First, the campus environment.
The campus environment can be described as an organization's hardware facilities. For parents who come to the door, they should pay attention to two aspects, the first is safety, and the second is cultural atmosphere.
1, safe
There was once an art education institution that sublet one third of an Internet cafe. On the second floor, the stair handrails and walls are dirty, and there are some cigarette butts on the ground. From time to time, several young people wear fashionable clothes, smoking cigarettes and swearing in public corridors and bathrooms.
In such a place, few parents should feel at ease to send their children to learn painting. No matter how professional the teacher is, the institution will be closed after half a year.
The decoration process and daily maintenance are also very important. Try not to use metal right angles for power supply, stair handrails, non-slip height and photo frames. These security risks can be seen by careful parents who enter the institution for the first time, so the details can not be ignored.
2. Cultural atmosphere
As early as ten years ago, the layout of educational institutions was basically front desk, classroom and office. In recent years, the concept of functional area has been adopted in the decoration of educational institutions.
This is also a very effective way to upgrade campus hardware. The most popular are parents' waiting area, book corner and activity area. If space is limited, consider merging the parents' waiting area and the book corner.
Pay attention to the importance of parents' waiting area. It is a long time for parents to wait for their children to attend class for two hours. If you can put some books, parent-child movies and prepare some self-help tea in the waiting area, I believe this service will be in place for parents.
Don't forget, parents pay the bill. In addition to serving the students in the classroom, parents outside the classroom can't ignore it.
Second, the negotiation link
1. Young children should never be separated from their mothers.
This is a real case:
Parents brought a 5-year-old child to consult the English enlightenment class. She was afraid of the noisy influence of her children and their parents' negotiations, so she put her children in an empty classroom to watch cartoons. As a result, the parents entered the classroom and took the children away without talking for ten minutes.
Many consultants have this concern. It is very wrong for children who are too young to follow their parents because they are afraid of affecting the introduction of the course.
Imagine that it is the first time for parents and children to come to the institution, and it is a completely strange environment for them. In this case, only parents and children are most at ease.
For children, you can prepare coloring books related to English or simply play with your hands, so that parents can listen to the consultant's introduction with confidence.
2. Older children ask the teaching teacher for help.
For the students in the senior stage of primary school, it may not be necessary to listen to the course introduction with their parents. The consultant can ask the teaching teacher to help the students do the entrance test first.
Then, it is more important to let the teacher chat with the students and ask them what they are confused about this subject and how to help him. It is best to make a simple promotion plan and the goal of final grade to give children confidence, so as to get their approval.
3. Don't talk too much about course technical terms.
95% parents don't understand the English curriculum system. Parents who have talked about a lot of ideas and truths can only nod in confusion. Parents who talk too much naturally want to leave.
At this stage, you can learn 260 words, 180 sentence patterns and 48 articles (pictured as an example). Our students are in the top third of the class in school exams, and their overall listening and speaking ability can be improved by two levels a year, which is equivalent to the level of students one level higher than him.
This is a course introduction that parents can understand.
4. Visit the campus to let parents feel the warm culture of the campus.
There was an early education institution before, and a mother brought a two-year-old boy to consult the course. The little boy is very naughty and runs around.
The consultant soon found that he liked a handcart hanging on the campus wall and handed it to the children at will. He also told his aunt to make a fruit yogurt for the children in hot weather, and then he took the boy and his mother to visit the campus.
During the visit, I always praised the little boy for his courage, liveliness and liveliness, and he will definitely be a leader when he grows up, which made his mother laugh from ear to ear. The introduction of the course was completed within a few minutes when the little boy ate fruit yogurt, and the parents of the children signed up on the spot.
In fact, it is very rare for parents to find an institution that recognizes their children's concern for their children as parents do. This is actually the spreading process of campus culture, which makes parents feel that caring and caring for their children is more important than those beautiful decorations.
In the process of negotiating and visiting the campus, be careful not to complete the value-added services of the campus at one time.
Third, the registration process
1, don't let parents say:? I'll think about it, okay
? Voice 1:
Look, parents, this is our baby's study plan just now (or given by the teacher). According to this plan, it is actually a little late for children to register now. Children of the same grade have studied here for three classes. Today, I will take the textbook back directly and let the children preview it first, and then go directly to class on Saturday. After class, the teacher will leave 10 minutes for him to make up lessons alone.
? Speech 2:
At present, there are no preferential activities in our courses. In order to help children improve their grades in this course, let's sign them up. Usually, it is estimated that you are too busy to tutor them, so you are not in a hurry to send them to us. This is the baby's book. Take it back today and let him have a look first. He will go to class on Saturday.
? Speech 3:
The child will be more than four months this semester. For children, the earlier they start classes, the better. For you, it's reassuring for your child to sign up for a good class. You seldom come here today. After I sign you up successfully, I will directly ask the teacher to help you make a detailed study plan. When I go back tonight, the children can review first and start classes on Saturday.
? Speech 4:
If you have concerns, you can send your child to study for a month first. If you are really dissatisfied, you can also refund the balance. The most important thing is to give children time to study early. When adults are busy, children's studies are easily delayed. At the end of the term, adults and children are anxious to get angry.
2. The payment process should be crisp and neat.
Let me give you a receipt first. All kinds of payment methods here are convenient for you. If you use a credit card, you can pay by installments. If you can make out the invoice tomorrow, if you don't like it, I'll take it back to the baby on Saturday.
I'll give you a receipt first, and then ask Mr. Wang to make a detailed study plan for your child so that you can start studying today.
Issuing receipts is a hypothetical transaction process. If parents are willing to sign the receipt, it means they must sign up. Parents refuse to sign, so they continue to communicate without waiting for their parents to tell them? I'll think about it, okay? How to communicate?
3. After parents pay, try to keep their parents as much as possible.
After parents pay, teachers can take their children to make detailed study plans, while curriculum consultants should cherish the rare time to communicate with parents.
Since parents are customers, customer service should start from the first time after payment. It is necessary to introduce in detail the service content of the usual class group and the activities usually used in the holiday campus, and also introduce the value-added services provided by the school one by one, so that parents can constantly feel value for money.
If parents don't sign the receipt and pay the money, they will introduce the value-added services that they didn't talk about just now in detail.