1. The source of the bill issuer. General training institutions like to find college students best, because they have higher quality, better image and better publicity effect. Judging from the actual situation, this may not be the case. The bookkeeper is a manual worker standing on the street. It is impossible for the staff in your unit to stare at one by one, so the degree of hard work and hard work is far more important than academic qualifications. We might as well recruit students with poor economic conditions from poor schools. They will be more serious instead of staring at the most famous local universities. The bookkeeper is facing the public, and the image needs public recognition. At first glance, it can be neither handsome nor cool nor beautiful, but it can't offend users. For example, if it is distributed at the gate of a primary school, parents will resent it. Therefore, the image of a smile had better be universal.
2. Pre-management and training. This part is often ignored by training institutions. The usual practice is to recruit a group of students everywhere, and then inform them to meet somewhere in the morning, and organize the staff to assign tasks, and then everyone will do it separately and disperse in a hubbub. This is a taboo. Training institutions are unfamiliar with these temporary workers and work purely for economic benefits, which is prone to the problem of being lazy and wasting resources. At the same time, the jobs of billing personnel may be scattered, and more depends on their self-management ability. If you don't gather these people with snacks to stimulate their enthusiasm for work, you don't have to expect their help. Therefore, the day before work, if possible, you should have a training. Like all training for inexperienced new employees, there are three things: brainwashing, standardization and training. Brainwashing is to let the other party recognize you and be willing to work hard for it; Norm is to tell each other what can and cannot be done; Training is teaching each other what to do and how to do it.
1) is recognized. It is provocative to preach the product characteristics, development history and entrepreneurial spirit of your organization to the billing staff, trying to gain the psychological identity of the billing staff;
2) Learn products and words. Then mainly explain the products of your organization and prepare speech skills, which is one of the key points of this training. At the scene, random questions asked by potential users may become the breakthrough point of the transaction, and these temporary issuers have no idea about how to deal with possible problems. Through product introduction and speech training, the billing staff can have limited communication on several topics that users are most concerned about, focusing on what to say if they follow up, such as where users are welcome to visit, how to call for advice if there are problems, etc.
3) Clear division of responsibilities. For each billing personnel, it is necessary to clarify the division of labor, working hours, rest time, working attitude, assessment indicators, etc. It must also be clear in advance, so that these temporary workers are very clear about what to do and how to do it.
4) Management measures. Clearly combine authorization with centralization, introduce or designate the direct managers of all bill issuers, so that everyone can clearly know who the corresponding leaders are and who to respond to when there are problems on the spot.
3. Matters needing attention when issuing bills
1) site manager. Activists in your training school management market must come to the scene in person to grasp the situation. The managers of some institutions never go to the scene to know the situation, and they don't despise or look down on users in the cold wind or hot sun, resulting in many unrealistic ideas. So your manager must visit the front line, observe customers, guide work and solve problems.
2) The smiling principle of the sender. It is very common for passers-by to throw bills on the ground without looking. In order to reduce this situation, in addition to improving the psychological quality of the sender, we should also establish brief eye contact with passers-by with a smile, and then hand it in page by page, so that the probability of being thrown away immediately is much smaller. It doesn't matter whether you laugh or not. Personally, I think it is mainly a person's mentality. You can't laugh for publicity. The best is a casual and natural smile. It is easier for everyone to recognize and accept by adjusting their mentality to be neither humble nor supercilious.
3) the first sentence. When the sender gives a single page to the user, he often says a word to attract attention. This sentence has a great effect on whether users will look at your single page next. For different products and services and different potential users, the effective first sentence is different. What your company specifically says needs to be summarized through actual results. But the general principle is: what are the benefits to users? What does he have to take advantage of? In the era of transparent information, we can't control the environment, we can only adapt to the market. We can't cheat the masses, and don't want to take advantage of them, so we are required to think about some problems from the customer's point of view.
