Recruitment experience of educational and training institutions: First ask parents for their needs, then recommend course plans, and the transaction rate will increase threefold!
Time:2025-12-30
Source:Artstep
The admissions teacher who can ask questions wins as soon as they speak. When parents enter the campus for consultation, many admission teachers eagerly showcase the advantages of the curriculum, teaching staff, and teaching achievements
However, the truly efficient recruitment experts often choose to close their mouths and open their ears first.
Admissions teachers who can ask can always identify needs, while those who cannot can only wait for rejection. Let's talk about how to use precise questioning to uncover parents' real needs, so that course recommendations can be targeted and transaction rates can skyrocket.
1. Don't rush to promote, establish a trust connection first.
When parents enter the campus, they bring various questions, concerns, and expectations. If the admissions teacher immediately promotes the course, it will only create a defensive mentality among parents.
The wise approach is to first establish emotional connections: "xxx mom, it's so cold today and she came here specially. It's really hard for her child. May I ask what grade the child is currently in? ”
Xxx dad, you've been looking at the honor wall for a long time just now. Are you paying attention to the teaching achievements of our school?
”A simple and sincere opening statement can quickly bring people closer together.
Remember, parents will only accept the courses you recommend if they first accept you as a person.
2. By carefully designing questions, uncover the true needs of parents.
This requires avoiding closed ended questions and asking more open-ended questions.
Inefficient question: "Do you want to enroll your child in a math class?" Efficient question: "What do you think is the biggest challenge for children in math learning
The following "four step requirement mining questioning method" has been validated by many of our fan organizations and has shown significant results. I would like to share it with you for reference:
Step 1: Explore the Current Situation
How is the child's current learning situation at school? "" Which subjects do you feel struggling with? "" How is the completion of homework on a regular basis
Step 2: Identify pain points
What are your biggest concerns about your child's learning? "" If this situation continues, what impact do you think it will have? "" How does the child feel about these difficulties themselves
Step 3: Find Expectations
What kind of results do you hope we can help your child achieve? "" In addition to improving grades, what other areas do you hope your child can make progress in? "" What kind of educational institution should your ideal be
Step 4: Check the budget“
What educational investments have you made for your child before? ”What is your budget for children's education? "" Do you value cost-effectiveness or absolute effectiveness more? "This questioning process can help you comprehensively understand parents' needs, willingness to pay, and decision-making standards.
3. Course recommendations are no longer just about "selling", but about "providing solutions".
At this point, the language should shift from "what do we have" to "based on your situation, we suggest": "Based on what we just learned, the main problem with children is weak foundation knowledge. We suggest starting with synchronous consolidation classes to lay a solid foundation." "You mentioned that children lack interest in learning, and our curriculum has specially designed interactive sections and incentive systems. This is the curriculum outline. Do you think it addresses the issues you are concerned about
Three common types of parents and their coping strategies: Based on our years of experience, parents are mainly divided into three types that require different questioning strategies:
Anxious parents:
most concerned about whether they can quickly improve their grades. Question focus: "How was your child's last exam?" "How long do you hope to see improvement
Rational parents:
They are most concerned about the "curriculum system and teaching staff". Question focus: "What qualities do you value most in teachers?" "What specific questions do you have about our curriculum system
Growing parents:
They are most concerned about the comprehensive development of their children's qualities.
Question focus: "Apart from academic performance, what areas do you hope your child can grow in
How do you view the relationship between test taking ability and comprehensive literacy
Identifying the type of parent and adjusting the focus of questioning can make communication more efficient.
Attention, avoid these questioning misconceptions: During the questioning process, also pay attention to avoiding the following common misconceptions: Do not be like an interrogator: questions should naturally integrate into the conversation, do not ask and answer like a barrage of bullets; Don't preset answers: Keep an open mind and truly listen to parents' answers; Don't ignore nonverbal signals: pay attention to parents' facial expressions, tone of voice, and body language; Don't interrupt in a hurry: even if the parent's answer deviates from the direction, listen patiently.
Excellent admissions teachers should understand that behind every 'no' from parents, there is an unmet need. When you learn to uncover these needs through questioning, your course recommendations are no longer rigid sales, but thoughtful solutions. This transformation not only increases transaction rates, but also establishes long-term trust, making parents loyal supporters of the institution.