#046 How to Handle Your Enquiry Calls

In this episode, Neil explains how an enquiry call can finish with confirmed tuition and payment if you follow a set operating procedure. This step by step approach can help anyone who is a tutor successfully navigate the enquiry call and gain new clients. Listen in now to make sure your next tuition enquiry is a new client for you.   KEY TAKEAWAYS Having a standard operating procedure is useful to ensure everything required is dealt with during the initial enquiry call. Every enquiry call has an aim – the aim for an enquiry call is that the caller books and confirms first lesson at the current rate for the tuition by the end of the call. Answer the phone with a smile, people can hear a smile on the phone and respond in a much more positive way. Taking notes during the call is key to ensuring you have all the information necessary. You are aiming to capture specific communication information. Use the caller’s name at every opportunity and echo their words back to them throughout the conversation. Ask questions that have the answer yes, these are referred to as ‘yes set questions’ and are refining questions which move the enquirer closer to saying yes. Once payment has been made the call is completed. An immediate follow up via text and email with specific details, confirm both the payment and lesson schedule. Sending a reminder 24 hours and 2 hours prior to the lesson will position you as an expert and professional.   BEST MOMENTS ‘People can hear a smile on the phone’   ‘Echo it straight back to them – fabulously powerful technique’   ‘Start to close small and often’   ‘Try to remove the agony of choice’   ‘Having a set procedure is so much better’   VALUABLE RESOURCES Neil Cowmeadow - Weird Things Guitarists Do www.Neilcowmeadow.com The Tutor Podcast series    ABOUT THE HOST Neil Cowmeadow is a maverick peripatetic guitar teacher from Telford with over 19 years’ experience in the business of helping people. Learn how to start, grow and love your business with Neil’s invaluable advice and tips without the buzzwords and BS!   CONTACT METHOD Email