How to manage the bill issuer

How to distribute leaflets in training schools well

Printing school profile forms and sending people to places where there are many potential students (or parents) is one of the most commonly used market means for enrollment management in primary and secondary training schools. But let's look back. What did the flyers we experienced personally give us? To put it mildly, marketers are ticket makers, and to put it mildly, they are like beggars on the street. When someone passed by, he reached out and slid a card. Ordinary passers-by will naturally treat us as street beggars, change hands and throw them into the trash can. Is this scene very common? In fact, sending a single page is a technical activity as well as a management activity. The biggest common fault is: chaotic management and ineffective use. Not to mention the marketing theory. Here, taking a typical billing work as a case, let me explain what I can do:

The source of the issuer of the bill. General training institutions like to find college students best, because they have higher quality, better image and better publicity effect. Judging from the actual situation, this may not be the case. The bookkeeper is a manual worker standing on the street. It is impossible for the staff in your unit to stare at one by one, so the degree of hard work and hard work is far more important than academic qualifications. We might as well recruit students with poor economic conditions from poor schools. They will be more serious instead of staring at the most famous local universities. The bookkeeper is facing the public, and the image needs public recognition. At first glance, it can be neither handsome nor cool nor beautiful, but it can't offend users. For example, if it is distributed at the gate of a primary school, parents will resent it. Therefore, the image of a smile had better be universal.

2. Pre-management and training. This part is often ignored by training institutions. The usual practice is to recruit a group of students everywhere, and then inform them to meet somewhere in the morning, and organize the staff to assign tasks, and then everyone will do it separately and disperse in a hubbub. This is a taboo. Training institutions are unfamiliar with these temporary workers and work purely for economic benefits, which is prone to the problem of being lazy and wasting resources. At the same time, the jobs of billing personnel may be scattered, and more depends on their self-management ability. If you don't gather these people with snacks to stimulate their enthusiasm for work, you don't have to expect their help. Therefore, the day before work, if possible, you should have a training. Like all training for inexperienced new employees, there are three things: brainwashing, standardization and training. Brainwashing is to let the other party recognize you and be willing to work hard for it; Norm is to tell each other what can and cannot be done; Training is teaching each other what to do and how to do it.

1) is recognized. It is provocative to preach the product characteristics, development history and entrepreneurial spirit of your organization to the billing staff, trying to gain the psychological identity of the billing staff;

2) Learn products and words. Then mainly explain the products of your organization and prepare speech skills, which is one of the key points of this training. At the scene, the questions casually asked by potential users may become the breakthrough point of the transaction. How to deal with the possible problems, these temporary bill issuers have no concept. Through product introduction and speech training, billing personnel can have limited communication on several topics that users are most concerned about, focusing on what to say later, such as where users are welcome to visit and how to call for advice if there are any questions.

3) Clear division of responsibilities. For each billing personnel, it is necessary to clarify the division of labor, working hours, rest time, working attitude, assessment indicators, etc. It must also be clear in advance, so that these temporary workers are very clear about what to do and how to do it.

4) Management measures. Clearly combine authorization with centralization, introduce or designate the direct managers of all bill issuers, so that everyone can clearly know who the corresponding leaders are and who to respond to when there are problems on the spot.

3. Matters needing attention when issuing bills

1) site manager. Activists in your training school management market must come to the scene in person to grasp the situation. The managers of some institutions never go to the scene to know the situation, and they don't despise or look down on users in the cold wind or hot sun, resulting in many unrealistic ideas. So your manager must visit the front line, observe customers, guide work and solve problems.

2) The smiling principle of the sender. It is very common for passers-by to throw bills on the ground without looking. In order to reduce this situation, in addition to improving the psychological quality of the sender, we should also establish brief eye contact with passers-by with a smile, and then hand it in page by page, so that the probability of being thrown away immediately is much smaller. It doesn't matter whether you laugh or not. Personally, I think it depends mainly on my own mentality. I can't laugh for publicity. The best is a casual and natural smile. The first sentence is easier for everyone to recognize and accept. When the sender gives a single page to the user, he often says a word to attract attention. This sentence has a great effect on whether users will look at your single page next. For different products and services and different potential users, the effective first sentence is different. What your company specifically says needs to be summarized through actual results. But the general principle is: what are the benefits to users? What does he have to take advantage of? In the era of transparent information, we can't control the environment, we can only adapt to the market. We can't cheat the masses, and don't want to take advantage of them, so we are required to think about some problems from the customer's point of view.

4) The last one. What this means here is that if there are already many billing agents from other institutions where you are standing, it is bound to cause a group of people to keep stuffing single pages into users' hands, and a group of people keep trying to talk to users, which makes users bored and wants to escape from here as soon as possible. You should pay attention to where you stand at this time. Generally speaking, users put single pages in their hands in sequence, and the only thing they can see at a glance is the last page. Therefore, the position of the billing clerk should be slightly away from other billing clerks and stand behind according to the flow of people. This also has the opportunity to say a few more words with users and attract attention.

5) Five sentences. This is a popular saying, the billing officer should talk to the user, but don't say too much, just say the last five sentences. There are two reasons: 1. Try to reach as many users as possible in a certain period of time, and don't spend too much time on one user, and other users pass by; 2. If you talk too much, you lose. Generally speaking, bill issuers are not experts in this field. If you talk too much, it will be exposed. For example, the purpose of distributing leaflets is to win the interest of parents and children after a short exchange, and let them take their children to the training school to listen to free audition classes.

6) The choice of issuing time and opportunity. This is very important. For example, if you want to send a single page at the gate of a primary school, should you go in the morning or in the afternoon? Should I go back to school this holiday or the first day of school? Theoretically, there are as many parents who send their children to school in the morning as there are parents who pick them up in the afternoon, but those who send their children in the morning have to go to work. Who has the heart to look at your single page or take your single page all the way to the office to study it? People who pick up children in the afternoon usually arrive early and then stand at the door waiting for nothing. At this time, if you don't show them something interesting, when will you wait? On the first day of school, people will send out a single page again. People are not only busy, but also probably have plans. Even if they want to learn this thing, they may decide to go somewhere else. It is generally easier to go back to school during holidays, and there is no specific plan for the new semester. When don't you go at this time? 4. Information feedback and summary After one or several days of billing activities, you must set aside some time to call the billing personnel and site management personnel to communicate. Many organizations ignored this step and dissolved as soon as the activity was over, wasting this great opportunity.

Summary can achieve the following effects:

1) Get feedback on the products and services of the organization, such as what follow-up activities users are interested in.

2) What are the advantages of competitors in the same industry, how do others do it and how effective it is?

3) How to improve single page, and what habits and general rules users have when browsing single page.

4) Explore the talents among the billing personnel. Education and background are not important, but you can see who can be used in your work.