5 Tips for Coaching Institute Owners to Avoid the ‘Discount Trap’
2. Be clear and precise and repeat to confirm clarity of understanding:
3. Talk internally with your staff to ensure everyone is on the same understanding:
4. Strictly Avoid telephonic confirmations:
5. Be empathetic, not Sympathetic:
1. Wait for your decision
Don’t say “Yes” or “No” at the 1st meeting and block further discussion Instead, you might want to hear the student or guardian as you never know the student or guardian might have a genuine clarification.
Many times, we just go on explaining things in a broader perspective and we take time to get to the point. In some cases, the student or parent gets confused and hit the panic button and get a feeling that they’re paying more, resulting in them asking for discounts. Be clear and crisp in what you say and most importantly, repeat to establish clarity.
This happens in most cases, where two different people attend a particular student or guardian. In such instances, it’s good to be on the same clarity in terms of the fee or package and not commit without clarity.
Avoid conversations about fees and packages over the phone. It is best to engage in a face to face discussion. Through this you can build personal connect with student and guardian. Telephonic confirmations lead to confusions and unnecessary misunderstandings.
This is a very, very important aspect we should keep in mind because sometimes most of us get caught up in emotional conversations. Remember to be empathetic but stick to the course fee that you have predefined. You can probably allow a installment payment, rather than writing it off completely.
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