Individual lessons, as a rule, make up the bulk of the schedule. Although, if the number of group classes is less than 20%, this is a bad signal. So the coach has recruiting problems.
But completely filling all 40 working hours with group classes is an unrealistic task. Ideally, if the coach was able to completely close the schedule, allocating 25-30% for group lessons, and close the remaining 70% with individual lessons.
But there are also pitfalls. Work with one or two dancers must be able to offer correctly. And this is where many teachers make a mistake. They try by all means to impose lessons, remembering only their goal. And completely forgetting about the needs of the client - the cornerstone of the teacher's work.
Why should a client take lessons from you?
Do you know the answer to this question?
If you yourself do not know what the true value of your lessons is, if you cannot explain this value to the student, and if the value of the lessons does not match the needs of the client, you should not even dream of any personal lessons.
Take a closer look at the client, talk to him, find out why he comes to you.
From here you can find reasons why a student would want to study individually in addition to the group. For example, it would be convenient for him to come at a different time, or he would like to receive more feedback. Or maybe he is embarrassed to work when there are a lot of people in the gym, and he could open up more by doing one-on-one with a coach.
There may be many such reasons. The main thing is to get to the point, to offer exactly what the student needs.
There are a few simple tricks that will help identify customer needs.
Confidence
When the parents of a child come to you or adults ask you about classes, it means that he trusts you to some extent. Make sure that this feeling does not become at least less. Better yet, strive to build confidence in you.
Ask how the students are doing.
At least just start the session with a smile and a greeting, take a couple of minutes to communicate.
And finish your workout with light, restorative exercises. In parting, ask the students to applaud themselves.
Even these simple tricks will help you build confidence in you as an open, pleasant person.
Be open, simple and approachable
If students are afraid to approach you outside of class, you should think about it. It is unlikely that you will be trusted if you behave arrogantly and limit communication only to the time of the lesson. Be simple.
But do not forget about subordination. You yourself can set the framework: whether to address you by your first name, patronymic, you or you is up to you.
Find a middle ground where people will perceive you as an open person, but do not act in a familiar way.
Ask questions
It's always interesting what comes to learn. It will be easier for you to understand the client if you learn about his habits and hobbies. Feel free to ask questions. True, do it carefully - not everyone is ready to immediately come with a “soul wide open”. Make sure what you asked is not a secret.
It is especially important to find out what hobby the client had before coming to you, why he left it. If it was dancing, find out what you didn’t like, what was missing in the previous place.
Do not start talking about family and relationships. Even if the client himself spoke on this topic, try to gently move on to another.
Do not be afraid to ask directly what the client expects from classes with you.
Share your emotions
Dancing is about emotions. The trainer is the moderator. It directly affects whether the client will receive emotional satisfaction from the classes or remain dissatisfied.
It is easier to be in a trusting relationship when you yourself share your emotions and impressions.
Do not skimp on emotions, energy, charm. Clients will appreciate it and reciprocate.
Make an offer no one can refuse
When a person buys a drill, he is not buying a tool, but a hole in the wall. The drill is the solution.
When you offer private lessons, you should already know what he would like to get from these lessons.
Sometimes a child was brought to me only because there was no one to leave him with. With such lessons, I took the most unclaimed hours and earned with might and main when my colleagues did not have classes.
I simply offered to work with the child while his mother could do the necessary things. Everyone won: the child was preparing for the competition, my mother did a lot of things, and I earned.
Offer not a product, but a benefit from it.
A child strengthens the back, adults get rid of complexes, couples can diversify relationships, yoga helps to develop inner peace. Customer benefits are everywhere.
Maintain Interest
Dancing, fitness, yoga are optional things in the world. If a person needs to cut the budget, dance classes will be first on the list for exclusion.
The same goes for when you lose interest. Throwing dancing, he throws a boring occupation for him.
And if the coach cannot influence the family budget in any way, then he is exactly responsible for heating up interest in classes. And you need to do this from the very first lesson.
There are many articles and webinars on the Internet about how to keep a client. I think that it is not necessary to hold anyone. You can only motivate and support.
And there are already a lot of options on how to do it.
And again we return to the fact that you must know the needs of customers. We got into the desire of the client - he will stay with you for a long time.
Maintain the principle that customers need you just as much as they need you. During the lesson, the student should forget about everything. After training, he should know what awaits him in the next lesson. And should want to come to the next workout.
Open prospects from your studies and then you can maintain interest.
A personal lesson, in fact, is the same activity as training in a group. With a difference in cost. The client will want more. The individuality of the lesson lies in the awareness of the individual needs of each client.
I am convinced that the effectiveness of understanding clients is how many individual lessons you have. At some point, you will notice how all the students in the group study individually if you understand the needs and interests of everyone.
As soon as the value of a lesson exceeds its cost, you will not have free time to schedule another lesson or two.
This is possible only when you solve a problem that is really important for the student or his parent.
- Be sure to divide by levels and by age of all clients.
- Fight for everyone, offering all the possibilities for the comfort of the client.
- Maintain a system of work and guide clients through it.
- Say goodbye to “not your” students. Try to do everything to remain neutral with those with whom you communicate.
- Groups are the basis of your activity and there should be as many of them as possible.
- If it takes you more than 20%, look for a problem in the system.
- If you don't have private lessons, then your value to clients is minimal.
- Use all your time. Dial groups for the morning, etc.
- Understand the needs of clients and their uniqueness and you will have personal lessons.
- Build trust. Be open and simple, accessible person.
- Always ask your customers the right questions and monitor how happy they are.
- Share positive emotions and impressions.
- Make unique offers based on customer needs.
- Keep students interested.