Once upon a time this procedure was used to get people to purchase more lessons after signing up on their Bronze Program. Studios wanted to get new students to buy again before the original program lessons ran out.
The Extension Procedure was designed to encourage a student to buy a large block of lessons before their original program purchase ran out. Today, this form of selling is unnecessary and can be a bad business practice.
I have students that buy 100 lesson blocks all the time. They also take 5-7 lessons a week and are competition students. These serious students I will sell a large block with a nice discount. I will do this because I know they will burn through them quickly.
So, with that said, what is the Extension Procedure for?
We are going to use this sales procedure to introduce more dances and plant the seed for other dance events. Primarily, we want to get them interested in doing a routine.
When we do this, we give students more reasons to dance. We want to show them even a bigger picture of where their dancing future can end up. The first routine is the biggest thrill and never forgotten.
Therefore, when you think of the Extension procedure, think of it as an extension of your student’s experience learning to dance.
To do this, it only takes one lesson. The mock is short and easy to remember.
“Name, I have a great idea. I want to work on a routine with you doing one of your favorite dances. This will help you learn even faster. Then, when we think we’re ready we can perform it at a party.
Learning simple routines is why the competition students look so good.”
“Let’s try something!” (as you take their hand), I have put together a couple of advanced patterns. Come on, let’s have some fun!”
I have never had a student say no yet. They all want to be beautiful, have fun, and learn faster.
Have fun and show your student a great time. This will lead to showcase and competition sales. From there try to get your students involved in formation type team routines for showcases as well.
This gives the student reasons to reset their goals. They may want to put more lesson time and energy into competing and performing.
Have Fun and Inspire Others to Learn! -Mikel
Amazing Dance Solutions 