Compared with marketing, referral is indeed the most effective method in recruiting students, and the cost of maintaining parents of old students is much lower than that of parents of new students, so referrals are very important. . So, how to get

referrals

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First, find the opinion leaders among the students’ parents and provide them with high-quality services and even additional benefits. , "opinion leaders" are often more influential, enthusiastic and willing to spread.

Second, establish positive interactions with students, increase the stickiness of students and parents, and make them like you and this school. For example, the principal of the school, the teachers who teach, the activities, concerts, etc.

Third, an appropriate material incentive mechanism can be a bonus or a gift.

Fourth, the school must have products suitable for referral.

Fifth, establish appropriate mechanisms and guidance internally. All people are parents of students, and those who share the same desires will win.

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

Some schools evaluate teachers through referrals. A new student is received by the market and consultants and then sent 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 getting him to introduce is to recognize the teaching quality, so we use referrals as the teacher’s assessment and performance.

A teacher leads a class by himself. Within one year, three parents must introduce new students. Those who exceed the number will be rewarded (both financial and honorary).

The experience of student parents is the key link for referrals

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Although services must have boundaries, the experience of student parents is the key link for referrals. There are several main points:

Teaching service quality (determines parents’ initiative) Personalized service (makes parents feel warm) Marketing talents (guidance in the process) Leader-type parent public relations (makes them feel warm) Momentum) Tempting incentives (people have this mentality)

01

Teaching quality is fundamental, but the cycle is long

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In terms of marketing, it is suitable for students to be introduced after three or five courses of entering the school. The experience required at the beginning is not only the students’ feedback on the teacher’s teaching ability, but also the interaction between the teacher and parents, providing family Educate or inspire parent involvement experiences. Add free courses or gifts for promotion.

Teachers need to have strong non-curricular abilities, which is the legendary emotional intelligence. If it is just a test of teaching quality and referral is made, the cycle will be relatively long and this is the normal mode.

02

Teachers must know basic sales skills

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As a new brand that has just entered, it needs unusual breakthrough methods . Sales recruiters must be able to take basic courses, be able to overcome the psychological barriers to continuing sales, and be able to learn basic sales skills.

To make a short-term breakthrough, relevant service personnel must be able to enter the circle of parents within one month of enrollment. What we need to do is to pave the way for the consultation stage and the first few courses. This process is related to the consciousness of service personnel. If the teacher does not take the initiative and has no ideas, it will be more difficult to rely entirely on admissions consultants and customer service.

03

Make parents feel recognized and valued

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In addition, we can also involve the principal and director . New parents are required to observe the class once a month and then have a one-on-one chat for 20 minutes. This is an opportunity. After the class observation, the principal and the parents have an interview. During the chat, they recognize each other and become friends. The parents will give you advice without you having to take the initiative. You introduce.

The principal can also play more functional roles, such as walking around the hall, or helping to open the elevator door when going to and from school, greeting parents with a smile, and making parents feel that they are valued. In addition, it is also important to be able to remember the name of the child. What parents want is recognition and attention. If it is done well, it will gain reputation.

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

How to get parents of old students to take the initiative to make referrals

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Recommendation is always the best channel for you to obtain parents of new students. Unfortunately, many people ask for recommendations from the wrong people, in the wrong way, at the wrong time, and do a very poor job of following up. Let me tell you how to get parents of old students to introduce you to parents of new students.

Three best times for parents to make referrals:

1. When parents sign up;

2. You have done something for parents, When parents express their gratitude or appreciation for this;

3. When your teaching and services are recognized by the parents of the students, you can request referrals to the parents.

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 to go to international schools. If you have any, please help me make a recommendation. Don’t worry, if If he doesn't want to, I won't force him. What do you think?

Precautions for referrals from parents of students

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01 Sincere service

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Service It's better than parents expected, and we sincerely serve parents. Only when parents are satisfied are they 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. Serving parents sincerely and believing referrals are a no-brainer.

02 Instill product information

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Let parents know more about the value of your course products and services, so that the value of referrals from parents will also The more, the success rate will be much higher.

03 Give back to parents

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