{"id":2651,"date":"2016-03-25T11:25:28","date_gmt":"2016-03-25T10:25:28","guid":{"rendered":"http:\/\/blog.langlion.com\/en\/?p=2651"},"modified":"2016-06-24T14:28:32","modified_gmt":"2016-06-24T13:28:32","slug":"you-also-can-be-a-great-salesman","status":"publish","type":"post","link":"https:\/\/blog.langlion.com\/en\/you-also-can-be-a-great-salesman\/","title":{"rendered":"You too can be a great salesman"},"content":{"rendered":"
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\"Nie<\/a><\/h3>\n

Regardless of the profile of the language school, your main goal is customer acquisition and\u00a0find\u00a0new sources of revenue. You run a multi-channel marketing communications, you make up slogans, you improve the website…but have you ever called your customer? Remember, marketing is inextricably linked to the sale. Time to know its role in a language school.<\/strong><\/p>\n<\/div>\n

<\/p>\n

So why should I sale?<\/strong><\/h3>\n

It is good to know that a \u00a0language school can not base its activities\u00a0only on marketing to attract the customers.\u00a0Of course, it can be used to build a strong brand recognition, but if you focus\u00a0solely on such activities you will condemn yourself\u00a0at the mercy of the client. Despite \u00a0many activities and a sensation conducting business you\u00a0actually sit \u00a0and wait for the client to come to you and say „I want to buy course!”<\/p>\n

How to sale?<\/strong><\/h3>\n

Human nature is constructed in such a way that we like to feel important and adored. But it can also be a\u00a0\u00a0trap – it’s easy to exaggerate and \u00a0cause a defensive reaction against the insistent salespeople. The balance between adoration of a potential customer, and being an intrusive\u00a0salesman will provide you\u00a0with one very important feature of the relationship – SYMPATHY!<\/p>\n

That is why it is so important\u00a0for\u00a0the school to build positive relations with its customers \/ potential customers, and for customers to like\u00a0the school and the people working in it.<\/strong> It does not matter how many times you call the customer as long as you keep hearing\u00a0„no”.<\/p>\n

44% of people give up after the first call, but up to 80% of successful transactions needed 5 repeated\u00a0contacts!<\/p><\/blockquote>\n

Bilateral win<\/strong><\/h3>\n

No phone call or e-mail will never be treated as „forcing” to do anything if a school-client relationship will be built on the rules of\u00a0partnership.<\/strong> Remember that the more you give, the more you can earn, and your whole business revenue is based solely on the result \u00a0WIN – WIN. Therefore, each mail or telephone to a potential client should be based on the belief that you want to do something good for a person you are contacting.<\/p>\n

If a\u00a0person feels the need to learn the language (and, for example, downloaded\u00a0your e-book), it is enough to advise him just the right solution and motivate to make\u00a0a decision. This motivator certainly is not a discount. 50 EUR less\u00a0for a person willing to learn the language and succeed certainly is not as valuable as a guarantee of success and improvement of their current abilities.<\/p>\n

Emotions, positive relationships, and the vision of the goal – it all matters!<\/strong> It would be great if you use Storytelling method. You\u00a0should also gather information from your current customers about what motivated them to\u00a0sign up for your course. It will give you a lot of insight into the future.<\/p>\n

Be a helping hand<\/strong><\/h3>\n

One of the top methods of sales \u00a0used to be an ABC method- Always is Closing<\/strong>, focusing on the fact that at any stage a salesman should seek to close a sales opportunity\u00a0successfully so basically convince the customer to sign\u00a0a contract.\u00a0It is no coincidence that companies are\u00a0currently moving away from this method. Instead of ABC people choose ABH, Always Be Helping<\/strong>. This method focuses on three principles:<\/p>\n

1.Verify if\u00a0your potential customer has a problem that you can solve.<\/strong>
\n 2.Check at what stage of\u00a0the decision is your potential customer.<\/strong>
\n 3.Work on\u00a0the purchasing cycle\u00a0to maximize and facilitate the decision making.<\/strong><\/p>\n

With such an emotional charge you should plan every e-mail and telephone to the person whose data you acquire, depending on the source. It is known that a communication with\u00a0a person who downloaded your\u00a0 e-book should be different than with a\u00a0person who left you his details\u00a0in the newsletter. Remember\u00a0the fact that these people are at different stages of the decision-making process (see point 2).<\/p>\n

The first direct contact should\u00a0not be\u00a0oriented only on the\u00a0sell. Try to get to know the person on the other side, to find out what motivated that person to look for a language course. With this phone call, you will start a personal, close relationship with the customer.<\/p>\n

Things to remember<\/strong><\/h3>\n
    \n
  • Determine the path of contact<\/strong> with the client depending on the form of the first contact.<\/li>\n
  • Prepare\u00a0sample questions<\/strong> – but do not write the script! Think about what information you just want to know about the man on the other side. Do not be afraid, when people hear that you just want to talk, not to interview them, they will be willing to share more information.<\/li>\n
  • Examine the viability of your operations<\/strong> – if your e-book has been downloaded 300 times, but none of these people became\u00a0your client, you have to decide\u00a0\u00a0if it’s worth doing a second edition.<\/li>\n
  • If you have a phone number of the customer – CALL!<\/strong> No e-mail will \u00a0replace a quick\u00a0phone call.<\/li>\n
  • Take notes!<\/strong> – Have you ever introduced yourself twice to the same person? Do not allow such situations.<\/li>\n<\/ul>\n

    With the experience gained in daily contact with language schools we\u00a0see that they rarely apply those techniques.\u00a0Part of the schools\u00a0has registration period\u00a0once or twice a year and do not contact anyone between those periods, do not organize any opened meetings or demonstrations, do not look for new sources. Another approach is demonstrated by\u00a0the franchise schools that outsource\u00a0telemarketing companies which call potential customers.<\/p>\n

    And what is your\u00a0approach to sales? Please share your experience with us! \ud83d\ude09<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

    Regardless of the profile of the language school, your main goal is customer acquisition and\u00a0find\u00a0new sources of revenue. You run […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[13,27,11,26,29],"tags":[20],"_links":{"self":[{"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/posts\/2651"}],"collection":[{"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/comments?post=2651"}],"version-history":[{"count":9,"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/posts\/2651\/revisions"}],"predecessor-version":[{"id":2741,"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/posts\/2651\/revisions\/2741"}],"wp:attachment":[{"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/media?parent=2651"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/categories?post=2651"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.langlion.com\/en\/wp-json\/wp\/v2\/tags?post=2651"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}