Grasp the needs of children
When visiting toy stores or food stores, it is not difficult to find that salespeople pay attention not to their parents but to their children when receiving goods or introducing goods. Because they know that whether children like it or not directly affects their parents' decisions.
Early education enrollment is very similar, except for a few parents with educational background. Most parents basically look at their children's opinions when choosing an early education center. Whether children like and accept it is very important for parents. Modern parents are generally willing to respect their children's opinions. Although they say that children like it, parents may not like it, but what is certain is that if children don't like it, parents will definitely not choose your early education center. Therefore, it is very important to catch children's attention when doing enrollment consultation or showing parents around. Remember: very smart and artistic. Be sincere, don't be vulgar, don't please children blindly, otherwise it will be easy to be self-defeating
Take advantage of parents' conformity psychology
People will have herd mentality when buying goods or services. Where there are many people, I like to drill there. Although it has the nature of blind consumption, most people think that good things can always attract more people's likes. Either good, cheap or popular. In short, hot things must have their own reasons to buy.
Enrollment should also make clever use of parents' "conformity" psychology. For example, parents are organized to sign up for consultation activities, and the enrollment staff of each enrollment point also take parents to visit the center accordingly. Therefore, the popularity of the early education center is very high, helping parents who are hesitant to make a decision as soon as possible.
Don't refuse your parents.
In our daily enrollment work, we often encounter such a situation. When the enrollment teacher introduces the status of the center or the characteristics of running a school to parents, some parents always question it with a critical eye, some directly oppose you, and some will put forward some unrealistic or even contrary requirements. At this time, if the admissions teacher directly opposes the parents, it is easy to have disputes with the parents and form a "wall" in communication. Even if the argument prevails, parents may not choose you. If there is no dispute, parents' words are obviously wrong, and some are even more demanding and unreasonable, which is obviously difficult to achieve.
In this case, the suggestions are as follows: first, don't rush to deny what parents say, but affirm some positive factors in their thoughts. Then, through talking with parents, we can understand the advantages and disadvantages of children and the purpose of parents sending their children to school, and help parents analyze the problems existing in family education. Finally, gradually introduce it into the educational concept advocated by the center, control the initiative of conversation, and gradually establish the role orientation of educational authority in the hearts of parents. The purpose of enrollment is easier to achieve. Therefore, it is reasonable to ask admissions teachers not only not to say "no" to parents, but also to avoid using some negative words.
Ways to promote order
In the process of enrollment, when parents are hesitant, raising the threshold will promote parents' choice. The common situation is as follows: When a parent asks whether a kindergarten in an early education center is still enrolling students, the enrollment teacher's answer is: "I'm afraid there will be some regrets. Our small class only recruits 15 students this time. Yesterday 1 1 students signed up. Today's registration has not been summarized. I wonder if there are any places left. I will contact you after I ask. " After a while, the enrollment teacher called again. "Now there are only two places left. If you can register your child today, I can leave you an indicator, otherwise it will be difficult to guarantee. "
If this threshold is raised "cleverly", raising it too high may scare off a group of parents, and raising it too low will have no substantive significance. If you don't set the threshold skillfully, it will be self-defeating and counterproductive if parents think it is confusing.
Management of potential parents
Customer management is an important part of enterprise marketing. The customers here include both real customers and potential customers. At present, most early education centers ignore the management of parents in their daily work. Even if some centers do this work, they only manage the real parents and ignore the management of potential parents. In fact, some parents still had a good impression on the center when they first consulted. Later, due to various factors, their children could not enter school immediately. If you plan to enter school in the future, if you can't follow up in time, you may be hit in the face by other early education centers. Therefore, many centers tend to temporarily refuse to recruit customers, so it is a waste to separate this customer or stop visiting.
The enrollment of early education center is a long-term work. Doing a good job in the management of potential parents plays an important supporting role in the center's continuous enrollment work.
Parental transformation
How to turn potential parents into reality? To this end, there are several suggestions: first, establish a file of potential parents, and all parents who have been to the center or consulted by telephone or internet should enter the management file; Secondly, the files of potential parents are analyzed, and different treatment strategies are designed according to the potential needs of parents; Thirdly, on some special days, send the blessings and greetings from the center in time to strengthen emotional communication; Finally, parents or children are regularly invited to participate in some important activities organized by the center, such as spring sports meeting, central culture and art festival, summer camp, etc.
Closing terms in marketing
Enrollment is the most important work in early education marketing, and every link needs careful carving, and the careful design of enrollment language is even more essential. Admissions teachers should skillfully use the principle of language suggestion. If you want parents to sign up, just say, "Shall I help your child fill in the name, or do you fill out the registration form yourself?" I hope that when parents visit the school, they will say, "Will you come to school on Saturday or Sunday?" When I wanted my parents to pay, I asked, "Do you choose payment method A or payment method B?" Through this way of changing language communication, unexpected results have been achieved in the enrollment work.