As one of the necessary skills of early education consultants, telephone invitation is a very important part of early education consultants' work. Why is this? If you visit customers every day, you can visit about ten at most. If you visit customers by phone, you can visit hundreds a day. This is the efficiency of calling customers, which is also the reason why telephone sales are enduring. Then, as an early education consultant of the early education center, how to make good use of the telephone to invite parents into the store? The following six behaviors can improve the success rate of telephone invitation for early education consultants.
First of all, we must have a thorough understanding of the products of our early education center.
Clear your mind before dialing; Must have a full understanding of the products of early education center. The so-called full understanding means that we should fully understand the uniqueness of the central product and the advanced points of other similar products. If you don't even know your own products, how can you introduce your products to customers?
Second, master a dialogue mode that you are very familiar with.
That is, what to say at the beginning, what to say next, and how to answer if the customer asks different questions. What questions customers may ask and how to guide them to places of interest. As a telephone course consultant, you must be fully prepared before dialing. After the phone call, you should concentrate on communicating with customers.
Third, learn to ask questions.
What's the use of asking questions? The function of asking questions is to tap the needs of customers. A customer will not tell you what products or services he needs as soon as he calls. Ask customers questions according to. In the process of answering customers' questions, guide customers to pay attention to your products and services and arouse their interest in buying.
Fourth, learn to take the initiative.
If you make a sales call in the middle of a customer's question, it is definitely not a successful communication record. In addition to asking and answering questions, telemarketers should learn to take the initiative and use situational marketing to gradually bring customers into your sales atmosphere. Don't let the other party think that this is a "harassing call". But at the same time, pay attention to the truth, and don't let customers feel that you are using telemarketing skills.
Fifth, learn to control the time of the call.
The call time should not be too short or too long. A few minutes at a time is appropriate, and there is no universal standard. It depends on the customer, which means it varies from person to person. But there is a reference standard, that is, the entry is basically over.
Sixth, learn to make appointments with customers.
If this customer is interested in your products, you should make an appointment with him for the next call or home visit before ending this call. This is the performance of paying attention to customers. Instead of calling them the next time you are free or suddenly think of their time. Everything is customer-centric and time is customer-centric.
For example:
Ordinary early education consultants invite parents by phone.
Early education consultant: "Hey! Hello, are you XXX's mother? This is XXX from * * * Early Education Center. There will be a parent-child salon in our center next Thursday, and I'd like to invite you to attend. Do you have time? "
Parents: "Oh, I am. I may not have time next Thursday. I usually only have time on weekends. "
Early Education Consultant: "Oh, well, I'm sorry to bother you. Goodbye! "
Excellent early education consultants invite customers by telephone.
Early education consultant: "Hey! Hello, are you XXX's mother? This is XXX from * * * Early Education Center. Our center will hold a parent-child salon next Thursday, and I'd like to invite you and your family to attend. This salon is particularly fun and is a theme salon. "
Parents: "What theme salon?"
Early Education Consultant: "Dinosaur Theme Salon, I remember that your baby especially likes dinosaurs."
Parent: "I don't have time on Thursday. I usually only have time on weekends. "
Early education consultant: "Never mind, does your lover have time?" Or grandparents can take their children to participate in activities. "
Parents: "Then I'll ask and tell you then."
Early Education Consultant: "When do you think it is appropriate for me to communicate with you next time?"
Parents: "You can WeChat me tomorrow afternoon."
Early Education Consultant: "OK, then I will communicate with you on WeChat tomorrow afternoon. Goodbye! "
Neither consultant invited parents successfully, but can you feel any difference from the telephone invitation of two early education consultants?
I believe everyone can see the difference. Ordinary early education consultants call their parents directly to invite them. After the parents refused, the counselor gave up, did not follow up the parents further, and gave them other choices.
Excellent early education consultants will call parents for communication and invitation after making preparations in advance. Although excellent consultants did not invite parents, they laid the groundwork for further communication with parents in the future.
In the actual telephone invitation, early education consultants often meet parents who can't participate in the activities under various excuses. As an early education consultant, you just gave up? Giving up directly will lose many customers, so you should be fully prepared before each telephone invitation to improve your telephone invitation success rate.
Good early education consultants do this when they call:
Prepare in advance:
Preparation 1: Analyze your customers before each call and get familiar with their basic information. Such as: the basic situation of the customer's family; Whether the baby is a boy or a girl and how old it is; What are children's hobbies? Who usually takes care of the children at home and so on. (Consultants should ask parents as much as possible when collecting customer information, and learn more about parents and children)
Preparation 2: Make clear the purpose of this telephone communication with parents. The purpose is to invite parents into the store. Some counselors talked well with their parents in telephone communication, but finally forgot the purpose of telephone communication and failed to complete the established communication purpose.
Preparation 3: Make full preparations in advance and write down the possible situations of parents in telephone communication on paper (only write keywords). For example, what if parents don't have time next Thursday? Solution: Ask other family members if they have time to participate in activities.
Post-event record:
Record content: whether the telephone content communicated with parents has achieved the expected communication purpose. If the goal is not achieved, what is the parents' reaction? What are the concerns of parents? When will you communicate with your parents next time?
As an early education consultant, only by preparing for telephone invitation and recording after telephone communication can we continuously improve the success rate of telephone invitation and increase the number of parents' telephone invitations.