When someone calls you about lessons, do you know what to say? Most be people have an idea, but very few people have a system in place to go about getting someone to sign up for lessons. When I owned a music lesson company, I was responsible for everything, including the phone calls that came in about lessons.
Since drums are the instrument that I specialize in, I had to quickly learn how to sell lessons on other instruments. After reading The E-Myth Revisited, I learned the importance of having a script for addressing phone calls that came in about lessons.
Scripts are used on you all the time. Whenever you call your phone company and speak to a representative, they are reading from (or have memorized) a script. Cold callers also use scripts (if you’re not on the “Do Not Call” List).
Scripts are beneficial because:
- You can plan out what you are going to say.
- You can practice what you are going to say.
- You can have a system for dealing with objections.
Here is an example of how a sales script might go:
Caller: Hello, may I speak with Mike Veny.
Me: Hi, this is him. How may I help you?
Caller: I saw your ad for drum lessons and I wanted to find out how much you charge.
Me: Ok. Would you mind telling me a little more about yourself and what you’re looking for from drum lessons.
Caller: Well the lessons would actually be for my son. He’s 10 and can’t stop banging. We got him a drum set for Christmas and figured we should get him some lessons.
Me: Nice. That’s a fun gift. Is your son into the idea of taking lessons?
Caller: Yes. So how much do you charge?
Me: I charge $100 an hour, but I think it might be good to start your son off with a half an hour. This way we can see how his concentration span is and if he can keep up with assignments. Before you invest any money, I’d like to offer you a lesson free of charge. This way you and your son can be sure I’m the right fit.
Caller: Oh. Thank you. $50 for a half an hour is a lot more than some of the other teachers we contacted. Can you go any lower?
Me: I don’t know who you contacted, but if price is an issue, I would totally go with whoever has the cheaper price. I promise you though, that its worth every penny. I’ll even send you the names of some current clients who you can contact.
Caller: Oh that’s not necessary. You sound very sincere and I think your personality will work well with my son’s. We’re just trying to watch our expenses.
Me: I totally understand. Well let’s schedule your free lesson and then we can take it from there. When are you available?
Caller: Tuesdays and Fridays after school would be perfect.