Trying to jam a new person into your martial arts business without asking questions is the first way to kill your business.
Think of the entry point into your business as a narrow hole. Now imagine a spectrum with all types of people above that hole. Expecting that all people on the spectrum will fit into the narrow hole of your training means most will refuse. Creating a sales funnel by asking questions means you identify how training will solve the real pain. It’s commonly called a hot button.
It's also really about a care factor from you as a person. Having a deep need to help someone means listening – really listening – to the pain that you might be able to solve. If you can see that your training is the remedy for difficulty in a person's life, you can honestly look them in the eye and say, "I can fix that".
People see through sales hype. Honest confidence and a wish to help means you will build a brand that will have people talking about your training in shopping centres, in carparks, at schools, and in a variety of places you never even thought of.
Just be honest and ask questions. Knowing how you can solve problems is a prerequisite for running a good honest business.
The world needs entrepreneurs who solve problems. If you can't solve problems through martial arts training, time to look elsewhere to earn a living.
Otherwise, step up.