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title="㶫ʮһѡѯ">㶫ʮһѡѯ</a> >营销Ҏ怎么做?h怎么调??考前必读</div> <div class="zx_wz"> <h3>营销Ҏ怎么做?h怎么调??考前必读</h3> <p><span class="hqxg">来源Q广搜网  日期Q?019/6/5 11:44:38   览ơ数Q?script type="text/javascript" src="/list/scan.aspx?id=199207&t=news"></script>    <a href="javascript:;" onClick="window.external.AddFavorite(location.href,document.title)">我要收藏</a></span></p> <div class="hqxg">营销Ҏ怎么做?h怎么调??考前必读</div><div class="hqxg">                            来源Q腾跃校长在U?/div><div class="img-container" style="margin-top: 30px; font-family: arial; font-size: 12px; background-color: rgb(255, 255, 255);"><img class="large" data-loadfunc="0" src="https://pics2.baidu.com/feed/35a85edf8db1cb13e26449221a20bb4a92584b6f.jpeg?token=a8ae84193ce71c361f883b354547988e&s=21B654329F9049C056F5CDDE000010B3" data-loaded="0" style="border: 0px; width: 537px; display: block;"></div><p style="margin: 26px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">今天我们会讲两个话题:</span><span class="bjh-strong" style="font-size: 18px; font-weight: 700;"><span class="bjh-br"></span></span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">一个是关于机构h调整问题;另一个是关于机构营销Ҏ?/span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">01 </span><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">h调整话题</span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">1、学Ҏ价了Q但是有一个班的家长联合v来要挟你必须按原hQ否则集体不l费Q如何应对?</span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">首先Q必M战略高度认识刎ͼh敏感型的安不是首选家ѝ这样你才会有底气?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">其次Q这一个班的家长中Q有些是q于集体压力而参加的“联名”,Ҏw其实是接受h调整的。所以,必须孤立此次事g的带头h?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">怎么孤立呢?让老师或课E顾问与其他安单独沟通,可以先不谈箋费的事,而是只谈孩子的进步、下期老师对孩子的培养计划、以及孩子与老师的情感,Q老师已对孩子的情冉|了深度了解,能够准确帮到孩子的成长,更换老师Q对孩子来说成本太大。也可以说说我们的课E做了哪些升U,比如教材的、内容的、教学用L{等Q也可以真诚地说一下,现在房租的上涨情늭。带头的安不箋费也不要遗憾Q箋费了我们正常对待卛_?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">W三Q如果谈不拢Q那么必要求整班学生一个都不能,一个都不能按原L贏V比?5个孩子,哪怕只?个孩子不想箋费,也不行。目的是让其?4位家长对q一位家长去q行说服?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">其他有一些细节包括:一般不在前台处公开讨论此事Q反之,可以L安排安在前台排队提前箋费;校长一般也不直接出面与安沟通,而是先由老师出面?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">2、hD整操作的“三三二二”原则如何理解?</span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">三三二二原则是ؓ了方便校长对h调整做出旉U上的精准安排。因ZhD整一定不是突然公布的Q而是要给安预期和反应时间的Q也是要通过氛围的引D犹U的家长完成箋费的?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">W一个三是指提前三个月。注意,此处只是攑և风声Q而不是正式公布涨h息。可以在非正式场合以聊天的Ş式提前跟部分_丝安透露Q而且语气不是肯定的,比如Q可能下期要调整h了。然后这位家长会跟其他家镉K露Q但是又不肯定,当其他家长来找老师核实此事Ӟ我们可以说可能是的,但是׃老生安提前l费的话会按原h的。三个月的周期以帮助家长消化涨价带来的冲击?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">W二个三是指提前三十天。这时学校应该做的是发放调h通知书,阐明学校的态度Q课E中有一调价通知书给各位校长参考)Q附上家长回执,让家长签字,表示已知晓此事。这里是Z避免安在窗口期q后Q以不知情ؓ由来要求l箋按原L贏V因为有的家长就是喜Ƣ拿不知情的借口来挑战学校?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">W一个二是指提前两周收回安回执Q然后提前以班为单位安排好后面两个周末的箋Ҏ间段?