同样中考地推，为什么我们招的学生是同行的10倍？
<p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">好多校长在与我交流时，最爱问的就是：机构究竟如何招生？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">一般我会回答，<strong style="max-width: 100%; box-sizing: border-box !important;">微信社群招生或针对入口年级的免费班是比较有效的策略</strong>。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">但是，很多新机构或小机构校长纷纷表示不满意该答案,<strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">一是微信社群招生需要一定的学生基数才能扩散影响力；</strong><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">二是对于没有啥市场能力和知名度的小机构来说，即使学费全免也招不来几个学生。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">那么，对于新、小机构来说，有效的招生渠道到底在哪？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">没错，</strong>还是<strong style="max-width: 100%; box-sizing: border-box !important;">地推</strong>！</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><section class="" label="powered by 135editor.com" style="max-width: 100%; color: rgb(62, 62, 62); font-size: 16px; line-height: 25.6px; font-family: 微软雅黑; box-sizing: border-box !important;"><section class="" data-id="24" style="max-width: 100%; box-sizing: border-box; border: 0px none;"><section class="" style="margin: 3px auto; padding: 15px; max-width: 100%; box-sizing: border-box; line-height: 24px; box-shadow: rgb(170, 170, 170) 0px 0px 3px; border: 2px solid rgb(240, 240, 240);"><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">目录</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">地推≠发传单</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">地推物料及人员准备</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">集中地推高转化策略</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">高转化地推的注意事项</p></section></section></section><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><blockquote data-mce-style="margin: 5px 0px 0px; padding: 10px; max-width: 100%; orphans: 2; widows: 2; line-height: 25px; font-family: arial, helvetica, sans-serif; text-shadow: #225f87 0px 1px 0px; color: #ffffff; border-top-left-radius: 4px; border-top-right-radius: 4px; border-bottom-right-radius: 4px; border-bottom-left-radius: 4px; box-shadow: #999999 2px 2px 4px; border-left-width: 10px; border-left-style: solid; border-left-color: #fdd000; background-color: #373939; word-wrap: break-word !important;" style="margin-top: 5px; padding: 10px; max-width: 100%; border-left-width: 10px; border-left-style: solid; border-left-color: rgb(0, 173, 255); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; border-radius: 4px; color: rgb(255, 255, 255); box-shadow: rgb(153, 153, 153) 2px 2px 4px; text-shadow: rgb(34, 95, 135) 0px 1px 0px; box-sizing: border-box !important; background-color: rgb(55, 57, 57);"><span style="max-width: 100%; font-family: 微软雅黑; font-size: 18px; line-height: 28.8px; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 32px; white-space: pre-wrap; box-sizing: border-box !important;">地推≠发传单</span></span></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">说到地推，很多校长开始摇头：传单的宣传效果真是越来越差了。这其实是概念上的混淆：发传单只是地推的一环，绝不等同于地推。地推的作用是通知<span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;">（注意不是宣传）</span>和现场咨询。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">那为什么盲目撒传单已经起不到宣传效果了呢？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">首先，现在教培行业竞争越来越激烈，你发我也发，直接导致每位家长都能收到一摞传单，所以，即使你的传单写出花儿，家长也不会多仔细看。</p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">另外，<strong style="max-width: 100%; box-sizing: border-box !important;">发传单其实是一种比较低端的行为，发单人和家长地位上是不对等的，这种行为会让家长产生高高在上的心理，从而让家长默认你的课程也是低端的，宣传效果反而是负向的。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">大机构往往有很强的市场能力和品牌影响力，如车体广告、豪华的门店、长期的口碑积累等，此时发传单能起到通知作用，即告诉家长我们有个啥课程你可以来试试。小机构就比较惨了，市场能力几乎为零的时候，你的传单只能被家长皱着眉头扔进垃圾桶。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">相对于大机构，小机构的市场能力薄弱是必然的，但是可以拥有不弱的咨询能力。因为市场能力需要系统的规划和强大的资金支持，但是咨询能力只和个人能力挂钩。