?
- Is it the cost of lessons?
- Would it help if we cut back on the number of lessons you take each week?
- Will you still be able to come to the parties and free group classes?
Without pressure, it is difficult to run a closing procedure to save a student and even with pressure it can bring a ton of negative energy into your studio.
A university would not pressure a student to continue taking classes if they decided to quit. This is enrollment sales. This is a good business practice, and your studio will prosper for being a pressure-free school.
Amazing Dance Solutions 