How to manage the dance studio well?

Hello, everyone, answer this question. Peer, the following content is also the result of my years of summary and optimization, and I hope it will help you.

First, explain.

√ This is a simple operation flow system, and the specific details will be elaborated separately;

√ All processes are not static, and should be constantly revised and optimized according to the actual and environmental changes;

√ The process is correct, not limiting creativity;

√ This workflow is to strive to realize the effective operation mode of "innovation, quantification and unified management".

Second, about advertising.

1, pre-opening advertisement

√ In the early stage of renovation, you should first make a street sign or commercial announcement;

√ Apply as soon as possible and get contact information, such as telephone number, postal address and website address. Print business cards and distribute them;

√ Take photos of teachers' teaching, print posters and post them as soon as possible;

√ Make an atlas of dance advertisements as soon as possible, and distribute it regularly;

√ Get the list, telephone number and email address of target customers in the business circle as soon as possible for direct marketing;

√ Plan the opening ceremony with the target customers as soon as possible;

√ Write soft articles and publish them in the media as soon as possible;

√ Open a coach blog as soon as possible to conduct pre-network marketing;

√ The investment exceeding 10% must be allocated as the first advertising fee.

2. Advertising after opening

√ Regular outdoor promotion activities once a month;

√ Distribute dance advertisement atlas regularly every week;

√ Send messages and contact target customers by telephone and Internet regularly every day;

√ Develop your own website to carry out online marketing as soon as possible;

√ Contact the group business of the enterprise unit as soon as possible;

√ Implement the horizontal alliance alternative advertising plan as soon as possible;

√ Increase the release of soft articles and develop new advertising methods;

√ Set aside more than 5% of the turnover as advertising expenses every month.

Third, about customer reception.

1, come to consult customers.

√ Ask and record the name, purpose and telephone number of the other party to facilitate future marketing;

√ Ask the other party where they learned about us, which is convenient for statistics and topic opening;

√ Don't quote easily on the phone, only quote the most favorable unit price or promotion unit price when necessary;

√ Grasp the other party's information as soon as possible and let the other party follow our ideas;

√ A result (such as invitation, call again, rejection) must be obtained before the call ends.

Step 2 visit customers

√ Ask and record the name, purpose and telephone number of the other party to facilitate future marketing;

√ Ask the other party where they learned about us, which is convenient for statistics and topic opening;

√ Ask each other how long they have known dance, so as to understand each other's foundation and needs;

√ Use computers, cultural walls and sales AIDS to show tangible professionalism;

√ Promote sales by mobilizing each other's five senses;

√ Put forward purchase suggestions directly;

√ At least let the other party buy private enlightenment courses or pay a deposit;

√ A result (such as invitation and reply) must be obtained at the end of the visit;

√ Give small gifts such as brochures to deepen your impression.

3. Customers who attend experience classes or enlightenment classes.

√ reconfirm the course time and preparation items half a day in advance;

√ Arrange reception in advance;

√ Pay attention to customers' personal feelings and details;

√ Obtain signature or result (such as customer evaluation).

4. Members

√ Send a text message half a day in advance to inform the course and time;

√ Arrange the reception in advance according to the appointment personnel;

√ Scheduled attendance statistics;

√ Get more personal information through dialogue and record it;

√ Make an appointment for the next class or get a result (such as customer comments) before leaving.

Fourthly, about the human resources system.

1, operator and general manager

√ The operator must also be the general manager and be familiar with the operation and laws of the industry as soon as possible;

√ Operators must know the specialty or management, and knowing the specialty will give them more initiative;

√ Must have appropriate salary and responsibilities.

2. Teacher and front desk consultant (teaching+sales)

√ Teachers are responsible for classes and sales;

√ Arrange at most 2 major classes 1 private class every day, or no more than 3 class hours, and reasonably arrange physical strength and marketing work;

√ The teacher's basic course fee is calculated according to the lowest course unit price paid by a customer to control the cost;

√ Teachers should be trained, employ full-time teachers and control the quality of service;

√ Teachers must attend communication and sales technology examination courses to increase teachers' skills and welfare;

√ All sales are linked to personal funds to increase teachers' income;

√ Teachers should arrange to go to work at prime time in the evening to reflect the greatest value of teachers.

3. Part-time employees

Part-time employees can appear in the form of hourly wages and subsidies;

Part-time staff are mainly used for sales assistance, cleaning, regular distribution of brochures and monthly outdoor publicity activities. In prime time.

√ Part-time staff must receive pre-job training;

Part-time workers can generally hire college students and retirees.

4. Summary

√ Sales staff and teachers account for the largest proportion of the company's labor costs. The combination of the two roles can increase teachers' income and reduce manpower waste and management problems;

√ Operators must personally grasp marketing, relying on an expert or sales manager can only solve temporary problems, and the cost or price paid may far exceed the income;

√ Calculate the optimal personnel combination and workload by optimizing workflow, actual sales performance, forecasting workload and other means and data.

