Next, let's analyze the three time nodes that are the easiest to develop offline, and five specific operation methods to stimulate parents to bring new ones!
Introduce the best three times first.
We should know that recommendation is the most efficient and lowest-cost way to recruit students, but many times consultants and teachers miss the right time, which makes it difficult to carry out the recommendation work smoothly. Please remember these three opportunities that are most suitable for recommendation.
1, when parents buy course products.
Some teachers may think that parents just paid the money. Will this cause resentment among parents? In consumer psychology, it is mentioned that when the expenses incurred by parents and institutions are related, it is actually the time when parents trust institutions the most. At this time, parents' expectations and satisfaction with the organization are the highest, otherwise they will not pay, right? Therefore, it is a very good time to communicate with parents about the referral, and parents will be happy to do it.
2. When parents express their gratitude or praise to the institution or teacher.
When parents express their gratitude or praise to institutions or teachers, there must be a positive side. It may be that their children's grades have improved, their children have become better, and their services are very enthusiastic ... whatever the reason, this is the best time for parents to be satisfied. At this time, it is a matter of one sentence to communicate with parents to make recommendations, and parents exaggerate when making recommendations, and the later conversion rate will be higher.
3. When the course products and services are recognized by parents.
Parents are very appreciative of the curriculum products and services of the organization, which means that at this time, parents put down all their guard and really feel that the organization can help their children grow up, so it is time to help them solve their children's education problems. Then, parents will even take the initiative to mention the teachers of the institution in the circle of friends, and the recommendation will naturally be completed.
Second, five ways to stimulate parents to bring new ones.
1, determine the leading parents.
Be sure to find the role of "leader" among parents. The characteristics of such parents are very obvious, and they can influence the decision of almost every parent in the circle. As long as we serve the parents of the leader well and give him better service and added value, we can greatly help the referral work. Such parents are often more influential, enthusiastic and willing to spread.
2. Get the love of students.
Institutions should establish good interaction with students, improve the stickiness between institutions and students, and make students like campus, teachers, classes and activities. Everything related to students can be the starting point for referrals.
3. Rational use of material stimulation.
Whoever they are, they don't want to work for nothing. Therefore, when carrying out referral activities, we should pay attention to setting up a reasonable material incentive mechanism, including bonuses, gifts and classes. However, we can't use the ultra-low price strategy to make recommendations, which will damage the reputation of the organization.
4. Design excellent courses.
Institutions must have appropriate course recommendations, and careful design will make students feel value for money and parents who introduce them feel more dignified. Don't be vain about the course products. The students introduced are very accurate, and each one needs to be well maintained.
5. Establish an appropriate incentive mechanism.
Internally, we should do a good job in the incentive mechanism and enrollment goals of referrals, and those who like will win. Teachers can be recommended for evaluation. After all, teachers who communicate with parents the most are the main force to carry out enrollment activities, and employees' work goals must be assigned.