所以，<strong style="max-width: 100%; box-sizing: border-box !important;">小机构地推主要应以现场咨询为主。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">免费课的现场咨询效果是非常显著的<span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;">（下面会细讲）</span>，但是对于收费课，现场咨询直接成单的难度很大。这是因为无论你和家长谈的多愉快，只要一谈到花钱报课，就直接触动了家长的敏感神经——哦，原来他只是想赚我钱而已。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">所以，现场咨询的目的绝不是一锤定音，而是变成一个入口，去向家长推荐不太敏感的产品。如免费公开课，吸引家长到公开课深度咨询；或发押题卷，并告诉家长去 QQ 群中寻找答案，达到建立社群的目的。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><blockquote data-mce-style="margin: 5px 0px 0px; padding: 10px; max-width: 100%; orphans: 2; widows: 2; line-height: 25px; font-family: arial, helvetica, sans-serif; text-shadow: #225f87 0px 1px 0px; color: #ffffff; border-top-left-radius: 4px; border-top-right-radius: 4px; border-bottom-right-radius: 4px; border-bottom-left-radius: 4px; box-shadow: #999999 2px 2px 4px; border-left-width: 10px; border-left-style: solid; border-left-color: #fdd000; background-color: #373939; word-wrap: break-word !important;" style="margin-top: 5px; padding: 10px; max-width: 100%; border-left-width: 10px; border-left-style: solid; border-left-color: rgb(0, 173, 255); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; border-radius: 4px; color: rgb(255, 255, 255); box-shadow: rgb(153, 153, 153) 2px 2px 4px; text-shadow: rgb(34, 95, 135) 0px 1px 0px; box-sizing: border-box !important; background-color: rgb(55, 57, 57);"><span style="max-width: 100%; font-family: 微软雅黑; font-size: 18px; line-height: 28.8px; box-sizing: border-box !important;">地推物料及人员准备</span></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">在<a href="http://mp.weixin.qq.com/s?__biz=MzIyOTA2ODU2MQ==&mid=2650478446&idx=1&sn=dabf1c0842a812aa3c3b4cd4468be657&scene=21#wechat_redirect" target="_blank" data_ue_src="http://mp.weixin.qq.com/s?__biz=MzIyOTA2ODU2MQ==&mid=2650478446&idx=1&sn=dabf1c0842a812aa3c3b4cd4468be657&scene=21#wechat_redirect" style="color: rgb(96, 127, 166); text-decoration: none; max-width: 100%; box-sizing: border-box !important;">《市场养成期、成熟期应采用什么不同的宣传策略？<span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">》</span></a>中，我已经<span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"></span><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">进行了地推内容方面的指导，下面我将主要在形式上分享一些经验。</span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">1.阵仗尽量大一点。</strong></p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="line-height: 2em; max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">每次地推，即使是赶放学的半个小时，我们的宣传人员也会带齐桌子、椅子、展架、遮阳伞等。开始我觉得很麻烦，后来明白了：上文说了，地推本身是一个较为低端的市场行为，一个从没听过名字的小机构地推人员贸然凑上来，家长很容易心存戒备。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">如果阵仗较大，这在一定程度上会降低家长的戒备心，就好像我们总倾向于认为大商场促销不会卖假货，但大街上单个的促销员就很不可信的道理是一样的。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">2.传单的内容不再多说，但是一定要有辨识度。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">辨识度的意思是家长接到你传单的第一感觉就认为你的传单和其他传单是不一样的。</span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">集中地推时，各考点往往满地都是机构传单。但我发现我的机构的传单被扔的很少，原因很简单，</span><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">我的传单是别人的几倍厚，甚至像一本书。</strong><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">我们随手扔掉一张传单毫无压力，但是扔掉一本书就会犹豫。所以，机构最不该从传单上省钱。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">很多校长会有“传单成本低一点，可以多发一点”的想法，但是你有没有想过你的传单如果成本高三倍，效果可能会好 10 倍呢？而且用心的传单确实可以传达“本机构也是用心教学”的这种思想，确实有家长跟我说过，某机构连传单这么小的事情都懒得做好，教学更不可能做好了。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">3.地推最好有统一的、有机构标志的制服。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">想象一个场景，当我们走在大街上，随便来一个便衣人和你推销时，我们的第一反应绝对不是听听他的产品或服务，而是一下子警惕起来，所有的心思都集中在“这个人是谁，是干嘛的，找我干嘛”，机会就在这瞬间溜走了。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">当然过犹不及的是，非常商业化的制服也是失败的。有些机构把地推人员整成了流动广告牌，制服上写着“**教育免费学，电话 138********”几个大字，搞的地推人员自己都不太好意思穿。