Compared with local promotion and handing out leaflets, the success rate of referrals in institutional recruitment is indeed the most effective among various methods, and the cost of maintaining old customers is much lower than that of new customers, so referrals are very important.

So how do you make a referral?

It takes 7 minutes to read the full text

Five keys to referral

Opinion leaders

Find the opinion leaders among customers and provide them with high-quality services and even additional services. “Opinion leaders” are often more influential, enthusiastic and willing to spread the word.

Good interaction

Establish positive interaction with students, increase customer stickiness, and make them like you and this institution. For example, the principal of the institution, the teachers who teach, the activities held, birthday celebrations for children, etc.

Material incentives

An appropriate material incentive mechanism can be a bonus or a gift.

Suitable products

The organization must have products (courses) suitable for referral.

Appropriate mechanism

Establish appropriate mechanisms and guidance internally, and make everyone a customer.

Service first, meet the above conditions, and dare to "request referrals" to parents and students when appropriate.

Some institutions evaluate teachers through referrals.

A new student is received by the market and consultant and then delivered to the teacher. When new students enter the class, subsequent class extensions and referrals actually have little to do with the consultant, because the key to his introduction is recognition of the teaching quality, so we use referrals as a teacher's assessment and performance.

For example, if a teacher leads a class by himself, three parents must introduce new students within one year. Those who exceed the number will be rewarded (both financially and honorably).

Although services must have boundaries, customer experience is the key to referral.

The main points are as follows:

Teaching service quality (determines parents’ initiative)

Personalized service (makes parents feel warm)

p>

Marketing talents (guidance in the process

Leader-type parent public relations (getting him started)

Seductive incentives (people have this mentality) )

Teaching quality is fundamental, but the cycle is long

In terms of marketing, it is suitable for students to be introduced after three or five courses of entering the training institution. It requires experience at the beginning, not only It is students' feedback on the teacher's teaching ability, and there should be interaction between teachers and parents to provide family education or stimulate parents' participation experience.

Teachers must know basic sales skills

If. It is a new brand and requires extraordinary breakthrough methods. The teacher must not only be able to teach basic courses, but also be able to overcome the psychological barriers of continuing to transfer, and know basic sales skills.

When doing short-term breakthroughs, you must enroll in one. Relevant service personnel will be able to enter the circle of parents within a month. What we need to do is to pave the way for the consultation stage and the previous courses.

This process is related to the awareness of the service personnel. If the teacher does not take the initiative, there will be no success. It becomes more difficult to rely entirely on consultants and customer service to make parents feel recognized and valued. We can also involve the principal and director of new parents. , parents watch classes once a month, and then talk one-on-one for 20 minutes. This is an opportunity. After watching classes, the principal and parents meet once. During the chat, they recognize each other and become friends. Parents will introduce you to you without you having to take the initiative. .

The principal can also use more functional space, such as hanging around in the lobby, or helping to open the elevator door when going to and from school, and greeting parents with a smile, so that parents can feel that they are valued. The name of the child is also very important. What parents want is recognition and attention. If it is done well, it will be a good reputation.

We need to start from the educational structure, put forward the importance of family education, and diagnose the current children at the same time. In fact, learning problems are often caused by the lack of family education or school education, and then provide solutions to increase parents’ sense of responsibility and cooperation.

How to get old customers to take the initiative to refer you?

Referrals are always your best way to get new customers. The mistake is that many people ask for referrals from the wrong people, in the wrong way, at the wrong time, and do a very poor follow-up. < /p>

Here we will tell you how to get old customers to introduce you to new customers.

Three best times to ask parents to refer you.

When parents buy from you.

When you do something for parents and parents express their gratitude or appreciation for it.

When your course products and services are recognized by customers. You can ask parents for referrals.

Classic Words

Thank you very much for your trust. As an excellent parent like you, there must be many friends around you who also need our training. Service, if someone asks you to make a referral for me, don’t worry, if he doesn’t want to, I won’t force him. What do you think?

Be careful about customer referrals

Sincere service

The service is better than parents expected. We serve parents sincerely. Only when parents are satisfied will they be willing to introduce it to you.

Don’t underestimate the power of parents’ connections and don’t judge the value based on how much parents consume.

Serve parents sincerely and believe that referrals are a matter of course.

Instill product information

Let parents know more about the value of your course products and services. In this way, the value of referrals from parents will be more, and the success rate will be much higher. .

Feed back to parents

Let parents get more benefits from referrals and formulate parent service plans. Designing a program to give back to parents is an effective way to attract more referrals from parents.

Coping Strategies for Four Different Types of Parents

I don’t want any benefits, but I will recommend them to you

I like this type of parents the most, and they like to express themselves very much. I like to praise myself.

Every time you interact with this kind of customer, seize the opportunity to let him express himself well. For example, when holding a parent salon, let him come on stage to say a few words, and then give him an honorary award, etc. wait. Give him more opportunities to express himself and make him happy.

Very realistic, asking for financial benefits

Discuss directly with him how to pay the introduction fee. As long as your conditions satisfy him, he will work hard under the temptation of benefits. I will recommend them to you, and at the same time, the quality is no worse than the first type of parents.

In fact, there are many such people in reality, and they are afraid that they will not ask you for benefits or introduce new customers to you. Some people will take the initiative to ask you for benefits, so take advantage of them and satisfy them, so that your job will be much easier.

Neither honor nor money

This type of parent will not introduce you much and will not be very attentive to introducing you to new customers, but if he needs your help for something, then After successfully introducing you to a few customers, he will tell you tactfully that he has some unresolved difficulties and hopes you can help him.

If you refuse or say you can't handle it, he may fall out with you. If you do something that satisfies him, congratulations, he will remember you, be grateful to you, and will maintain this relationship with you in the future. As long as you maintain this relationship, he will keep recommending you, even if the amount is not large.

There are no requirements, just making friends with you

This is the most worry-free among these four types of parents, and it is also the one with the least referrals.

He has no requirements for anything. He has a very simple friendship with you, just like a good friend. He recommends you purely out of the relationship between friends to help you.

He will not specifically introduce you to someone. He will only refer this person to you when he meets a suitable person. You need to have a good relationship with this kind of parent. Don’t treat him as a customer, but treat him as a friend. The above four types of parents must have one thing in common when you treat them: you must always care for them and make them feel that you are very warm.

Three conditions for good referrals

High recognition, sufficient attention, and active participation (stimulating positive word-of-mouth among parents)

Smooth transition, fulfillment of promises, and excellent results (Maintaining students’ continuous enthusiasm for learning)

Sales requirements, teaching exploration, and result incentives (guiding employees to recognize product value)

I believe that if teachers can do the above, It is not difficult for parents to take the initiative to recommend you.

*This article is for sharing only and not for any commercial use.

If there is any infringement, please contact us in time to delete it, thank you!