Empower Your Education Business with Customer Nurturing for Education

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in the last segment we thought about a Jew lead generation as unit generation just to quickly recap means that the efforts or the systems or processes that you use in order to get customers to know about you or come to your website or pick up the phone and enquire with you or your frontline staff let's add you lead generation and then now in this segment of the video I want to talk to you about something which we covered in the report which I sent out to you and with Kali age you lead nurturing the idea is really very simple first you generate those leads all those people who are interested in whatever is it that you're selling or offering and in this case it's a tuition sentence that's a generation now having graduated from the idea of a julik generation we now look at how you nurture your leads in such a way that they are no longer list by the time you are done with them now what do I mean simple really somebody and quiet with you he's considered a lead so how do you move this prospect or lead from point a point a being somebody who just inquires let me just quickly fill a straight with you this all right so this is your prospect yeah and as I discussed in the previous video we showed you how you can get all these prospects to come into your tuition center so let's just pretend that for a while fizzy situation center so we discuss about how you can generate a lead who is a prospect who has exhibited or shown an interest in whatever is that you're selling in this case your tuition services and bring them in now this guy is a prospect you see a customer no it's not a customer yet she is only a customer when we see dollar signs living his wallet or back pocket now that is really the difference between a prospect versus a customer a customer is someone who pay is approach that is someone who says that they're interested in whatever it is that you're selling but has not coughed up any dollars or cents so you must be very sure to distinguish between these two yeah all right so if in the first segment we were talking about how to generate these prospects to come into your tutor Center pick up the phone and call you or send you an email etc SMS in this segment of the video will show you how you can then nature this leads how do you treat them well how do you maintain contact with them on a consistent enough basis so you get to move them from point A to point B point a be a test about a prospect who hasn't actually paid anything and point B actually being a customer who's actually coughed out dollars and cents and actually committed to a tuition program in your school so it really is about the journey going from point A to point B so along the way we have what we call touches of concerns or points of contact if you will between you the fella and the parent who is the buyer or the decision maker so there are actually quite a number of you number of contacts along the way in making them transition from being a non-paying prospect to a paying client or customer and what really happens during this transition phase what happens during contact point number one number two number two number four I'll give you a scenario John who was asking for math tuition and quiet about math tuition for a primary six student his son at your tuition center and the first point of contact that you made is is actually encompassed in what we call maturing lead and maturing everything that you do between these two points or do is to go post if you like actually contributed to this whole nurturing process the first time you may contact them you tell them yes we do have math tuition and we are actually one of the best medicine centers around for reasons ABCD you know your teachers are the better than I do so you've got to be able to project all these good things and positivity about your center to that parent pertaining to the inquiry on math tuition it's got to be ultra focused on math tuition okay so that's the first point of contact the second point of contact is if the customer gets back to you and say hey I'm interested I still want to know more or how do I sign up and the second point of contact is where you add additional value this is where you can actually show some of words that you've been awarded with regards to math and some testimonials from some students who actually said hey they really improve their math as a result of joining up with the attrition Center and the third contact could be if they didn't come back to you how do you still add value to this relationship between you and them to push them further and further two points four or five and then make them pay so you've got to think of all these as say as a process if you like you've got to nurture your leads non-paying potential customers to become somebody who's paying that is really important you've got to get into the mindset nurturing is really like growing a plant so if for example you bought a seat at the supermarket and you found some soil you have to water you have to add fertilizers to that seed and here comes a seedling and you've got a sapling it becomes a baby plant next it becomes an adult plant and this way you have your mangosteens your do orient your maize your corn or your tomatoes so it's got to really see all these leads or prospects as essentially six you've got to take care and nurture them to stay just a through B so that actually Bedford for you that in a nutshell is a very core concept of what we call lead nurturing so the whole essence of this lead nurturing system can really be summed up or nutshell within this three step framework it's actually outlined in the report so go through that again the first is how you push your customers or you attract your customers to the landing page now what is a landing page really just to recap your memory a landing page is simply a page designed specifically to get your prospect to take action I'll give you an example John Google's for math tuition Caesar advertisement or sees your website link on the first page of Google he then clicks on that website link he's then brought to a website a lot of people like to use the word website I'd be very specific here you do have a website but you have different pages within their website isn't it and the page that they land on very much like how an astronaut lands on the moon is called a landing page and you've got to ensure that this landing page which the customer sees when they land on is coherent or congruent to what is it that they were looking for in the first place so following this example that I gave you earlier if they were looking for math tuition once they click on that link you have to be very sure that they are sent to a specific landing page talking about your math tuition services never ever send them to the home page where there's math tuition science tuition general paper tuition economics tuition malaysian chinese tuition you want to avoid giving them all this what we call excesses you've got to trim the fat give them what is it they want because we are living in really a frenzied information age where we are constantly bombarded messages and we really want to trim the fat and really get to the core essence of what is it that we are looking for so for example if they were looking for math give them a math page you know get them down the sales funnel that will help them make a decision maker because I can guarantee you that if you do not show them