</p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">再次强调一次，<strong style="max-width: 100%; box-sizing: border-box !important;">地推本身是很低端的市场行为，那就不要努力让它变得更低端了。制服只要统一，有机构辨识度就可以了，并不需要让它传达太多的信息</strong><strong style="max-width: 100%; box-sizing: border-box !important;">。</strong>否则要人干嘛，难道指望家长看了你的制服来主动问你的课程？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">4.一般来说女性地推人员比男性地推人员成功率高一点。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">这是因为人们潜意识中会认为相对于陌生男性，陌生女性危害到自己的可能性更小，所以更能信任。而且，地推需要较好的口才，但是我们的观念中会认为女性能说是伶牙俐齿，而男性能说是油嘴滑舌。这也在一定程度上影响了男性地推人员的成功率。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><blockquote data-mce-style="margin: 5px 0px 0px; padding: 10px; max-width: 100%; orphans: 2; widows: 2; line-height: 25px; font-family: arial, helvetica, sans-serif; text-shadow: #225f87 0px 1px 0px; color: #ffffff; border-top-left-radius: 4px; border-top-right-radius: 4px; border-bottom-right-radius: 4px; border-bottom-left-radius: 4px; box-shadow: #999999 2px 2px 4px; border-left-width: 10px; border-left-style: solid; border-left-color: #fdd000; background-color: #373939; word-wrap: break-word !important;" style="margin-top: 5px; padding: 10px; max-width: 100%; border-left-width: 10px; border-left-style: solid; border-left-color: rgb(0, 173, 255); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; border-radius: 4px; color: rgb(255, 255, 255); box-shadow: rgb(153, 153, 153) 2px 2px 4px; text-shadow: rgb(34, 95, 135) 0px 1px 0px; box-sizing: border-box !important; background-color: rgb(55, 57, 57);"><span style="max-width: 100%; font-family: 微软雅黑; font-size: 18px; line-height: 28.8px; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 32px; white-space: pre-wrap; box-sizing: border-box !important;">集中地推高转化策略</span></span></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">在最近两年的集中地推过程中，我们有些策略起到了很好的效果，在此和大家分享。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">一、现场公开课策略</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">很多机构在集中地推时会搭遮阳棚，放一些小凳子，让等孩子的家长休息，还会送矿泉水等。这样的方式是有效的，当家长得了你好处，自然对你防备降低，而你也就赚取了更多课程推荐的时间。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">不过比较坑的是，近年来大家都学会这一招了，而且更要命的是城管大哥们不遗余力的让我们的计划沦为泡影。</p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">因此，<strong style="max-width: 100%; box-sizing: border-box !important;">我们采取了这样的方式：</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><blockquote style="padding-left: 10px; max-width: 100%; border-left-width: 3px; border-left-style: solid; border-left-color: rgb(219, 219, 219); color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">一般的学校门口附近都会分布着很多小店</strong><span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;">（饭店，饮品店等）</span><strong style="max-width: 100%; box-sizing: border-box !important;">，这些店一般在考试期间都会很闲，我们会提前找一些合适店铺进行合作，以较低的价格作为地推期间的家长临时休息区。</strong></p></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">此时，地推的直接目的不在于成单，而是要引导家长进入休息区。当然，为了吸引家长进入，进行现场公开课是不错的选择，毕竟对家长来说等候的时间是浪费的，何不去听一下公开课呢？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">当家长进入公开课模式时，因为不是你针对他进行推销，他的警惕就会放松，所以，更容易听进去你的介绍。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">群体性情绪的作用也将在此时体现的淋漓尽致，只要有家长开始报名，未报名的家长就会不断收到正向刺激，开始再抗拒的家长，刺激多了也会产生想法。</strong></p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">经我们测算，现场公开课成单率基本上可以达到二分之一以上，而直接地推的成单率一般只在五分之一左右。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">二、引流策略</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">当 N 多机构同时骚扰家长时，我们如何把家长引导到人迹罕至的地方，只接受我们自己的骚扰呢？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">我们先来设想一下，如果你和家长说，凭此传单能领取本机构 700 元的数学课，或凭此传单可领取现金 5 元。哪一种说法会让我们的传单遭到疯抢呢？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">必须是第二种。5 元打败了 700 元，是因为 5 元太直白了，而那个 700 元的课，谁知道你是不是骗我？