Getting People Into Your Room

My beloved Aunt Mono died when she was 96. The last time I visited her in Grafton, she asked me in a quiet voice: "Jerry, what is a computer?" I started out confident, but as I watched her listen, her eyes started to get glassy and I knew I'd lost her. She had no reference for my explanations. Part of the problem was that, well – it was too many things: a typewriter, a TV, a filing cabinet, a telephone.. The more I tried to explain, the more incomprehensible it became. I have exactly the same dilemma with: "What is the Alexander Technique?" and I am sure your students experience the same. The work can do so many different things that what it is becomes less and less clear the more you explain what it does. The best thing, which we all know, is to get a person to a lesson. That won't explain it to them, but it will give them a concrete experience as a personal reference point. It is their job to define it for their own use, your job to make it relevant for them. But to do that, you need to get them into a room with you. How To Use Current Students to Fill Your Intro Groups First, I am assuming you already have an audience to sell to. That of course is the first step, together with creating a theme that appeals to them. Let's say you have all that in place. This is the cream on top...

Firstly, it is better to charge than give it for free. Why? It demonstrates to you that they have some inkling of interest. I am curious about a lot of things, but ask me to pay? Well, my real interests come to the surface then… Does it mean you give up offering free introductions? No, but you offer them in ways that make you look better, make them feel better. It starts by charging for your Introductions. It says so on your website, in your flyers, in any communication about your teaching program. These days we charge $35 for 90 minutes, $45 if it is with an experienced teacher – so it is still low-balled against our regular pricing. However, pricing can be anywhere you want it to be. Once that element is in place – you have something to genuinely give away. People "cold" to your business will pay, no question. Except when they sign up for your list, or want to come to another Intro, or qualify for a coupon – get the idea? Now you can also use this as an offer to your current students. Firstly, create a culture where you encourage them to attend your Intros as part of your service. You can offer it during a lesson both informally (spur of the moment) or formally (part of their service package). You integrate the idea of these events in the minds of your students. Next, you let them know that their friend can come for free. Given you have established that your Intros are charged events – this is an attractive offer they can pitch their friends. (And we all know the trouble your students are most likely having in trying to explain to their friends and loved ones what they are doing with you.) It gives your evangelical students (don't we love them?) a concrete vehicle to proselytize your work. It gives you access to a whole network of people that your advertising might not otherwise reach. Please share how else you use your current students to find new students… https://www.facebook.com/groups/ATCSProMembers/