9 practical tips to improve parent registration rate!
Time:2026-01-13
Source:Artstep
Education consultants play a decisive role in the recruitment and promotion of training schools.
As the frontline of close communication with parents, professional conversation skills are essential for counselors in communicating with parents.
They can not only help counselors effectively solve parents' questions, but also assist in signing contracts. So, today we are going to talk to all the principals about the skills that consultants can use to help sign contracts in daily communication.
1. Provide parents with a comfortable and relatively closed counseling environment as much as possible
Compared to having parents stand at the front desk to consult, find a place to sit down, and pour a glass of water, you can at least have half an hour more time to introduce the course. Of course, not all institutions have such conditions, but it is important to maintain this awareness that sitting is better than standing, and pouring a glass of water is better than sitting dry.
2. Create an environment of "personal testimony" that is more persuasive than printed materials
The usual practice is to bring printed materials from the institution and present them to parents during the introduction. Only a few people will prepare their own student learning outcomes and take student photos to showcase.
Generally, institutional brochures also include learning outcomes, but this is far from enough to convince parents. If you take out your mobile phone, call out your photos, and tell your parents the story of you and your students, the credibility will be much higher.
If you are introducing to parents during class, the best practice is to follow a student in the institution and introduce their learning situation and progress since coming to the institution. This is very realistic and can make parents feel your concern and responsibility for the student.
3. Questions are more persuasive than statements
Many people know that to guide a purchase, you need to make the other person say 'yes'. So many salespeople will add a question after stating their ideas, "Right
But a more advanced approach is to directly prepare questions and use them to guide.
For example, "If a child just started junior high school and can't keep up, it's likely because the content in junior high school is one level more difficult than in elementary school, right?" It's better to say "Many children have experienced temporary decline in grades when they just started junior high school, why do you think this is?"
This can further guide the conversation and allow parents to express their opinions, making it easier for our training institutions to better promote their services and courses.
4. If the customer says something wrong, do not refute it
Everyone has a rebellious mentality, no matter how old they are. Once you start refuting, you are stimulating the customer's rebellious psychology and making them stand in opposition to you.
What should we do then? Next, ask questions based on the customer's own perspective, and use a series of questions to guide the customer to realize their own problems.
For example, if a customer says, "I don't think tutoring can bring much effect, and we shouldn't charge such expensive tuition fees," you can't simply say, "Tutoring definitely has an effect
Then what shall I do? You can say, 'I understand your concerns. What do you think is effective?' This way, the client can continue to express their views. In fact, the more customers say, the higher the likelihood of a transaction.
5. Communicate daily like friends
Tell more stories and encourage customers to tell stories. This is equivalent to a process of "exchanging privacy". Although it may not seem directly directed towards sales, customers who can share their information with you have invisibly established trust in you.
6. Grasp the "rhythm" of chatting
Don't just pour beans out of a bamboo tube and finish speaking, first understand the customer's situation and then give targeted advice.
Some salespeople treat introducing courses as a task, filling in materials as soon as the customer arrives, and then introducing the course from beginning to end, even if the task is completed.
In fact, this approach greatly affects the transaction. You've said everything, but customers won't be surprised if you say anything else later, especially when bargaining.
If there are no additional benefits beyond expectations, even if customers buy, they still feel that the cost-effectiveness is not high.
The correct approach is to first introduce the basic courses, and then gradually supplement them based on the customer's questions. When the customer starts to hesitate, offer the biggest discount and win it in one fell swoop.
7. Seize customers' "purchasing moments" in a timely manner and encourage them to place orders and pay
What customers really need is a solution that can solve their problems, not our complete set of products. So, when introducing, as long as the customer expresses a purchase intention, we should seize this opportunity to encourage them to pay.
If you are still talking incessantly about the product at this time, and time passes, and the customer's willingness to purchase decreases again, then it is really not worth the loss.
8. Adjust the state of one's performance
In addition to the content of the conversation, the emotions conveyed during the conversation are also important, and these can be changed through deliberate physical practice.
The speaking speed should not be too fast and the volume should not be too high, otherwise it will make the other person feel pressured. Do not frequently raise your tone, as it may appear frivolous and unreliable.
Keep your limbs in an open position (do not wrap your hands around your chest), and coordinate small movements such as nodding and slightly leaning forward when the other person speaks.
The quickest way to improve sales skills is to record and then review
The typical sales approach is to review: holding a set of scripts, and after communicating with customers, changing the content of the scripts again.
There are several issues with doing this:
- Firstly, relying solely on memory for improvement can easily lead to missing out on issues that one may not have noticed, which are often the key factors affecting transactions.
- Secondly, only reviewing one's own behavior without reviewing customer feedback will result in a lack of important reference indicators.
- Thirdly, there is still a lack of awareness and improvement in one's tone and intonation.
So, carry a recording pen with you and record every communication with the customer.
Go back and calm down, listen repeatedly, record the customer's feedback first, and then improve the corresponding shortcomings in the customer's feedback. This is the fastest way to make progress.
In fact, excellent consultants play a crucial role in institutional recruitment. If you want to be an excellent education consultant, you must communicate bravely, actively explore the psychological characteristics of the target customers, understand the school's unique selling points, and proficiently apply them to communication with parents. In the end, parents will naturally be moved by you.