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">W二个二是指利用H口期前的两个周末集中做好收费工作,目的是营造氛围。当Ӟ部分安׃周末不方便而要单独l费的也接受?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">当然Q以上原则只是ؓ了方便校长Ş成“时间倒推”意识和程化操作的意识Q学校在实操中不必拘泥于形式?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">02 </span><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">营销Ҏ话题</span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">1、ؓ什么说“h值”和“门槛”是营销Ҏ{划的关键?</span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">价|是让安x名;</span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">门槛Q是让家长能报名?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">如果说h的行为是׃观意愿和客观能力两个斚w军_的话Q那么,解决了意愿和能力问题Qh׃定会采取行动?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">如果说语数外q样的文化课安都知道ؓ什么要学的话,一些艺术素质类评可能p找机会、找途径让家长了解其对孩子的意义如何了。这是“h值塑造”的q程?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">比如Q我们策划了一场户外演出活动,安qC孩子们棒的表现Q看C孩子大方、得体,意识到了课E的价倹{这比直接通过语言生硬地讲q要有效的多。当安意识到课E的价g后,才会产生“我的孩子也可以学一学”这LƲ望?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">产生了欲望之后,q“我能不能做到”了。这Ӟ我们讄的门槛就要保证到她能够跨q去——这个门槛包括我要花多少钱?需要多时_所以我们设|了如下q样的方案:免费体验一节(不要?一节课Q,但是仅限?0名报名的安Qؓ了促发家镉K上行动)。或者收49元体?ơ课Q花Ҏ49?旉?ơ课Q,教会孩子吹奏一只完整的曲子Q用利益吸引安Q?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">反之Q如果没有h值塑造的q程Q那么你再便宜(门槛合适但是无价|Z也不会感兴趣Q或者你价值塑造地很好Q但是h们无力承担h|有hg门槛q高Q,Z同样无法购买?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">所以,M营销zd都逃不两个底层逻辑?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">有时我们看到Z排队购买一些商品,本质上是因ؓ它让Z生了“这么多人排队,一定很好(Ʋ望Q”和“这么多人排队,一定不贵(能力Q”的感觉?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p"><span class="bjh-strong" style="font-size: 18px; font-weight: 700;">2、ؓ什么做好“老带新”活动的关键是“对比生伤害”?</span><span class="bjh-br"></span></span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">人本质上是自U的Q家长们认ؓQ孩子们之间存在竞争关系。所以家长如果发现自q孩子q步了,我ؓ什么要让她的同学也一赯步呢Q这U情况尽残P但是真实。不论您的学校老带新做的多好,也一定要认清q个现实。所以有Ӟ单纯地告诉家长您l我介绍学生、我l您优惠Q是打动不了安的,我们需要策划一场活动,来促q老带新的氛围?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">Z孩子们间的竞争关p,在策划活动时只有攑֤了孩子之间的差距Q新生的安才会产生“焦虑感”,更害怕别自己是个不称职的母亲Q这ӞҎ会生“我也要让孩子学Q不能落后”的x?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">而且Q老生因ؓ表现优于新生Q老生安的虚荣心得到满Q才会更认可机构?/span></p><p style="margin: 22px 0px 0px; padding: 0px; font-size: 16px; line-height: 24px; color: rgb(51, 51, 51); text-align: justify; font-family: arial; background-color: rgb(255, 255, 255);"><span class="bjh-p">所以,M老带新的zdQ只有做到“对比生伤害”,才能让新生家长更有欲望、让老生安更满意。只有纯_的老生zdQ才需要做成你好我好大家好的晚会风根{?/span></p> <br /> </div><div class="bdsharebuttonbox"><A class=bds_more href="#" data-cmd="more"></A><A class=bds_qzone title=分n到QQI间 href="#" data-cmd="qzone"></A><A class=bds_tsina title=分n到新微?href="#" data-cmd="tsina"></A><A class=bds_tqq title=分n到腾讯微?href="#" data-cmd="tqq"></A><A class=bds_renren 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