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KAT H E R I N E WA L K E R
CLOSING THE SALE THE INDEPENDENT WAY
CLOSING THE SALE THE INDEPENDENT WAY
WHAT DO YOU DO TO BRING PEOPLE TO YOUR DOOR?
INFLUENCES ON YOUR PROSPECTIVE PARENTS
Prospective Parents
Current Parents
Former Parents
Staff(Current &
Former)
PupilsAlumniService
Providers
Neighbours
Marketing Materials
Media
WHAT CAN GO WRONG?
DON’T EXPECT EVERYONE TO KNOW THIS!!!
TRAINING STAFF
• Use good staff to encourage and train others• Get staff to realise the situation out there• Be honest with them• Make sure all new staff spend some time with
marketing• Tales of woe!
TRAINING PUPILS
• If you use pupils to show people around, train them• Give them pointers but allow them to be
themselves• Look people in the eye• Smile• Ask open questions• Tidy appearance
KEEPING CONTACTS WARM!
GROUP EXERCISE
8 TOP TIPS
• Deliver on your promises• Include your customer in the process• Keep focused• Give & Receive• Show them the value• Under promise – over deliver• Never slate the competition• Keep quiet
ANY QUESTIONS?
CLOSING THE SALE THE INDEPENDENT WAY.
Katherine WalkerQueen Margaret’s School
Escrick Park York
01904 72761707712 326246