1.
Remember, upgrade programs are NOT about selling and arm-twisting for long-term contracts.
They're about commitment.
Which leads to...
2.
The student first makes the commitment to themselves, then their classmates, then to you, then financially or contractually.
The key is to remember the financial and contractual comes last.
3.
It's up to you whether you want to charge more or even have a longer term.
It's proven to help retention, but not required or is it "gospel!" 4.
Make sure all new students are receiving a mail piece within about 3 weeks of their training that "paints the picture" of all the benefits of reaching black belt.
This piece does not sell the upgrade but it does talk about the wonderful benefits of staying with you for the long-term.
5.
Take the students that have been training 30 to 40 days with you and set them up for "check up conferences.
" The check up conference is meant to qualify them to see if they are even worthy of getting an "upgrade questionnaire.
" 6.
Give any qualified students from those conferences the questionnaire/application with a due date to return it to you.
7.
The ones who return it (about 80%) are pretty much ready to go - so go get 'em! 8.
Make a list of all students that have been with you more than 40 days that have not had a check up.
Send them something subtle about the benefits of your BBC/Leadership.
Postcards work good here.
9.
Start setting some of those students up for "check ups" and follow the same principles.
10.
Make a list of anyone who has already had a first check up conference but for whatever reason did not qualify and re-approach them.
11.
Send students that have been hard to get conferences with or you've discussed the BBC/Leadership program with a more direct and to the point letter about BBC/Leadership.
If you follow the above ideas you can't help but heat up your upgrade program.