4) The last one. What this means here is that if there are already many billing agents from other institutions where you are standing, it is bound to cause a group of people to keep stuffing single pages into users' hands, and a group of people keep trying to talk to users, which makes users bored and wants to escape from here as soon as possible. You should pay attention to where you stand at this time. Generally speaking, users put single pages in their hands in sequence, and the only thing they can see at a glance is the last page. Therefore, the position of the billing clerk should be slightly away from other billing clerks and stand behind according to the flow of people. This also has the opportunity to say a few more words with users and attract attention.
5) Five sentences. This is a popular saying, the billing officer should talk to the user, but don't say too much, just say the last five sentences. There are two reasons:
1. Try to reach as many users as possible in a certain period of time, and don't spend too much time on one user, and other users pass by;
2. If you talk too much, you lose. Generally speaking, bill issuers are not experts in this field. If you talk too much, it will be exposed. For example, the purpose of distributing leaflets is to win the interest of parents and children after a short exchange, and let them take their children to the training school to listen to free audition classes.
6) The choice of issuing time and opportunity. This is very important. For example, if you want to send a single page at the gate of a primary school, should you go in the morning or in the afternoon? Should I go back to school this holiday or the first day of school? Theoretically, there are as many parents who send their children to school in the morning as there are parents who pick them up in the afternoon, but those who send their children in the morning have to go to work. Who has the heart to look at your single page or take your single page all the way to the office to study it? People who pick up children in the afternoon usually arrive early and then stand at the door waiting for nothing. At this time, if you don't show them something interesting, when will you wait? On the first day of school, people will send out a single page again. People are not only busy, but also probably have plans. Even if they want to learn this thing, they may decide to go somewhere else. It is generally easier to go back to school during holidays, and there is no specific plan for the new semester. When will you go instead of this time?
4. Information feedback and summary After one or several days of billing activities, it is necessary to set aside some time to call the billing personnel and site management personnel to communicate. Many organizations ignored this step and dissolved as soon as the activity was over, wasting this great opportunity. Summary can achieve the following effects:
1) Get feedback on the organization's products and services, such as what kind of follow-up activities users are interested in (free classes? Coupon? )
2) What are the advantages of competitors in the same industry, how do others do it and how effective it is?
3) How to improve a single page, and what are the habits and general rules of users when browsing a single page?
4) Explore the talents among the billing personnel. Education and background are not important, but you can see who can be used in your work. The above four points are several basic problems that should be paid attention to when sending a single page. Another important question is not explained in detail here: how to make a useful single page? I will elaborate on this issue in the future. Here, I will only talk about the rules, that is, the form is vivid, the content is rich, and the pertinence and selling points are highlighted. Vividness is not a bunch of cartoon characters, and richness is not a whole article full of information and data tables, but a combination of various expressions, such as: comprehensive use of words, pictures and tables, using words to explain information, using tables to represent highly repetitive information (such as course information), and using pictures to represent address and location information. Don't pile a piece of information at a loss, you can't stand it yourself. Because there are still regional differences in training institutions, we must do more investigation and research according to local conditions, and it is best to sum up experience in actual combat. In fact, the purpose of distributing leaflets is to make people familiar with us and understand that we may come in a few days if we don't come today, but I think we should analyze our own reasons and adapt to the local market.
First, promote the principal.
A good principal is a good school.
The headmaster is the soul of the school. The headmaster is the decision-maker of the school. The principal's thought, ideal and image are the epitome of the whole school. If the headmaster is good, the school will be good. If the headmaster has ambition, the school will have a future!
Second, publicize the teaching results.
This is the most concerned issue for parents of students.
So when our publicity effect is not ideal, even if we haven't made any achievements, we should try our best to package ourselves.
Third, publicize teachers.
Teachers are the executors of the principal's thoughts, lines and decisions. Without a strong and reliable team of teachers, all the ideals and ambitions of the principal will be difficult to achieve as scheduled, or even become empty talk. If we only have one or two teachers, the initial enrollment will definitely be a constraint, and there will be some difficulties. We can contact more famous part-time teachers. We don't need them to attend classes, but we can use their fame to recruit students. The most important thing in a good education is honesty. But in the early days of starting a business, if only one or two people don't have their own team, they must rely on some unconventional means, just like those products endorsed by celebrities. You don't buy products to meet stars, but believe that some celebrities can gain publicity advantages. You don't need to hire famous teachers, but you can use them.
