©2018 RACKS TO RICHES. 

1.3 : How to Use This Course 

This course is a field manual

 

While you can read it front-to-back, you can also use the course homepage to identify specific issues, skills, and techniques to improve on as they come up and read the relevant module then and there.

 

A few hundred pages of content is a lot to keep in your head all at once.  Especially if you’re not familiar with the industry, some of this stuff will only start to make more sense as you go through shifts and experience the dynamics of a club in person.  On the flip side of the coin, many of you may already be deeply familiar with the industry, and may feel that you don’t need to pay as much attention to introductory sections. 

 

Because of both of these sets of needs, every section has been structured so it can be read independently.  This way, you can pick up a new skill or hone an old one when you need it, and feel free to skip across sections if you don’t want to cover them right away.  

 

This Course is Not an End-All-Be-All.

 

It is not meant to be comprehensive or exhaustive. It is not a set of rules for you to unthinkingly follow, and none of the information in it is meant to make decisions for you. It is full of principles that may work, but you should never rely on someone else to build your sales machine for you.  This is about teaching you how to build your own system, and about motivating you to grow your own style and hustle. 

 

While it would have been much easier to write in every line, move, and strategy that has worked for me or for other experienced dancers, we’ll be taking the hard road together instead. We’re going to work through the process of teaching ourselves so that you can grow on your own, and so you can help others grow on their own too. 

 

To get the most out of this course, you'll have to go outside your comfort zone.  There will be no shortcuts and no easy roads to success here, so if that’s what you’re looking for good luck finding it elsewhere.  Learning how to sell is hard work, and doing it well day in and day out will be hard work.  There are exercises that will ask you to try different techniques with customers, to put in serious thought and to write out responses to challenging questions. 

 

While not all of these assignments may work for you, especially if this is your first entry into the business consider these your homework assignments.  Even if you decide that some of this content isn’t relevant for your long term success, just putting in the work may help you develop your own set of tools. But while this course will ask you to think and to put in some effort, I’ve tried really hard for it to…

Keep It Simple. 

 

You will not get some overly nuanced philosophy of dancing, or a jigsaw puzzle of a system with colors, numbers, and secret signals.  These “foolproof” systems and high-level theories might be fun to play with at home, but the more unnecessary steps you’re adding to your mental game, the less you’re focused in on the situation in front of you. I’ve made an honest effort to include as much information as possible without bogging it down with extra complicated labels and names.  Any other overly complicated bits are my fault alone, and my responsibility to correct or clarify[1]

 

This Course Is About The Fundamentals. 

 

It’s designed to show you around this industry with some of the 20:20 hindsight that comes on the other end of building your own sales template. It’s a bare-bones outline that you can consult and build with, and that you can critically think about and modify.  

 

Here you’ll find:

 

-           An introduction to the industry and some common terms you will hear at work.

-           An introduction to different types of clubs, management, and audition processes that you’re likely to come across.

-           An step-by-step overview of ideas to get you ready for your first time auditioning.

-           An introduction to the world of sales that emphasizes creating your own sales process with calculated targets, measurable goals, and high rates of success.

-           A breakdown of the sales cycle of clubs, and strategies to maximize your income at every part of the sale, from building rapport to closing that champagne room.

-           A troubleshooting section that goes over some problems you’re likely to encounter, with tried and true strategies to get you back on track. 

-           An introduction to the social and financial dynamics of the club to help you remain professional, build strong and profitable relationships with the other employees of your club, and avoid workplace drama. 

-           An Appendix with information on other educators in dancing and sales, resources to help you build your stage performance, beauty, and a well packed bag, and information to help you out of potentially unsafe situations. 

 

You ready to go yet?  Let’s get started. 

 

[1] If something doesn’t add up, let me know.  My e-mail is carmen@rackstoriches.com.  Hit me with the subject line "BSSP Clarification" so I know it's you. :)