the page that they were looking for they will do two things the first is they put the back button or the click the little cross on the top right hand corner close your website and go to another website and Google and find your competitor and sign up for your competitor would you want that to happen to you I didn't think so so you've got to make sure that you are very specific with that landing page now after you've got them to your landing page and if told them how great you are and why you are better and all the other key differentiating elements you didn't try to track the data track the data is a really one one way of seeing it it's a concept popularized by Joshua who's my colleague he really revolutionized this whole industry because he say that no longer will the business owners have to sit back and wait for the customers to call you now what happens is that in the past customers I actually come into your website show it to your shops and then for some reason ranging from reasons a to Z they decide not to buy now and they leave some of them you hear from again some of them never to be heard again it's like it's a Houdini act for example they came to your website they didn't have the money or they didn't need that product at that time but they weren't interested they left they never came back you just lost the customer forever that prospect I mean potential customer but now you have a way of trapping their data if you look at the report that we actually send out to you this this section called lead generation bait it's it's somewhere in here and just go to the 24 pages chock-full information of tips go through it and find the part where we talk about opt-in generation opt-in page or lead generation being advertising so what happens is in exchange for their contact details you actually give them something of value something that they actually looking for and they need to use or consume so for example you actually create a report which teaches the parents how they can make learning fun at home or in school or by a tutor perhaps and helps their child like a live learning better and secondly you can teach your child how they can learn a math technique let's say problem sums markup location or ratios in a fun and easy manner right so what happens here is that the customer sees an offer for them to download in PDF format a report about how they can have the child in their learning and at the same time they have to give up the name and address this is great on many levels but at the subscribe to the first is that you get to capture the data and you get to naturally like I told you just now so if this is the process of monitoring that was actually the mechanism that was actually affecting the two but we should capture that data without this capturing or trapping of the data how do you then able to make this transition or move there from point A to point B it's impossible isn't it so you've got to be very sure about this you track the data that's the first level that's the first benefit that you get it's a business owner now what that's what second benefit that you get as a business owner auditions I'm doing it very simple when they download your product your information package and it becomes part of mind for them they consume your valuable education and then they give it to all the family members and neighbors and soon everybody knows about you and your report and within that the report we have a very simple formula which we call a problem a solution and a solution provider is simply just three stages so number one you really talk about the problem the problem is that my child doesn't like to study and then you talk about the proper solution of the problem you do steps a B C and D in your report and I'll show you that your child will love studying and then see you position yourself the author of this report as the solution provider so for example if your child as I'd like to learn you've got to do steps a B C and on points D and E I am a solution provider I can help or assist you to coach you and bring your child into our tutor Center will fully infuse them with finally learning techniques which will make them really like learning ok so that's really number two and thirdly we talked about nurturing the lead how do you nurture the lead from point A to point B I hope that you like the segment before the whole 3-step lead nurturing segment and in this video in this segment I want to micro focus on something which I call nurturing the lead because many people come to me and they say Imran Joshua you guys talk a lot about nurturing the leaves and how you make points of touches or patches of concerns but how do you really systematize how do you really put on paper a strategy or a plan in order to make this work now I would like to show you in the next five minutes or so how you can do all of this just grab piece of paper in pain okay nurturing the lead the first key to nurturing leads is you must remember that you must be valuable you must always add value incremental value to the prospect so that you're able to pile on the value in a way that they see that the price is now irrelevant if you see the report that we sent you there was actually a seesaw diagram of some sorts I think it looks something like this really pardon my drawing I'm not the best artist what happens is this is value and then you keep on piling on the value value value value in a way that the price becomes you know what the price becomes irrelevant so this is really a great way of charging higher premium prices if you could add more value to the proposition okay so I repeated again one more time it's really very simple the more value you have to your prospect the easier is the easier to lubricate the sales process or move the endpoint from point A to point B and it also has a bonus value which is Dada it makes it irrelevant price the price is not your anyone you don't care how much your price is so if the next dot which transcends the charges two hundred and twenty dollars for two hours of tuition per week for four times a month you can now charge $350 why because you have so much more value so you've got to be make sure that you add value every time you make a contact with your prospect all right add value but it has to be loads of it all right what forms of value can you add and the first one is useful information in the in terms of articles or reports or just you know information which could help your the person making the decision to have them to make a decision and commit to your tuitions and and then you must also put in something which called a differentiator a differentiator is really key to adding value along the way when you send out those emails or SMS sets or actually get someone to call them you've got to make sure that you add these two things the first is useful information and number two is differentiator so if you really have the best in math and you have revolutionized or you have actually created a a breakthrough math system for example you've got to make sure that you convey this differentiator over and over again so it gets lost in the prospects mind and head that you are in this special and then you can charge higher premium prices all right so these are the two things really useful information and differentiate yourself now we come to the how how do you do all of this how can you write up reports how can you write up articles how can you get to call someone and do all that when all you want to do is really teach and teach well these are what