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">所以，我们的办法是：</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><blockquote style="padding-left: 10px; max-width: 100%; border-left-width: 3px; border-left-style: solid; border-left-color: rgb(219, 219, 219); color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">在发出每一份传单时，地推人员都会告诉家长：家长您好，凭此传单到对面的**超市任意挑选 5 元商品。</strong></p></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">结果呢，自然是家长疯了，我们就派出青藤咨询能力最强的地推人员坐镇超市，对每一个到来的家长进行洗脑。虽然，此种方式的成功率不如公开课那么高，但是，却大大提高了流量，从而提高成单数量。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><blockquote data-mce-style="margin: 5px 0px 0px; padding: 10px; max-width: 100%; orphans: 2; widows: 2; line-height: 25px; font-family: arial, helvetica, sans-serif; text-shadow: #225f87 0px 1px 0px; color: #ffffff; border-top-left-radius: 4px; border-top-right-radius: 4px; border-bottom-right-radius: 4px; border-bottom-left-radius: 4px; box-shadow: #999999 2px 2px 4px; border-left-width: 10px; border-left-style: solid; border-left-color: #fdd000; background-color: #373939; word-wrap: break-word !important;" style="margin-top: 5px; padding: 10px; max-width: 100%; border-left-width: 10px; border-left-style: solid; border-left-color: rgb(0, 173, 255); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; border-radius: 4px; color: rgb(255, 255, 255); box-shadow: rgb(153, 153, 153) 2px 2px 4px; text-shadow: rgb(34, 95, 135) 0px 1px 0px; box-sizing: border-box !important; background-color: rgb(55, 57, 57);"><span style="max-width: 100%; font-family: 微软雅黑; font-size: 18px; line-height: 28.8px; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 32px; white-space: pre-wrap; box-sizing: border-box !important;">高转化地推的注意事项</span></span></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">集中地推一般指小升初、初升高考试时的地推，是机构最重要的地推节点，当然，这也是竞争最激烈的节点，在地推时有哪些注意事项呢？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">1.上文说过，针对免费课的地推相对容易，但是有些机构的报名流程过于省事，只要登记电话即报名成功。这样做虽然能很容易地获得大量的所谓“报名学生”，但是到场率非常堪忧，尤其是这种“你打我也打”的节点上，甚至有家长气呼呼的跟我说，这几天快被机构电话打疯了，谁打就不去谁家。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">因此，即使是免费课，押金也是一定要收取的。</strong><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">但是一旦涉及到钱的问题，哪怕是 10 块钱，很多家长的紧张神经就立刻被调动起来了。</span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">要解决这个问题其实很简单，就是在</span><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">让家长掏押金的时候，地推人员不只是告诉家长他获得了一个看不见摸不着的免费课<span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;"></span></strong><span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;">（即使这个免费课原价确实很贵，家长也还是会认为它不值钱）</span><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;"></span>，而是赠送一些等价物，消除家长心中的疑虑。</strong></p><p style="text-align: center; max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">我们采用的是交押金赠送课本的形式，效果很好，一本沉甸甸的书摆在面前，家长的押金支付意愿就强很多。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">2.两人结队进行地推，效果要比一个人单干好得多，</strong>这是我们实践得到的结论。之所以会<span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">这样，我认为是地推人员在家长面前处于弱势地位，但是两个地推人员同时对一个家长进行推销时，这个弱势地位会缓解。</span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">而且，两个人搭配地推，还可以</p><ul class="list-paddingleft-2" style="padding-left: 30px; max-width: 100%; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">互相弥补语言漏洞；</p></li><li style="margin-left: 0px; max-width: 100%; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">在三人对话中，家长的思维也不会像二人对话时那么流畅，更容易产生漏洞或者陷入地推人员的思维节奏中，从而被地推人员“钻空子”。</p></li></ul><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">3.当多个家长聚集时，一定不要同时发传单，面对很多家长同时进行地推。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">此时，地推人员的气场简直弱爆了，只要有一个家长表现出不耐烦或怀疑的态度，那基本上所有家长就都没戏了。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">所以，正确的姿势是，<strong style="max-width: 100%; box-sizing: border-box !important;">地推人员找其中一个感觉成功概率最大的家长，单独和他聊一下，此时其他家长一般会支起耳朵听着。