Verb (abbreviation of verb) about the arrangement of courses

1, principle of course arrangement

√ Course arrangement is mainly completed by making monthly membership course schedule; It is advisable to arrange 2-3 classes every day in the initial stage of opening, and gradually increase them later;

√ The elements of the course include: time period, course name, remarks, telephone number, typesetting style, etc.

√ The monthly arrangement should be comprehensively fine-tuned according to the attendance rate, member opinions, habits and other statistical data of last month;

√ The gradualism, continuity, variability and interest of the course difficulty should be considered;

√ Forecast the influence of seasons, weather and holidays on customers;

√ The new curriculum promotion should be announced 1-2 weeks in advance and an open class survey should be held;

√ Before the new curriculum is promoted, try to adjust the class within the staff;

√ There should be an alternate coach in each course;

√ Members' reactions should be considered when adding courses or reducing courses;

√ Count the attendance rate and actual number of students in each course every month.

2. Course reservation principle

√ Announce the new curriculum arrangement for next month one week in advance, which is convenient for members to make an appointment to update;

√ Reservation rules must be published, and related issues should be handled in strict accordance with the rules;

√ Arrange personnel and reception plan according to the reservation;

√ Record and confirm the specific data of appointment and attendance;

3. Summary

√ Curriculum arrangement is related to the productivity of teachers, the maximum reception capacity of the company, the satisfaction of members and other important factors;

√ Course arrangement should be carefully handled in combination with the actual situation of each department of the company and the company's strategy.

Six, about the content of customer service

1, member customer service will follow up.

√ Send short message of course notification every day at 13: 00, 15: 00 or 17: 00;

√ Prepare birthday gifts and greetings for members one week in advance;

√ Make an on-site appointment for course service after the end of the course every day;

2, information survey feedback

√ Set up an opinion and suggestion registration department;

√ Accept complaints and suggestions from members and reply within a time limit;

√ Conduct regular member surveys every month, and set rewards for different topics every month;

√ Announce word-of-mouth communication, introduce the reward plan and investigate the feedback;

3. Membership statistics.

√ Statistics of basic information of members (address, occupation, work and rest, income, birthday, family, introducer, means of transportation and object);

√ Members' appointment, attendance and leave records;

√ Membership rewards and points statistics;

√ Member satisfaction statistics and suggestions.

4. Summary

√ Membership is the most important factor in a series of operations, such as gathering popularity, word-of-mouth communication, recommendation, data survey, card renewal sales and so on.

√ Membership service is a long-term work, which must be done every day, and cannot be avoided or sloppy;

√ The workload of member service is heavy, which consumes labor costs. With the increase of members, it must be handled through electronic intelligent equipment and customer service software.

Seven, about the development of new profitable projects.

√ Dance and other sports industry operations tend to be leisure, professional and targeted;

√ Positioning specialization can increase teacher training, private education courses, various dance courses, advanced courses in cultural origins, styles and genres, teaching methods and arrangement methods, dance culture courses, lectures, outdoor activities, fan exchanges, etc.

√ Targeted positioning can increase crowd segmentation courses, special crowd courses, on-site service courses, personal coaching services, fitness courses, slimming courses, group courses, etc.

√ The new project is helpful to develop the secondary consumption and combined bundling consumption of members;

√ The key to the success of new project development lies in mastering technology, controlling cost and membership marketing.

Eight, about customer sales

√ Customers may be in the purchase period, preparation period and understanding period, so let them enter the purchase period as soon as possible; Make membership sales strategy according to local customers' situation.

√ Sometimes customers don't know what they want, and directly advise customers to make healthy investment decisions; Avoid providing too many choices.

√ Our relationship with customers should be equal and respectful. We are well trained and have professional ability to serve customers.

√ Lower the threshold and speed up the sales progress, such as providing 99 yuan /2 enlightenment courses to let customers make purchase decisions on the spot;

√ Any sales must obtain a follow-up result and reason, record the main points and follow up;

√ Make a good impression on customers at least after each sale.

Nine, about the staff's work arrangement

√ Work arrangement is divided into fixed arrangement and planned arrangement. Fixed arrangements should be regular; Plans are arranged in priority order and handled according to ABC rules;

√ Employees should know what to do and how to do it every day before joining the company;

√ Sales, customer service and study are the three major arrangements for employees to work every day;

X. About dance teaching

√ Provide personal introductory courses to help members master effective practice methods as soon as possible;

√ Teaching safety first, don't overestimate students' physical fitness;

√ Establish strict classroom discipline, simple and interesting courses, encouraging and rewarding language, relaxed and casual environment, professional and responsible spirit and charming image;

√ Learn from the successful teaching mode of other fitness programs.

Pure dry goods for many years, hoping to help practitioners and bosses in the same industry.

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