we call working on the business all you want to do is what in your business sometimes isn't it you want to be the best teacher you want to be able to care for the children you want to be able to have a ongoing relationship which is a positive one with parents if you're doing all that and you want kind of wondering how do I do all these things that umbrella is asking me to do is it crazy sounds like crazy isn't it but not if you know how to delegate your tasks now how do you delegate your past the first thing you need to understand is that you have to come up with reports like the one I tell you about seven reasons why your child isn't performing at home and what you as a parent can do about it second you can come up about this just short articles you know short articles about why or how you can meet your child more interested in math or signs or or be a better listener or communicate that so you have reports you have articles and you have differentiators it's really difficult for you to sit down and do all this at one go but you can either incrementally increase doing all these tasks and then you kind of parlay them together there over the long term you actually have a great collection of all these articles and report that you can sign up on regular basis to people who has not committed yet to you you can either do them themselves yourselves or you can actually delegate them to your receptionist or get somebody to do it or find a relative or a friend who could actually sit down and create these information reports for you that's really a thousand and one different ways how you can do this just be creative open-minded and soon you'll see that it's not really such a difficult task at first it seems like a mountainous task but after you've done it you see that it's one of the activities which I really call a leverage of force MA it's like a multiplier even what I mean is that you create something a framework or a report kind of framework and then when you create this thing it goes on to serve you for years and years to come it's not like you create report one two and three and you can only use it three times no you create reports one two and three and you use the same reports send a map to different new customers for the next five ten years so that's really what I call leverage multiplier should go out to make sure that you're putting the time necessary to create this report and articles and key differentiating articles in order to give up to your new prospects okay I've gone through with you the why and I've gone through with you the how and now I want to show you how you can further make it easier for for you to really systematize all of this what you need to do is that you need to train your frontline staff again your fine line staff is the person who answers the phone she's got to be consistent if a script she's got to give the right answer is the same I'm just consistently to the same questions so that she doesn't confuse customers and if your reception is crits you've got to make sure that you train the new receptionist or the frontline staff to do what is it that you've taught the first person to do okay you've got to continually educate your staff you've got to invest in your staff so that they do everything right because the worst thing that you want to do is this you've got great ideas and these great systems that can really work for you and it all boils down to one thing that makes it all feel sabotage now cyber touch comes in two forms the first form is what we call intentional sabotage that's when somebody is not happy with you and they actually want to sabotage your to center by just giving on the wrong messages so that people won't sign up and that is something that we can help you with we don't do what you call it a client read sorry staff retention causes or motivation causes for you but what you can do is you make sure that they do not commit what we call an intentional sabotage and an intentional sabotage comes about when they are not well educated they are not invested in so that they do not know what to say when how and to who you've got to train them in that when how to whom why and all this type of things so that they know exactly how to perform and get you the student students that you desire all right and third is I'm a great proponent of this is the reason why McDonald's is doing well this is a reason why he is doing well this is a reason why so many big businesses today are doing well right you may think of yourself as a small business or SME but you've got to try to start thinking like a big business owner you've got to try systematizing everything all right from creation of reports to the sending of your reports to training the people who would send out a report and then to train the person who's going to replace the person is going to leave the company and that's what we really call a system or process you got all these frameworks you've got to bring them together to create a system okay so just spend about an hour a week to think about how you can systematize all this all right and just on a final note if you think that is really difficult to send out reports on a regular basis you've got to think of shortcuts and in the report that we send out to you you actually see something with you I don't know whether it's in there somewhere but it's something we should call an autoresponder an autoresponder is simply a robot we should help you send out these reports in a way which is you can even say I want the first report to be sent out to the next report we sent three days later and the last report to be about seven days later and then if they still don't buy 15 days later send them another email asking them why they could really automate and really systematize all of this and that's what we are here for and you can just call Joshua and he would try to assist you where he can okay so that's it really we've gone through the three-step ad Julie generation process I tried to micro focus on this stage nurturing the delete because that's one of the questions which I get the most or when I meet up with tutions and the owners they always ask me how do I actually nurture the list it sounds easy but now I'm not sure whether I can do it so there you have it the whole framework laid out in front of you so what are some of the things that you need to do now take out a piece of paper and pen and write down three potential titles for reports that you want to create if you're an economics teacher you want to talk about for example how to make economics fun or for example why you should several reasons why you should choose us as your economics tuition center things like that really list up this report and once you've listed up all the reports think about the content what do you want to write in those reports again if this sounds daunting if this sounds difficult to do you can delegate it out to people right Pete that just people on internet we do as well as part of a package just call Joshua and he'll let you know more about it so you can actually just how delegate the tasks and once you've already found out the title report and if actually written out the report you've got to slug them in in some some autoresponder or robot system which will send out this report automatically without you having to sit down and press the send button every time so I hope that helps if you've got any questions just call Joshua and be sure to write down all the questions that you have in mind so it makes it easier for us to answer them