Friday, 12 October 2018

5 Tips for Coaching Institute Owners to Avoid the ‘Discount Trap’

5 Tips for Coaching Institute Owners to Avoid the ‘Discount Trap’


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.

2. Be clear and precise and repeat to confirm clarity of understanding:


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.

3. Talk internally with your staff to ensure everyone is on the same understanding:


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.

4. Strictly Avoid telephonic confirmations:


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.

5. Be empathetic, not Sympathetic:


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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