Seizing the opportunity is the premise of promoting enrollment. But the right method is the key to success. Introduce several methods of promotion, which can improve the success rate of promotion accordingly.
Methods 1, uncertainty facilitation method.
It was the admissions staff who deliberately said some uncertain words, which worried students and parents and finally made up their minds to admit. "Well, please wait a moment. Let me check the freshman class schedule this month. Maybe the first class is full this month. In that case, we have to arrange the freshman class for next month. " This statement will make students and parents feel a sense of crisis in entering school. The more people, the more they want to go. This is the consumption characteristics and habits of China people. Or "July is the time when most freshmen enter school every year. I don't know if the remaining two places were full yesterday. " Just a moment, please. I'll call to confirm, and I'll call you later. "During this time, I will give parents and students a reflection on entering the school. Later, I will call them and say, "You are so lucky. The first class will be full if you come tomorrow. I'll keep the quota for you. "Praising the wisdom that encourages him to make decisions now also reflects our concern for students.
Method two, the typical story promotion method.
Tell a story first, then let it happen, and at the end of the story, let it happen skillfully. If you meet parents who are always hesitant, tell him a story of blood transfusion: once my father drove to the seaside for a holiday and unfortunately had an accident when he came home. When my father was taken to the hospital for emergency treatment, he couldn't find the same type of blood at the moment. At this time, the father's son bravely stood up and gave his father blood. About an hour later, my father woke up, but my son was preoccupied. Everyone nearby asked his son why he was unhappy, but his son whispered, "When will I die?" It turns out that my son lost.
Before blood transfusion, he thought that if a person gave blood, he would die. Before making a decision, he thought about trading his life for his father's. After we finished this story, we immediately said, "Look, our son can sacrifice his life for our parents. Can't we parents think about our son's future? What are you hesitating about? " Through this story, parents were moved to make a decision.
Method 3: Comparative promotion method.
That is, at different times and under different preconditions, two enrollment methods are listed and compared, and finally more favorable conditions are selected for promotion. "Jimson, the tuition system of our school is being adjusted. Before the date of 15 this month, applicants can enjoy a tuition fee reduction of 2000 yuan/year. After 15, the registration will not be reduced, and the tuition fee will become 12000 yuan/year. Today is 13. If you register now, you can also enjoy a discount. You can only pay 10000 yuan a year. Excuse me, if you plan to register tomorrow, I'll register you right away. " Method four, direct promotion method.
It is to directly ask the other party to pay the registration fee or pay the full tuition fee. "I'll take you to the entrance fee now" "I'll fill out an application form for you now" "Look at the admission agreement first, and if there is no objection, we'll go through the admission formalities for you now" "In order to catch up with the freshman class this month, I'll sign you up now" and so on.
Method five. Hypothetical promotion method.
We usually use this facilitation method when consulting, that is, assuming that the other party has agreed to sign up in advance and all the problems have been solved, and then ask for relevant details directly after signing up. "The freshman class will start this Friday. Come to school on Tuesday or Wednesday! " "Tomorrow, your classmate Li Hai will also enter school. You can go to school with him and you are still companions. "
Method six, choose a promotion method.
Provide two alternative answers for students and parents to choose, but the result of either choice is to agree to enroll. "Jimson classmate, are you applying for English class or not?
Russian class? ""Did you register on Monday or Tuesday? " "Do you study for one year or two years?" way
7. Crisis Mediation Law.
By telling a story that is closely related to students or parents, this paper expounds the adverse effects of the incident on students, parents and similar people, so that students and parents have a sense of crisis and finally make up their minds to register. "Yesterday, I watched the news on the Internet. A high school student as old as your child is often with social idlers. He goes online every day when he has nothing to do. Because I didn't have the money to surf the Internet, I stole 200 yuan and was caught. In order not to let your children learn other people's things badly, I hope you can send your children to school as soon as possible, so you can rest assured. " "A few days ago, one of our students entered the school. He went to a school before he came to us. At that time, he just wanted to get cheap tuition. As a result, I was cheated when I entered the school. It was not a school, but a factory. He went there not to study, but to work. There are many situations like this. You also visited our school. In order not to let you fall for it, I suggest you come to our school! " "Jimson, July every year is the golden season for enterprises to choose and employ persons. You are studying at school now and will graduate in July next year, which is a good time to get a job. If you enter school later, employment will be relatively difficult! " "This new class will start on Wednesday. I suggest you sign up on Tuesday, or you will not be able to keep up with your study progress if you come late. "
Method eight, take retreat as progress.
When negotiating with students and parents, first make a small concession to their requirements, and at the same time make a corresponding adjustment to other conditions to improve immediately. "I can promise to pay tuition by installments. Be sure to sign up tomorrow and follow this big class. The next freshman class is not in my charge. " Method 9. Give each other an idea and promote the method.
For some hesitant students and parents, the admissions staff should immediately understand what students and parents are most concerned about, and then recommend a major that can meet their needs. "Jimson, if you think software engineering is difficult to learn, I suggest you study network major, which is the most suitable for you. This major is studious and has an advantage in employment. Can I register tomorrow? " "Jimson, if you are worried that you can't learn, you can come to school for a few days. If there is no problem, it is not too late to pay the full amount. What do you say? " way
10, deadline extension method.
