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招生，一直都是机构的重点和难点，在众多招生方案中，低价引流活动是机构经常举办的，因为周期短、见效快，但是我们也常常会看到有些机构通过这种方式招学员，但最终的转化率却很低，总是会出现有某些环节是没做到位的；
那一场招生活动应该注意些什么呢？
今天呢，就和大家来聊一聊，如何策划一场好的引流活动呢？
第一个：定招生目标
为了保证教学和服务质量，学员人数并不是越多越好的，我们需要根据机构的具体场地情况和教练人数来定的，同时我们也可以将招生目标设置为3档：
基础目标、挑战目标和卓越目标，挑战目标比基础目标稍微高出10-15%左右，让大家稍加努力就能够达成，而卓越目标则需要加大难度；
第二个：定参与的员工数量；
招生，虽然是与谈单技巧有很大关系，但实际上也是概率问题，当然，如果能全员营销就最好了，但是也要根据招生引流的目标来定参与招生的老师人数，避免不必要的人员浪费，毕竟还是需要有人来负责物资的统筹管理、业绩的统计以及接待上门的家长等，都要合理协调分配好，也可以根据情况适度招募兼职销售人员；
第三个：定引流课的产品；
就是一次引流课产品最好不要超过3种，否则会增加家长的选择难度，而且决策质量下降，也还会拖延决策时间，比如，舞蹈类的，最好就挑选民族舞、拉丁舞、爵士舞，就挑选2-3种来做活动。
第四个：定引流课的价格：
虽然说引流课的价格要比标准课程的单价低，但也不是越低越好，但是可以对冲成本就可以了，毕竟转化为标准课才是目的，那成本里面要包含：礼品、提成及奖金、其他物料成本、体验课老师的课时费等等，当然，也是根据机构和实际情况来看的哈；
第五个：定引流课的次数；
一般是定4-6次的，一来是可以增加我们课程顾问现场成交的次数，现场转化更能触动家长，从而提高成交率；二来是可以占据家长和孩子的时间，平时和周末都来一次，那他去别的机构体验的时间和概率就少了；三是也便于让孩子对机构产生感情，让孩子逐渐熟悉环境，和教练及同学亲近了，那感情也就建立起来了；四是通过这一轮的体验课下来，让家长能看到些许的效果，比如高水平授课啦，教务老师的周到服务啦，也是有利于后期的转化的。
第六个：定报名引流课赠送的礼品；
为了控制活动成本，赠品的价格和数量也是一定要控制在合理的范围内，具体的大家可以参考机构实际发生的成本来计算和衡量的，这里有个参考的公式：引流课的价格=赠品价格+提成奖金+教练课时费+其他物料成本。
第七个：定激励
为了让营销的氛围更有激情和活力，所以物质激励和精神激励是一定都要有的，
关于物质积累：
1、个人提成和奖励
为了提高大家的积极性，可以设置阶梯式的提成来计算，比如当日完成单量来计算：5单内是20元/单；5单-8单是40元/单；8单以上是60元/单；然后再设置一个当日冠亚军的奖励，这样，大家就不仅是为了奖励而战，也会铆足了劲为荣誉而战了。
2、团队激励；
除了个人的冠亚军，团队的也可以设置冠亚军，比如按照团队当日的完成单量，基准可以设置多少单才可以排名，只要能起到激励作用就可以了。
关于精神激励；
本次活动开始前，召开隆重启动大会，结束了之后，再开个总结表彰会，兑现奖励、奖杯和证书，那前期拍摄的真实招生活动场景、个人的特写等做成小视频，在表彰会前播放，让大家都能再次回顾为了达成个人目标和团队目标那股不放弃不抛弃，汗流浃背依然冲劲满满的心流涌动，再次提升大家的荣誉感。
第八个：定规则；
人一多事一杂就容易乱，因此必须在活动开始之前制定相关规则。
1、分好小组并区域，不得越界，比如A小组今天是安排在A区域的，那当天就只能是在A区域；
2、个人与个人、团队与团队必须参与PK，可以PK钱、或者其他，比如吃苦瓜、用屁股写字等都可以；
3、当天的成交数据，小组长需要登记好明细，并以小组为单位统一报给统筹的人，便于在当天12点左右，在群里公布个人和各组的数据总结。
4、强调其他细节问题，比如，
活动期间不能临阵脱逃；不能从事与本次活动无关的事情；不能随意承诺家长授权赠品以外的其他物品或者优惠；严禁传递负能量影响团队的和谐和士气，违反任意一条，取消相关奖励等惩罚。
当然咯，除了以上提到的八点外，还要注意把控活动的时间节点、活动区域，同时还要掌握相关销售技巧、充分准备活动所需的物料等等。
好了，以上是今天分享的内容，欢迎评论区留言，如果您有什么其他的建议和意见，我们一起交流成长，后续将分享更多体培机构的运营小知识哦。[比心][比心]
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在抖音上开店卖东西,有两种选择:一是通过广告位植入广告来引流;二是通过短视频、小程序或小游戏来引流。 通常来说,对于一个实体餐饮店来说,前者是首选,而后者则是其次。一般来说,餐厅都…
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