Recently, many educational consultants are worried that the institutions have finally accumulated some tourists through summer enrollment, and are ready to hold experience activities to pave the way for autumn enrollment, but the invitation situation is not ideal. Ask the reason:
A phone call was hanged by my parents without saying a few words; It is difficult to speak, and parents are speechless when they ask two or three questions; Although the parents promised to come to the door on the surface, they didn't actually come ... Various reasons lead to poor invitation effect.
Telephone invitation is one of the important channels for training institutions to expand customers. The performance of most teaching and training institutions in the industry comes from telephone invitation, and the proportion of inviting guests to sign bills accounts for 80% of the total performance.
An excellent telephone invitation can not only make parents feel comfortable, but also make parents willing to come to the door.
Telephone invitation is one of the most important links in the enrollment process of training institutions. Efficient telephone invitation brings high visit rate, promotes high transaction rate and improves the final conversion number.
Then how to make an invitation call is more effective? Can be considered from the following aspects:
1, do a good job of classifying parents and continue targeted invitations.
There are many sources of parents in institutions, but every resource is hard to come by. If the parents are not properly classified, the phone call made rashly may be rejected, resulting in a waste of resources.
Want to get parents, we must first clear the needs of children of different ages:
0-3 years old
Parents' mentality: the education of children is full of idealism.
Demand: Children are healthy and happy and need to grow up.
Pain point: there is no choice standard, and the choice is chaotic.
Influence angle: professionalism, prudence and standard setting.
4-8 years old
Parents' mind: Parents have the concept of starting line.
Demand: cultivate children's interest
Pain Point: Countermeasures for Children's Bad Habits
Angle of influence: Functional externalized courses are easy to sell, which shows the visual influence of courses on children.
9- 12 years old
Parents' mind: I just started rigid education and am familiar with children.
Demand: the demand for educational information and learning methods.
Pain point: family communication barriers, children are tired of learning.
Influence angle: discipline, analysis of learning methods, and family education concept.
13- 18 years old
Parents' mind: extremely utilitarian and weak in decision-making
Demand: There is a strong demand for further study and points.
Pain point: high time cost and selection cost
Angle of influence: implied results and outputs, cases
2. Prepare for the problem of foresight in advance.
When many psychological counselors communicate with their parents by telephone, they are often asked: How do you know my phone number? Whether it is free cheating, how to ensure the learning effect and so on.
If you don't say a word in place, the consequence will be directly hanged.
How should we organize the speech when encountering these problems? You can prepare from different communication levels:
1) Don't sell directly to parents at the beginning, ask your children about their study.
2) According to the children's learning situation, hit the pain points of parents' needs and make parents feel professional.
3) Further analyze the problems existing in guiding children and establish a certain sense of crisis.
4) When there are common objections such as price and commitment, "follow first and then bring" to guide parents correctly.
5) Highlight the activity value and institutional advantages, and make parents feel suitable for their current needs.
3. Matters needing attention in telephone invitation
Telephone invitation is only the first step and the most important link of consulting transaction. If you want to sign the bill finally, you must ensure the success rate of the invitation. Of course, many times, we can't come to our house successfully with one invitation.
1) Adjust your mentality.
Inviting is a virtue, refusing is a state, not coming is a phenomenon, and having to invite is a professional ethics!
2) Adjust your emotions
Telephone calls convey not only information, but also emotions. The transmission of sound is especially important when you can't see each other. Adjust your breathing and voice before making a phone call, and wear a positive smile when making a phone call. You should know that your parents can hear your status. This is the first impression that the organization gives parents.
3) Prepare communication records.
Listen carefully to parents and record key information: parents and children's names, telephone numbers, schools, grades, academic achievements, door-to-door methods, etc.
In addition, you should also write down the information that your parents inadvertently revealed. The advantage of this is that the following communication will make parents feel more cordial and humane.
4) Do a good job of post-tracking.
After the phone call, send a text message to confirm the time, place and what parents need to bring. If the first communication fails, you can communicate for the second time according to the information in the communication record.
Of course, it is far from enough for organizations to successfully invite 100%. We should also improve the invitation system and master the invitation process and speech skills skillfully.