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">如果该家长很感兴趣</strong><span style="max-width: 100%; color: rgb(136, 136, 136); box-sizing: border-box !important;">（当然他如果听过你的机构并且认可就更好啦）</span>，<strong style="max-width: 100%; box-sizing: border-box !important;">此时可以声音大一点，一边给该家长介绍，一边辅助给其他家长介绍。</strong>只要这个家长成单，其他家长成单的概率就大很多。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">当然，如果你足够倒霉，上来碰到一个不感冒的家长，推单失败，那么，其他机构也基本就不用谈了，成单的概率将非常低。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">4.很多家长对免费课抱有疑虑，尤其是小机构的免费课，没有品牌支撑，家长更不敢相信。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">此时要通过某些方式暗示家长“你不是第一个吃螃蟹的人，我们是大众的选择”。<span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">比如，家长看到你的报名登记单上是空的，其提防上当的心态肯定更重。但是，</span><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">如果你的登记单上是密密麻麻的号码，此时家长的心里防线就会弱很多。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">如果地推人员给家长开押金收据也最好不要从前几页开始，</strong><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;">类似的细节大家可以去思考。</span></p><div style="text-align: center;"></div><p></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><span style="max-width: 100%; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></span></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">5.集中地推时，越临近考试结束，推单越容易成功。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">很多机构虎头蛇尾，第一天上午雄赳赳气昂昂，整个机构集体出动，誓把家长拿下，到了第二天，就蔫了很多，甚至都不去了。这是非常可惜的。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">其实，当考试刚开始时，家长的所有精力几乎都在考试身上，担心孩子考不好，担心是否有意外等，此时你的地推很难真正打动他。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">但是临近考试结束则不然。很多家长开始考虑考完试的安排，是带孩子旅游呢，还是给孩子报一个辅导班学习呢？</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">此时如果你“很巧”的出现，自然更容易得到家长的注意，甚至被家长围攻。咨询能力如此之差的我，在最后一天的傍晚都签成了 7 单，可见时间节点的重要。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="padding: 5px 15px; max-width: 100%; clear: both; min-height: 1em; font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; border: 0px; color: rgb(255, 255, 255); font-weight: bold; text-align: center; border-radius: 5px 5px 0px 0px; line-height: 2em; box-sizing: border-box !important; background-color: rgb(70, 118, 217);">CK47 说</p><blockquote class="" style="padding: 10px 15px 20px; max-width: 100%; border: 1px solid rgb(70, 118, 217); color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; border-radius: 0px 0px 5px 5px; box-sizing: border-box !important;"><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">地推是门槛最低的市场行为，效率确实不高，根据我们的统计结果，<strong style="max-width: 100%; box-sizing: border-box !important;">最有经验的地推人员的成功率也就 20%，即谈 5 个成功 1 个；一般成单，地推人员需要和家长沟通的平均时间为 10 分钟。</strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></strong></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">但是，地推是新、小机构唯一能做好的。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">我们本次新高一0元班地推成功招生 2000+ 人次，</strong>靠的就是市场人员从 4 月份开始一次次的辛勤外出，哪怕每次只带回三、四个名字，聚沙成塔，不知道你们能不能做到。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">我们的很多次地推，都会遭到城管的驱逐，甚至被没收物资，但是大家都只是抹抹汗，换个地方继续开干，不知道你们能不能做到。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">我们的很多地推人员可能与家长交流沟通长达一个小时，但仍然没有成单，还受到家长的“便宜没好货”的讥讽，委屈的直哭，但哭完还要和下一个家长交流，不知道你们能不能做到。</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;"><br style="max-width: 100%; box-sizing: border-box !important;"></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; line-height: 2em; box-sizing: border-box !important;">如果不能，请不要再抱怨“地推没有用”。</p></blockquote><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br></p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;">来源：校长运营圈 作者：CK47 微信号：yaohaotixy</p><p style="max-width: 100%; clear: both; min-height: 1em; white-space: pre-wrap; color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 2em; box-sizing: border-box !important;"><br></p><p></p> 赞一个~ 牛！！！！！！！ 赞！赞！赞！学习了！ 赞 赞赞 学习了 hyixuexi.受益匪浅 :)哈哈哈哈哈 有点意思，这个帖子给了不少细节的建议。 体会深刻，好好研究和学习。
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