No parents want to treat their children as educational experimental mice. When parents choose a training institution for their children, they will certainly make multi-party inspections and learn more. Sometimes parents will give up their choice because of the bad words of the admissions staff.
In the process of enrollment communication, enrollment personnel must be "cautious in words and deeds", convey correct enrollment information in words, and solve parents' concerns and problems. Don't talk too much, which will cause parents' resentment. The following eight communication principles can help institutions create a harmonious communication atmosphere for enrollment.
1 relaxation principle.
If the conversation environment is not enough for parents and children to relax, then don't talk about schools, classes, fees, etc. at the beginning, which will only strengthen the preparedness of parents and children. Let's talk about children's learning situation and topics of common interest. And let's make the communication atmosphere up before enrolling students.
2. Listen more and talk less.
The measure of excellent admissions officers is not "talking", but "talking".
The eloquent and boastful admissions officer is not the best admissions elite. Generally speaking, the more admissions officers say, the more mistakes they make. Therefore, smart recruiters will spend most of their time listening to each other's speeches. The more they talk, the more you know their cards. However, it should be noted that talking less is not to create ice, so we should pay attention to threading the needle, not talking more, and get to the point.
3. The principle of neither superiority nor inferiority.
Some admissions officers always think that they are inferior to parents and students, which is a very fatal misconception! The simplest way of communication between people is equality. Only equality can allow the two sides to communicate freely and normally, and should not be exalted or humbled because of their status and role.
4. The principle of telling the truth.
Sincerity, like a smile, is a passport to communication at any time. Don't treat parents and students as fools and fool them casually. You know what you know, but you don't know what you don't know. Don't promise, don't brag. When introducing courses and teachers, one is one and two is two. Don't brag.
In addition, in the absence of evidence, don't speak ill of your competitors in order to sell classes, which is disgusting.
5. The principle of exchanging places.
Always put yourself in the shoes of parents and students, treat parents and students as their own families, and speak and do things from each other's standpoint in order to win trust.
6. Don't puncture the principle.
No matter what parents and students say is absurd and unreasonable, don't expose it and don't argue. Admissions officers think they are very professional, but you quote the classics, and you beat the opinions of parents and students proudly, which also shattered their self-esteem. It seems that I have won both professionally and theoretically, but I am completely alienated emotionally. When there are only a bunch of cold reasons left in enrollment communication, what enrollment purpose can be achieved?
7. The principle of careful observation.
Only when parents are interested in the content of conversation and communication can the atmosphere be harmonious and the possibility be extended. However, if the admissions staff don't observe and don't know how to deal with it, they will miss the parents' "points of interest" and the communication content will easily dry up. Therefore, we must have the ability of careful observation, accurately and quickly grasp the psychological changes of parents and students, and grasp the initiative of discourse.
8. The principle of not saying enough.
All enrollment exchanges, no matter what form or content, must not be full of words. You know, whether it's an interview, a phone call or WeChat, it's hard to get parents in one go, and you can only be eager for success. Pay special attention not to "force" the other party to sign up, enough is enough, and then close it when it is ready.
In the process of enrollment, parents should feel that they are listening carefully through proper eyes, gestures or other body language. Interaction can make the conversation atmosphere more harmonious.