Fourth, analyze the development trend of the school.
Good management system and guiding policy can make up for the deficiency of existing teaching achievements. When students reach a certain scale, they can build their own famous teachers. At present, enrollment is difficult to attract students to stay, and there is no student base. Of course, a school with dozens or even hundreds of students is another matter.
Recruiting students is like running around the rivers and lakes to buy fake drugs, changing places with one shot, resulting in a wider range and fewer people. Remember, enrollment propaganda must tell the truth, be responsible for students, treat people with sincerity, impress people with sincerity, and convince people with morality. It is forbidden to talk big and make false propaganda. Deceive for a while, but not for a lifetime. Give full play to your strengths and make no secret of your weaknesses. Every time you expose a shortcoming, it will turn into thousands of advantages in the hearts of the masses. Why not! How does the enrollment work highlight the tight encirclement in the attack of internal and external troubles? Change. There must be a fundamental change in school-running ideas, management concepts, enrollment concepts and methods. Clear objectives, flexible and diverse methods, exhausting all efforts, mobilizing the whole people, working together with Qi Xin, striving to ensure quality and quantity, and even completing the task enrollment work plan and work steps ahead of schedule, with enrollment unchanged and management first; Enrollment is external work, and management is internal work; Internal strength is not strong, and external strength hurts the body; Both inside and outside, invincible.
Work objective: Recruit 500 junior high school students to ensure the quality. High school recruits 300 people to ensure quality. The so-called enrollment propaganda:
1 is to promote the principal and teachers.
2. Tell me your achievements.
3. Analyze the current development situation and work steps of the school:
First of all, summarize or introduce the highlights and achievements of education and teaching management.
This is what parents of students are most concerned about.
By publicizing the expected effect:
1. The management mode of our school is "people have me, people have me (new)".
2. Let parents feel that the management mode of our school can fully mobilize the enthusiasm of teachers, and the new management mode has great advantages.
Under this management mode, students have made greater progress than other schools.
The adjustment of management mode should focus on stability and safety, and gradually shift to focus on teaching quality, brand strategy, survival by quality, development by brand and benefit in the future. b？ Several problems that should be paid attention to in management system;
1, Admission Award Distribution System
Pay attention to avoid egalitarianism
2. The relationship between educational and teaching achievements and example evaluation.
Educational and teaching achievements play a decisive role in the evaluation of excellence, which changes teachers' mentality of being ashamed of hard work.
3. The system of competitive recruitment and selection of teachers.
Competition procedure: individual registration → public speech (work summary, new post work plan, objectives, implementation plan, feasibility analysis report) → on-site publicity of selection results. The judges are: leaders in charge, (enrollment) teachers, students' parents and students' representatives.
The judges highlighted the key points and commented on the spot.
Idea: 1. Leaders should grasp the big principles and consider the overall situation.
(Enrollment) Teachers: familiar with the teachers who compete for posts, trusted and entrusted by parents, with great responsibilities and interests.
Students and parents: they are the main body of work, teachers serve students, students and parents are gods, and they are recognized by students and parents, which is conducive to work.
Parents of students participate, enhance feelings, and combine opposites organically.
2, multi-party participation, openness, fairness and justice, sunshine competition, so that students are satisfied, those who fail to hire have no complaints, and can find their own shortcomings in time, which is conducive to progress. Second, Lixin
1. Liquidate the remaining problems, honor the promises and clear the work obstacles.
2. How to win the trust of the admissions teacher?
Only when teachers believe in the school can they confidently publicize its advantages. If the teachers themselves don't believe it, it will be more difficult to convince the parents of the students, and it will be even more difficult to strengthen the teachers' trust in the school. At present, there is a serious shortage of excellent teachers in various subjects, which directly affects the rapid and sustainable development of the school brand strategy.
1. Guide young and middle-aged teachers in schools.
2. Contact famous schools, learn and communicate, and improve quickly.
3. It's really no good, consider outsourcing. It is suggested to establish a recruitment mechanism, train teachers and obtain information. Finally, we should investigate the distribution of students' origin in recent years and find out the reasons and laws.