Mindset shift
Your intro lesson is not a class. It is a conversation that happens to include kicks. The goal is a clear yes or no to membership.
The 4 steps
1. Discover (5 min)
Ask the parent: "What made you look into martial arts right now?" Write down the answer. That is your close.
2. Demonstrate (15 min)
Teach to the goal they gave you. Focus? Run a focus drill. Confidence? Get them yelling a kiai.
3. Debrief (5 min)
Bring the parent in. Point to specific moments: "Did you see how she held her stance for ten seconds?"
4. Direct (5 min)
Recommend one program. Not three. "Based on what you told me, I recommend our Little Dragons program, twice a week."
Handling "we need to think about it"
"Totally fair. What specifically would you want to think over?" Then solve that thing.