How small and medium-sized training institutions can effectively recruit students
Time:2025-12-29
Source:Artstep
For large institutions, enrollment is naturally the responsibility of the marketing and sales departments; However, for some small and medium-sized institutions, if many departments in the school are not yet fully developed, enrollment work becomes the top priority for all staff in the school.
How can training institutions do a good job in enrollment?
The key is to cultivate excellent recruitment personnel and build a strong and skilled recruitment team.
In fact, many schools' recruitment backbone started from "running". This running is about running relationships, running friends, just like a salesperson doing sales. On the one hand, it can make friends, accumulate capital, and prepare mentally and materially for the career; On the other hand, it can exercise one's abilities, whether for the school or oneself, enrollment is one of the most important contents. In today's era, there is no shortage of schools, but rather a source of students. To attract students and promote them, it is necessary to have the ability to sell.
Selling is the core part of marketing, and learning how to do it is learning how to recruit students. Therefore, for some teachers responsible for enrollment in schools, it is advisable to start with sales promotion when recruiting students. What you promote is the advantages of the school, and what you sell is how you recruit students to the school.
So, how to cultivate an elite in enrollment? It requires certain unique qualities, some of which are innate, but more of which are acquired through hard work. Enrollment ability is also the foundation of one's entrepreneurship. What qualities do elite students need to cultivate?
How training institutions complete enrollment:
1. Familiarize yourself with the characteristics of the majors offered by your school
Advantages, disadvantages, costs, technology, employment, promotion, faculty allocation, competitors, etc. Especially in front of parents of students, it is important to show that they are very familiar with various majors in the school.
2. Familiarize oneself with the clients (enrollment agents), students, and parents who promote oneself.
These customers and students need to be classified, including core customers and students, non core customers and students, key customers and students, and non key customers and students. How can customers and students be classified, and what strategies and methods should be adopted for different customer and student categories. The time and energy allocated to different types of customers and students are different.
3. Familiar with the enrollment market
How to segment the market, what are the competing schools, what is the market capacity, what is the geographical distribution of customers and students, and the short-term development trend of the enrollment market (the development trend in the next 2-3 years).
4. Reasonably arrange time, pay attention to methods and strategies
When recruiting students, it is necessary to arrange time reasonably and allocate space reasonably based on the selection habits and geographical location of customers and students.
We need to pay attention to methods and strategies. Enrollment is not just about brute force, but about constantly summarizing experience and improving. Moreover, enrollment also has the characteristic that it is very difficult to start at the beginning, and as time goes by, it will gradually improve, and many business opportunities will be excavated from it.
The process of enrollment is also a process of expanding interpersonal communication. Through this activity, the interpersonal network will expand significantly, and the amount of information will also increase significantly. Friends are productivity, and these interpersonal networks and market information will provide ample opportunities for further enrollment. Success=good attitude + good execution.
5. Make a good plan
Only by making a good plan first can we improve the efficiency of time utilization and enhance the effectiveness of enrollment. When formulating plans, it is necessary to make corresponding preparations based on the characteristics of customers and students. Of course, plans are not fixed and need to be adjusted at any time as the environment and conditions change.
The main content of the plan includes the schedule for the next few days, arrangements for clients and students, what materials to prepare, how to identify potential clients (where they are), and short-term enrollment goals. If necessary, an enrollment schedule should be developed.
The enrollment schedule generally has several contents: one is a brief summary of the content, one is the task objectives of enrollment, and the other is the actual completion status. The enrollment schedule is developed on a weekly basis. On weekends, the main purpose of analyzing the enrollment schedule is to identify the patterns of enrollment, the reasons for completion or non completion, whether it is due to unreasonable task setting or external interference, subjective or objective reasons, immature enrollment skills or ineffective execution. Through this form of analysis, improvement methods should be proposed.
6. Keep a good enrollment diary
The ideal record is to be able to query the specific situation of each student source record at any time, keep good records of customer and parent visits, and keep track of the dynamics of customers and students at any time. Keep good records, classify and analyze from time to time, so that information about any student source can be queried at any time.
7. Learn sales skills
Selling is not mandatory to customers or parents, but rather to guide or induce students and parents from their perspective. Sometimes parents value your service spirit more than their school.
In reality, sales are not completed in one go, often requiring multiple communications with customers, students, and parents, especially parents. During these communications, some sales may fail, while others may succeed.
Therefore, it is necessary to make reasonable choices. Some can give up, while others should continue to work hard. For customers, especially short-term customers, sometimes although it may not be successful temporarily, as long as the relationship is good and there is hope for success in the long run, we cannot give up. We must understand the true needs of customers.
Some customers actually have a need, but they immediately confide in you, so sometimes it takes several trips to get information, and some only confide in you when they need to get closer to the other party.