Clearly tell students and parents how long the preferential period is and what benefits students and parents can enjoy during the preferential period; At the same time, remind students and parents what kind of losses they will suffer after the end of the preferential period. "Jimson, there are still three days for tuition fee waiver. I suggest you sign up tomorrow. After these three days, the tuition has gone up 1/3. If you want to go to school, you must make a decision at once. "
Methods 1 1, summary procedure promotion method.
Tell students and parents directly that the admission procedure is simple, and then let them make a decision as soon as possible. "It's easy to register in our school. I'll tell you the address and bus route. You can register directly. I'll give you a big lesson first. " "The registration procedure is very simple. You just need to download the registration form on our website, fill in the relevant contents, and then send it to us directly by email or fax. I'll save a place for you then. "
Method 12, looking forward to popularizing the method in the future.
Let's assume that students have signed the admission agreement, and then expect their development. "If you pay the registration fee now, you will be sitting in the spacious and bright classroom like them tomorrow. What are you hesitating about? " "I'll register your child now, so you don't have to worry about him soaking in Internet cafes all day?" "If you enter school now and graduate this time next year, and find a good job in Beijing, you will become a white-collar worker with a monthly salary of more than 3,000. How nice! "
Methods 13, trying to learn the promotion method.
Anyone who comes into contact with new things for the first time will have many concerns. At this time, you can suggest giving it a try first, and then continue to promote it after you feel good. "Jimson, I know this is the first time you have heard of this major, and you may not know it very well. I have a suggestion. You can try it for a few days first. If you feel good, then go to school. What do you think? " Methods 14, integrity promotion method. Proceed from the vital interests of students and parents, treat their work with a particularly frank attitude, and recommend it to them if it is really suitable for students to study; If students don't like their major, we will give up promotion.
"Hello, Jimson! We talked on the phone several times, and you know something about this major. From these conversations with you, I think this major is not suitable for you. There is a new major in our school. I think this major has great development prospects and is more suitable for you to study. If you have time, I will introduce you to a new major. You can choose between two majors. " "With regard to tuition fees, the tuition fees in our school are indeed a little higher than those in some schools, but I hope you can take some time to compare and compare the teaching environment and teaching quality of similar schools. Only now, we really can't pay less tuition. This is a unified tuition fee, and students who enter the school have not paid less. If you really can't accept it, you can choose other majors in our school. " Methods 15, 3F facilitation method.
3F closing method, that is, feel, feel and Found. First, I understand the feelings of students and parents. Then give some examples to show that others thought so at first, but found it very worthwhile after entering the school. "Jimson, I know how you feel. Some students in our school found it difficult to learn at first, but after studying for a while, they found it was actually very simple. Are there any concerns? " way
16, "The Last Question" Promotion Law.
Listen carefully to all the students' questions before deciding to enter the school, and finally end up with a question and go straight to the promotion. "Jimson, if there is no problem with employment, have you decided to enter school immediately?" "Jimson, in fact, you don't have to worry about what you can't learn. What are you worried about if you can't study for free? You can sign up now. " "Jimson, actually you worry about this problem is redundant. The teaching equipment is first-class. If there are no other questions, please fill in the registration form first. "
Methods 17, strengthening confidence enhancement method.
By listing employment cases, cases of classmates in the same situation, and authoritative proof materials for students, students' confidence in admission can be enhanced.
Methods 18, Jedi counterattack facilitation method.
The telephone admissions staff tried everything on the phone, but the other party refused. At this time, they might as well use this trick to ask each other for help and finally give up. When given the chance, they will stand by and move. "Jimson, thank you very much for your precious time today. Finally, I want to ask you a small favor. Can you help me? Recently, in order to improve students' satisfaction with the school, our school is conducting a survey and asking our consultants to fill it out. If students don't accept our school, it means that there must be something that makes you dissatisfied with our school or major, and maybe myself. So please give me some advice. Am I not doing well enough? In order to give me a chance to improve. " "Or do you have any suggestions for our school? Please point it out so that we can analyze and improve it. "
Methods: 19, try the promotion method.
This method is that when the student's registration signal is not clear, we can adopt a tentative facilitation method. Just promote it. If you can't achieve the purpose of promotion, you can at least find out the concerns of students or parents so as to deal with them correctly. And step by step, constantly asking questions can be more effective. "Jimson, you are interested in this major, aren't you?" "Jimson, I don't know what you don't know about our school or major. If there is no problem, you can sign up! " "Jimson, our school is roughly such a situation, do you have any concerns? I can help you analyze it. If you have no worries, you can sign up now! " way
20. Play hard to get.
Some prospective students or parents are naturally indecisive. Although he is interested in school, he always hesitates and delays making a decision. At this time, you might as well pack your things and act like you're leaving. This act of pretending to leave sometimes urges the other person to make up his mind. Random talk on the necessary knowledge and skills of enrollment staff (23 enrollment)
An excellent recruiter is an excellent sower, and the gardener does the rest. A group of outstanding enrollment personnel are the leaders of the school's prosperity! The rest of the work is done by the school. Good schools+good teachers+excellent enrollment personnel have made many talents and promoted the vigorous development of the school. Success = correct attitude+persistent execution. This paper discusses some methods and ideas from all levels around the improvement of the comprehensive quality and skills of enrollment personnel.
1, the word "run" takes the lead. Enrollment is like sowing and cultivating, and it is hard to harvest every grain. Students with excellent grades all start with the word "run". The word "run" means running relationships, friends, schools and parents? Just like a salesman doing sales promotion, on the one hand, he can make friends, accumulate capital, prepare mentally and materially for his career, on the other hand, he can exercise his ability.