| To ensure that your daycare is always full and that | | | | When meeting a family for the first time some |
| you are running your business at it's most profitable | | | | daycare professionals either bond with the child or the |
| level you need to ensure that you have a steady | | | | parents but don't seem to be able to relate to both. |
| stream of new inquiries. Your advertising and other | | | | Finding something in common with both the parent and |
| marketing efforts will bring new leads to you but you | | | | the child is the best way to have both go away |
| then have to work out how you will convert these | | | | satisfied and wanting to return. When welcoming |
| parents and children into new business. A good sales | | | | prospects to the centre for the first time try to show |
| approach is needed. | | | | that you genuinely care about them and their interests. |
| Enquiries over the phone should be answered and | | | | Try to impress them (without overdoing it) by |
| dealt with immediately. An appointment for a visit | | | | displaying a good knowledge of child care and early |
| should be made, contact details should be taken down | | | | childhood development. |
| and some important details should be explained to the | | | | Develop a sales routine or a basic sales process to |
| prospect. Walk-ins should be greeted politely and | | | | follow that can be refined over time. A full sales script |
| asked to wait no longer than ten minutes before being | | | | is not really necessary but you should have a few |
| shown around or sat down for an informative | | | | great statements to throw into the conversation as |
| welcome and interview. | | | | you get close to closing the deal and signing the family |
| It is important that when prospective customers are | | | | up. Think of some typical concerns that families will |
| being shown around that you make some effort to | | | | have and then work on some well thought out |
| have everything ready for them. While a daycare | | | | answers to their questions. |
| facility should be running well at all times it doesn't hurt | | | | Consider putting together a sales folder with |
| to let your staff know that you have prospective | | | | testimonials from satisfied customers and photos of |
| customers looking around. Even if they only have five | | | | any interesting activities, trips or guest speakers that |
| minutes to get ready they may be able to clean up | | | | you have organized in the past. |
| some unsightly mess or organize an activity for the | | | | Try to present a professional image overall with the |
| children that may be impressive for the visitor. It is | | | | way that you dress, act and present your business. |
| amazing how little things can create a positive | | | | Try to look like a child care professional rather than a |
| impression of a daycare in the prospects mind while | | | | busy housewife who looks after kids part time for |
| other little details can totally turn them off. | | | | extra cash. |
| An extensive interview session should be scheduled | | | | The marketing effort required to bring new customer |
| before or after the tour whereby you can soft-sell | | | | inquiries to your business is expensive and time |
| your services to them and inform them of all of your | | | | consuming. Therefore you must make sure that no |
| policies and procedures. You should also ask in depth | | | | inquiries from prospective families are wasted and that |
| questions about the child's background, their health, | | | | you work on maximizing the percentage of leads that |
| personality and interests to show that you are | | | | you are able to turn into new clients. Having a well |
| concerned for your children on a one-by-one basis and | | | | thought out approach to sales will help to ensure your |
| to see if you think that they would be a good fit for | | | | success in the daycare business. |
| your daycare. | | | | |