how to manage a successful education agency€¦ · tips on running a successful small business 01....
TRANSCRIPT
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H O W T O M A N A G E A S U C C E S S F U L E D U C A T I O N
A G E N C Y
B Y M A G D Y AT TA L L A , M . S C .AT TA L L A @ B H M S . C H
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LEARNING OUTCOMES
Tips on running a successful small business
01Qualities of a successful education counselor
02The persuasive education agent
03
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T I P S O N R U N N I N G A S U C C E S S F U L S M A L L B U S I N E S S
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FOCUS ON NICHES
Offer what people want to buy, not just what you want to sell
Better to have a small slice of a large category than a large slice of no market at all
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GET YOUR CASH FLOWINGIs your service charge and commission are sufficient for your cash flow?
Do you ask for any advance payment from clients or education institutions?
Do you “add value” to your service to create more cash?
Are you in control of your costs and expenses?
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OVERESTIMATE EXPENSES & UNDERESTIMATE REVENUES
The “numbers” side of your business must be acknowledged
Being “conservative” in your numbers doesn’t mean you are willing to accept those numbers
A “trick” to keep you alert and fully focussed on sales and marketing
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FOCUS ON SALES & MARKETING MANICALLY
In business, nothing happens until a sale is made
Find ways to get leads, to convert them and to get them buy from you again
Are you focused on getting your brand right before starting to generate leads?
Brands are built bottom-up and not top-down
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5 TIPS TO EXPONENTIALLY INCREASE PROFITS
Get more leadsGet
Convert more leads into customersConvert
Increase the number of times those customers buy from youIncrease
Increase the average price point of your salesIncrease
Increase your profit marginsIncrease
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LEARNING COMES BEFORE EARNING
Stay
Stay committed to learning about operations, sales and marketing
Identify
Identify the self-learning areas and the ones you need expertise to assist you learning
Learn
Learn how to test, measure and track your business results
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DON’T DISCOUNT, ADD VALUE
Discount
Discount means taking money out of your pocket and directly from your bottom-line
Add
Add value propositions up and down your service line
Increase
Increase your margin with the low-cost offerings
Offer
Offer no-cost extras or any kind of “freemiums”
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Q U A L I T I E S O F A S U C C E S S F U L E D U C A T I O N C O U N S E L O R
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HONESTY
Give your client options to choose from
Do you refer potential clients to your competitors sometime?
Will you communicate your professional opinion that a student visa application may not be successful?
Honesty brings loyalty and trust along with it
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EFFICIENCY
Speedy response can make or break a deal
Timely communication regarding their application process is crucial
Assist your client with all paper work
Do you have the right tools at work to make your job more productive?
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BE REALISTIC
Make your client know what is possible and what is not
Offer various options in case of visa rejection
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COMMUNICATE EFFECTIVELYClarity in communication is the key with partner institutions
Effective communication resolves issues with minimal conflict and builds trust
Maintaining positive relations with local authorities and immigration laws
Stay updated with immigration policies
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FIRST-HAND EXPERIENCE
Visit the places you are promoting
Your confidence will translate into better advise and better sales
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STAY UP TO DATERead education blogs and industry publications
Attend conferences and network events
New opportunities and market trends may be discovered
It could be your competitive edge
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T H E P E R S U A S I V E E D U C AT I O N A G E N T
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BE CONCISE
Communicate your ideas clearly and quickly
Have confidence in what you are talking about
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KNOW YOUR AUDIENCE
Know their names, family background, career goals, etc.
Read their body language and intentions on the spot
Adjust your tone and language on their body language
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USE POSITIVE BODY LANGUAGE
Your hand movement
Your arms position
Your eye contact
Your body position
How you say things?
How engaged your listener is?
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ASK QUESTIONS
Asking the right question (closed-ended or open-ended) is crucial
A successful conseling session means that the client has done most of the talking (80/20)
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KNOW WHEN TO STEP BACK
Impatience, urgency and force have negative effect on persuasionGive your client some time to digest your “strong” point of view
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BE HUMBLE
A powerful tool of persuasion is to admit you may not be perfect
It shows that you are open minded
It shows that you have their best interest in mind
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SMILE
Studies have shown that people unconsciously mirror those they interact with
First impressions carry a lot of weight in the decision-making process
A smile will help your client feel comfortable
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THANK YOU
M A G D Y AT TA L L AAT TA L L A @ B H M S . C H