Wei Yuanren really couldn't understand the magic of what Yao Yi said in the classroom, which had the magic of leaving most parents and convincing them to pay for the registration.

But he clearly knows the value of this skill, not to mention anything else, let's just say that the gold medal lecturers selected by Shang Yang in the past two years may not be better than the old qualifications such as Wei Yuanren and Guan Changjun, but their conversion rate in dealing with parent consultation is very high, and they have a very good set of management classes, and they can pull a vote of students out to work alone at any time, so Shang Yang's management will select them as gold medal teachers and tie them firmly to Shang Yang's warship with shares.

Again, interests can touch people's hearts the most.

Yao Yi knew what Wei Yuanren wanted, so he wrote a piece of experience.

There's no need to hide it, because it's not a great high-end trick.

First, find the right starting point. Parents' inquiries should be seen as opportunities to sell courses, rather than answering questions for free.

Second, identify the customer's pain points. Since the purchaser of the product is very different from the user of the product, it is natural that the parents cannot talk about the content of the course, even if it is said in a fanciful way, the parents may not be able to understand. Projects that only do content and do not grasp the pain points of customers are doomed to fail.

So, where are the pain points for parents?

This is a deep-level question, in order to let Wei Yuanren understand his answer, Yao Yi deliberately wrote a small story on the letterhead.

At the beginning of the story is a sentence said by the president of Southern Associated University at the opening ceremony of new students: there are two main reasons for young people to fail in their academic careers, they can't get off the plane at night and can't get up in the morning.

The plot of the story is very simple, a salesman tries to persuade a roommate to break the bad habit of going to bed late and waking up late, but never succeeds, even if the roommate cries bitterly and sincerely repents and is determined to quit the Internet addiction, but after a few days of forced Internet disconnection, the salesperson finds that the roommate will sneak to the Internet café after he falls asleep.

The salesman couldn't understand this, thought that the roommate was hopeless, and let it go. By chance, the salesman chatted with a well-known senior in the industry, who told him that as a salesperson, you only see the surface, but you don't see the pain points hidden by your friend under the surface, of course, you can't succeed.

So the salesman went back to the rental house and talked with his roommate all night, only to realize that his roommate was addicted to games because he lacked a sense of accomplishment in reality, especially on empty nights with nothing to do, lying in bed tossing and turning and unable to sleep, and could not resist the temptation of games.

After finding out this pain point, the salesperson asks his roommate to go out every day after work, playing ball, skating, singing, reading books, in short, there is nothing to do, as much as possible to consume energy at the same time, so that the night becomes fulfilling. When I went home after exhaustion, I naturally fell asleep and slept until dawn.

As a result, the roommate unconsciously got rid of the problem of going to bed late and waking up late, and the salesman also mastered the skill of digging out the customer's pain points, and used the product as the solution to the customer's pain points.

This story is called "Quitting the Net", and Yao Yiyou plans to write this story as a short story and submit it to the magazine.

Yao Yi believes that through this story, Wei Yuanren can understand that the key to enrollment and sales is to grasp the pain points of parents and propose solutions for parents.

Every family is different, and many families are similar, and when it comes to word memory, the pain point for parents is that they are able to actually participate in their child's learning process – such as dictation – but they don't see their child's progress, or their child's progress is not as good as the parent expects.

There is a joke that studies have shown that the most harmful thing to family relationships is to help children with homework, especially math homework. This work not only hurts the parent-child relationship, but also the relationship between husband and wife, because more than 95% of parents feel that their children's intelligence level is not as good as their own when tutoring their children's homework, and 100% of couples believe that this regression is caused by each other's genes.

In response to this pain point, Yao Yi analyzed the problem from the perspective of parents, and then proposed a simple and crude solution after resonating: you.can.you.up, you can do it.

When they find it so difficult to memorize a set of words, they can understand the pain of their children, and then Yao Yi disassembles and dissects this set of carefully selected words, so that they can understand the magic of word deduction.

Compared with the two, the gap is significant, and parents are looking forward to their children's well, and now they see the magic formula to solve the word problem, so they naturally can't wait to pay for the registration.

Of course, among the parents who come to consult, there are quite a few parents who are not highly educated and do not understand the deconstruction of word deduction at all, but they can see the reactions of other parents, and even if they are skeptical, they will take notes, and after verifying the effect, they will definitely rush back to sign up.

All in all, parents come to consult, and they don't have to bother with how to teach them how to understand them, and they don't have to tell them how good the content is, they just need to let them know that their children are suffering, and the remedial course can save them. As long as parents believe it, even if they don't understand a word of the course content, they will still obediently take out their wallets.

This is true for vocabulary classes, even more so for grammar classes and composition classes, not only for English, but also for subjects such as mathematics, physics, chemistry, etc., and in the long run, all products are designed to meet customer needs and solve user pain points, but in the face of different products and customers, we must learn to be flexible.

The word flexibility is easier said than done, so Yao Yi just said that he couldn't hear the reason when he sat in the classroom and listened.

But after reading this experience, combined with rich experience, Wei Yuanren must be able to understand a thing or two. For a classroom at his level, understanding one or two is enough to benefit for a lifetime.

What if he doesn't come to his senses? With Wei Yuanren's temperament, he couldn't figure it out, and he was reluctant to show it to others, so he had to go back to Yao Yi for advice, and he owed one more favor.

"Teacher Wei, so happy?"

Yu Weiwen came back with two plates of green leafy vegetables, and when he saw Wei Yuanren's eyes narrowing with a smile, he asked curiously, "Is there anything funny?"

Wei Yuanren shook his head: "No, I'm happy for you." Do you know, Principal Li told me that Mr. Xiaoyao's popularity in this enrollment is about to break Shang Yang's record, and this year's gold medal lecturer is none other than Xiaoyao. ”

"Really, that's great! It's going to be celebrated!"

Yu Weiwen put down the vegetables, turned around and ran to get the wine.