15 day preparation period: team, stunt, scheme and material team.

Marketing strategy, marketing tools and marketing team are the most important elements of school enrollment, and people rank first. A successful sale is the result of the joint efforts of teachers, marketers and planners. However, many training institutions face a problem when pushing the land-teachers are unwilling to go out to recruit students, and they don't talk when they go out, and there are whispers around them when they talk. The team was not ready and the battle was lost before it started.

Therefore, in the first half month of enrollment, the unity of thinking of the team is the first important thing. We will conduct two aspects of enrollment training before the push: first, sales skills training based on ability guidance, and second, outward bound training based on encouraging morale and improving execution. Setting an example is an important way to inspire morale and play an exemplary role. The head of the delegation must participate in the enrollment activities in the critical period.

trick

It is very important to find a gimmick for your enrollment activities. There are many festivals in a year, such as June 1st, New Year's Day, New Year's Day and Thanksgiving Day ... These are all "auspicious days" that can be used to create momentum, but in many cases, choosing a date is better than "making a day", such as birthday party, double 12, parent-child activity festival ... If the enrollment activities can't catch up with the peak enrollment season such as holidays, you can also pack a stunt yourself.

plan

The enrollment plan should consider price attraction, transformation effect, information acquisition, promotion channels, enrollment objectives, cost and feasibility. A good enrollment plan is a practical plan designed after comprehensively considering five elements: what, when, where, who and how.

For example, considering the time factor, the enrollment methods in off-season and peak season are different. Generally speaking, April and May in spring, August in summer, 10 in autumn, 1 1 in winter, and February in winter belong to the off-season of enrollment, which is more suitable for experiencing a deeper crowd circle, such as wrapping jiaozi, making carnations on Mother's Day and transplanting rice. Push is a good way to recruit students in the peak season.

There are many sales methods that can be considered, such as online registration, old promotion, public cooperation and local promotion. Different ways are suitable for different occasions. Generally speaking, 20% of students can be admitted when the old and the new are well done. At the same time of large-scale promotion, new and old sales can not be relaxed.

Goods and materials

The preparation of materials follows complex and simple methods. The design of leaflets should be as concise as possible, with prominent points and clear preferential information. Moreover, the gifts prepared at the enrollment site can be rich and varied, supplemented by loud voices, which can attract the attention of passers-by at once.

The first week of school: prepare for war, support, mobilize and summarize the preparations.

Material preparation: make a list of materials, and prepare materials such as single pages, exhibition racks, lottery boxes and gifts by special personnel.

Personnel preparation: dressing the, at the same time, rehearse the enrollment speech, and reiterate the rules-no cell phone, no private chat between two people, and no long time to answer the phone.

Principal support

The person in charge of enrollment should accompany the push operation throughout the enrollment season. As the person in charge, he should be clear about his responsibilities. Guidance within the team is very important. 80% of the team depends on belt and 20% on management. Management is the foundation, which can promote team development.

Team mobilization

In the first week of promotion, all teachers and marketers should attend. In the first battle of enrollment, you can hold a 10 minute enrollment mobilization meeting to make everyone excited and create a fierce competitive atmosphere.

1. Plan the daily, weekly and monthly enrollment goals and confirm the basic goals of the day.

2. Recruiters are divided into two groups, and each group leader is selected according to the regional PK. The winning team will be rewarded, and those who are temporarily behind will be punished.

Employees who are in the transition period between new and old employees are the most suitable candidates, and they will neither slack off the old employees nor be ignorant of the new employees. At the same time, he also expects to show his leadership and potential through this enrollment.

Summary summary

There should be a 10 minute summary meeting after the daily push. The main contents include:

1. Publicize the enrollment data in groups on the whiteboard, and the general manager will publicize the enrollment data in groups;

2. Share sales benchmarks with partners with data breakthroughs;

3. Heat convection: encourage the winning team and the team leader to summarize the performance of the day, find out the reasons and reflect on the problems.

4. Establish a parent group and consolidate the results.

△ Stimulate team motivation through cash rewards

Registration in the second week: in the first week, online and offline registration was combined, and considerable user data was obtained, and a parent group was established. Starting from the second week, you can adjust the enrollment method slightly and try the online and offline enrollment method.

Establish parent groups according to grades, each group consists of a salesperson and a teacher, and pass the micro-store sales experience class.

The group can talk about the importance of the course content in the future study, introduce the characteristics and highlights of the course, and the background and qualifications of the teacher. Pre-class service can leave a good impression on parents in advance and look forward to the next experience class. At this stage, marketing needs the full participation, and 2/3 teachers in the teaching department are enough. Experienced teachers should gradually turn to the preparation of experience lessons.

Enrollment in the third to fourth week: The third Zhou Gonggu sprint, the whole enrollment activity entered a stable period. The second week's online promotion meeting began to show initial results this week, and the teachers in the teaching department will only keep13 staff to cooperate with the sales. It is suggested that only teachers who are still on probation can participate in sales.

After the number of parents joining the group increases, it is necessary to reorganize the teaching supervisor and group leader, this time to be specific to the grade and subject, so that teachers can prepare for the experience class.

In parents' marketing, teachers and marketers should maintain frequent interaction. Teachers can post some simple tasks in the group. For example, the English group can send an English pronunciation every day, encourage children to learn imitation in the group, score according to the children's enthusiasm, and interact in advance will also increase children's goodwill towards the teacher.

The fourth week is the final sprint of the whole enrollment month. Sales cooperation does not require the participation of teachers, and the sales team will make the final performance sprint.

At this stage, the focus of sales is to pave the way for students in the experience class to transfer to the formal class, and teaching supervision plays a vital role. From the class experience to the final transaction, it needs the joint efforts of the head teacher, teaching assistants, lecturers, teachers and other people in different positions. Schools should set up a fair and reasonable commission system in advance to ensure everyone's enthusiasm.

What are the gains from such careful enrollment deployment? A table can explain everything:

Expert comments on transportation management: The enrollment plan does not have to be innovative, but the executive team must not be perfunctory. In fact, no matter which industry you start a business in, people are always the core factor. The enrollment plan can only be put in place if the objectives are quantified, properly cultivated, empowered and motivated, the assessment is clear and the rewards and punishments are clear.

Of course, it's important to think twice before you act. A feasible enrollment plan based on objectives, environment, feasibility and phased needs is the best enrollment plan.