(Five-step process of daily conversation list of educational consultants)
The first step is to establish a harmonious atmosphere.
Many schools lack the adjustment of environment and mentality in the process of receiving!
There is such a rule in psychology that any parent usually feels nervous and alert when entering a strange environment.
At this time, no matter how much you say, you absorb very little from him. At this time, the focus should be on establishing a harmonious atmosphere.
The questions asked by the receptionist are concrete, not abstract.
If parents answer which grade they are in, then they can start discussing this grade with their parents. If parents say they don't like learning English, we can judge that our grades are definitely not good, then we can communicate about learning psychology and learning methods.
The topic of conversation should always focus on methods and give parents an understanding that all children with poor grades don't want to study hard, or the teachers don't teach well, but they just don't know the correct learning methods.
The second step is to stimulate interest and explore motivation.
Establish parents' desire to listen through a few short sentences. This topic is of interest to parents and useful to him!
Parents' performance is interested, and then they will concentrate on listening. This is the best time to show our characteristics. At the same time, parents are encouraged to participate in the discussion, express their views and introduce the situation, and explore their own needs in the process.
The third step is to show the characteristics of the school.
It must be remembered that parents will not sign up for textbooks and study. The real reason is to trust us!
The core of the exhibition is our major, especially the consultant major.
Professional expression should not build famous teachers, but famous schools, because if we build famous teachers, parents will definitely ask for an audition.
Originally, consultants were indispensable, but we delayed our success and changed them into curriculum consultants and experts in designing children's courses.
The fourth step is to show the characteristics of the course (suit the remedy to the case)
Consultants should remember that all the previous work is to pave the way for this step, and the success of consultation is related to this!
The task of the consultant is to let parents clearly understand the characteristics of the school curriculum. Avoid using words that parents don't understand, and elaborate around parents' problems.
Parents' problems are mainly divided into three categories, which need to be analyzed clearly in order to be targeted and accurate, and cannot be generalized.
The key to communication is to always stick to the core issues of parents, and there is no need to say too much. Be sure to pay attention to the correct nonsense that interferes with our core complaints.
The first kind of parents are children with good grades. The purpose of tutoring is to hope that children can be better. Usually, such parents are telling them that we have an elite class.
The second kind of parents are children with average grades, or parents are satisfied with the results. We need to be excellent students as soon as possible. The main point introduced by such parents is that the biggest difference between us and other institutions is not only to teach English, but also to teach learning methods, not only to teach knowledge, but also to teach skills to acquire knowledge. Learning methods can make students learn faster and easier.
The third kind of parents are children with poor grades or parents who are not satisfied with the learning effect. This kind of parents is a frequent mobile group. They have been to many institutions, tried many textbooks and tried many teachers, but their results are not satisfactory.
This kind of parents have some distrust of tutorial schools, and this kind of students are also the most troublesome students in many institutions, and they are all hot potatoes.
But this kind of parent group can be the best market for our training school!
Because once such students' grades are improved, they will definitely make great contributions to the brand promotion of our school.
There are still many children with good economic conditions at home who have poor grades because their parents don't pay enough attention to their children. This kind of students are often tired of learning, insecure and forced by their parents.
As long as such children say they are willing to learn, parents will generally sign up, so the focus of this student consultation process is to make students like to consult teachers.
The consulting teacher introduces the ease and happiness of the learning process, telling students that there will be activities, stories and many successful cases here, and there is no need to be afraid of exams and questions, so as to create an endless and joyful scene.
The fifth step, promotion
The promotion stage is the last step. At this stage, parents must make a decision. The problem to be done here is to take the initiative and not hesitate. The absolute problem to be solved is to strive for on-site registration.
If parents say they want to think about it, ask what you are thinking about. Parents who come here must have needs and are looking for suitable remedial classes. Usually we think they really want to think about it. In fact, the parents to be considered are going to visit other people's homes, and we are not assured that we are true.
In addition, the consultant should not collect money directly, arrange for parents to hand over the money to the finance department, issue a receipt and get the corresponding study plan. Let parents feel that our every step is very formal, and children receive professional education in professional places. Another obstacle is to discuss "how to do this" with others. To avoid this kind of answer as much as possible, we should give parents a clear answer, strengthen their determination and let them make a decision to pay the bill on the spot.