To run a successful tutoring service, it's essential to transform potential leads into actual students. Associate Tutor Selling Students is designed to help you get and keep new students using a tried and true method of converting interested parent's children into new clients.
This page covers the following topics:
In the following presentation, let's suppose your name is John Tutor. You've decided to call your tutoring service the Zanzibar Tutoring Service. Your tutoring service phone number is (212) 555-1234. You work solo and do all the tutoring yourself.
Here is a most effective method you can use to obtain new students.
Suppose you found the following message on your answering machine, voice mail or email:
This is Mary Smith. My son, Johnny, is in 4th grade having problems with math and reading and I'm interested in getting some tutoring for him. Please give me a call at (718) 555-6760 anytime after 7:00 PM. My zip code is 11367. Thank you.
When you call in response to a tutoring inquiry, begin as follows:
Hello, I'm John Tutor with the Zanzibar Tutoring Service. Mrs. Smith called about tutoring. May I please speak with her?
When the parent comes to the phone, proceed as follows:
Hello, Mrs. Smith. I'm John Tutor with the Zanzibar Tutoring Service. You called about some math and reading tutoring for Johnny. How may we help you?
Let the parent describe the problems which prompter her to seek a tutor.
After she's finished describing the problems, you tell her about our tutoring service. Proceed as follows:
Now, let me tell you how Zanzibar Tutoring Service can help Johnny solve his problems.
When you see a doctor, you expect to receive a thorough examination to find out exactly what's wrong and a treatment plan to help you get well. In the same way, Zanzibar Tutoring Service always begins with a comprehensive diagnostic test to pinpoint Johnny's strengths and weaknesses. We design the test to identify all the deficiencies standing in Johnny's way. This approach actually reduces the number of lessons needed for improvement and thereby saves you money. We spend the rest of the first lesson teaching Johnny topics not yet mastered, beginning with those which first caused him trouble. At lesson's end, we advise you how many hours per week we'll need to overcome all of Johnny's difficulties but, naturally, you'll make the final decision and all future lessons will be scheduled exactly as you wish. At each lesson, we write up extensive notes and assign homework for practice and review.
We've had over 40 years of success helping students excel. We specialize in private, one-to-one, home tutoring. All lessons take place in your home on a day and time convenient for you. Our fee is $50.00 per hour which you pay me at the end of each lesson by cash, check or money order. So, would you like to set up an appointment with Johnny or do you need some additional time to think it over?
Let the parent decide what to do. If she chooses to think it over (this usually happens because the parent can't afford our fee), conclude as follows:
Please check out our web site at a1tutor.com. That's a-1-t-u-t-o-r-.-c-o-m. It describes our tutoring philosophy, our subjects and everything else you need to decide if we're right for Johnny. . . . Thanks for calling us. If you ever need to contact us again, please call Zanzibar Tutoring Service at (212) 555-1234. It was a pleasure speaking with you.
If, on the other hand, she chooses to have lessons with one of our tutors, proceed as follows:
Good! I'm now going to fill out a Student Information Sheet. But before I do this, I have to ask: Will you definitely be ready to set up a first appointment or do you need some additional time to discuss the matter with your family?
Let the parent choose. If she's not ready to set up a first appointment, conclude as follows:
Please check out our web site at a1tutor.com. That's a-1-t-u-t-o-r-.-c-o-m. It describes our tutoring philosophy, our subjects and everything else you need to decide if we're right for Johnny. . . . Thanks for calling us. If you ever need to contact us again, please call Zanzibar Tutoring Service at (212) 555-1234. It was a pleasure speaking with you.
If, on the other hand, she's ready to start, proceed as follows:
Ask the parent for the information you need to fill out the Student Information Sheet. In particular, ask for the following items of information:
After you fill out the Student Information Sheet, proceed as follows:
As I said before, you can use cash, check or money order to pay me at the end of each lesson. How do you intend to pay for each lesson?
If the parent intends to pay by check or money order, proceed as follows:
Please make checks and money orders payable to Zanzibar Tutoring Service.
If the parent intends to pay by cash, there's nothing to explain, After checking the Payment box on line 8 of the Student Information Sheet, proceed as follows:
We have a two-part cancellation policy. First, you must notify me at least one day in advance to cancel or change an appointment, otherwise I'll be forced to charge you a $50.00 cancellation fee. For example, if you wish to cancel or change a lesson scheduled for Friday, you must contact me directly no later than Thursday afternoon at 3:00 PM. However, if you wait until after Thursday at 3:00 PM to contact me or if the student's not available when I arrive, you'd have to pay the $50.00 cancellation fee. Any questions?
After checking the Cancel box on line 8 of the Student Information Sheet, proceed as follows:
Second, although you can stop anytime, you must have at least one hour a week as long as you want to continue. So, if you miss a lesson, you have to make it up later that week or during the following weeks. Forty years experience has shown students who don't make up missed lessons learn less and take longer to advance than those who have lessons every week. Any questions?
If the parent doesn't accept both requirements, tell her we can't tutor Johnny. After checking the Hour/Week box on line 8 of the Student Information Sheet, conclude as follows:
Finally, an adult relative or family friend must be on the premises for all lessons with minors.
In closing, I value your feedback in maintaining our high standards. So,
if you're not completely satisfied with the tutoring, please give me a call right away and
I'll immediately attempt to solve the problem.
Thank you very much for deciding to use Zanzibar Tutoring
Service. I wish the student much success in his
studies and it was certainly a pleasure speaking with you. Take care.
We hope you find this approach to be a most effective way to sell students. We've used this approach for nearly fifty years with great success. We wish you much success in selling students!
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