前不久，有业内人士告诉记者：315这档口，大小机构都害怕。早前是怕媒体曝光价格不透明，因为一到高考前，有些机构会出现几千块一小时的天价。再往后是怕揭露承诺最大化，这是机构吸引消费者的一个卖点。去年有机构就因为这事儿载了，标榜“用一线师资”，消费者心目中的一线师资就是公立校的老师，可机构玩的文字游戏将自己机构任教的老师也纳入了“一线师资”之列。过度承诺还包括承诺学生在预期内成绩会达到某个分数，如果达不到全额退款。其实圈儿内人都知道，不管是退一半学费也好还是不退，机构是永远不会亏损的。当然，商人就是商人，退费这事儿通常没那么容易。

Not long ago,The personage inside course of study tells a reporter:315 the archives mouths,Size are afraid.Earlier is afraid of the media exposure, the price is not transparent,Because before the college entrance examination,Some institutions will be several thousand dollars for an hour.Again in the future is afraid of commitment to maximize,This is one of the institutions to attract consumers.Agency just because it's a load of last year,label"With a teacher",The frontline teachers in consumers mind is a public school teacher,Can mechanism playing word games to teach teachers is also included"A glimmer of teachers"The column of.Excessive commitment include commitments student within the expected result will reach a certain score,If can not reach a full refund.Circle actually my wife knows it,Either refund half tuition all right or not,Agencies are never lost.Of course,,Businessman is businessman,Refund it's usually not so easy.

　　现如今，从前端接待开始，机构严令五申禁止课程顾问过度承诺，尽量如实告知家长服务内容和效果预期，合同文件也越来越薄，尽量避免繁文缛节，责权分明。至于如何应对暗访记者，大小机构更是都给底下员工打了预防针儿。

These days,Start from the front reception,Agency ordered five "ban course consultant overcommit,Try to truthfully inform parents service content and the expected effect,Contract documents is becoming more and more thin,Try to avoid red tape,Nobody is clear.As for how to deal with privately reporter,Size institutions but also gives employees under the shots.

　　早前靠跑马圈地、抢广告发传单就能赚的盆满钵满，可自打2011年下半年开始，房租人员成本剧增、因竞争激烈，一心搞营销没踏实搞教研的机构都觉得好日子早一去不复返了。机构所能抓住的最后一根稻草就是，减少营销，踏实做服务。

By their earlier/Rob advertising fliers can make rich,But since the second half of 2011,The rent personnel costs/Because of fierce competition,On marketing not steadfast doing teaching and research institutions all feel good earlier gone.Institutions can catch is the last straw,Reduce the marketing,Steadfast to do service.

　　这其中，新的生存术随之诞生，即，抓住现有客户，尽量做好家长口碑，实现他们的长期续费和转介绍，尽量服务好学生，让他们踏踏实实的来，喜欢还再来。因为在这场消费中，家长只是支付者、买单者，真正享受教学服务的是孩子。

This one,New technique,That is,Seize the current customers,Do parents' word of mouth,Achieve their long term renewal and transfer is introduced,Good student as far as possible service,Let their steadfast,Like not come again.Because in the consumption,Parents just payers/paying,Really enjoy teaching services is a child.

忽悠家长1：高价课底气何来?把握消费者“无所谓，炫耀”“求心理安慰”心态 Cheat parents 1:High class style no?To grasp the consumer"It doesn't matter,To show off""Seek psychological comfort"State of mind

　　前文提及了，临近高考，天价补习班铺天盖地，这就抓住了家长病急乱投医的心态。行内早有八卦说，学大的前端销售一直是业界翘楚，去年它的57万最高单笔金额被京翰的62万破了记录。“据经验看，这个家长一定是买了高中三年全科，而且选了最好的老师。”北京某机构主任这样解读。

The above mentioned,Near the university entrance exam,For cram school,It's caught the mindset of parents grasping.Inline early have the gossip said,Learn the front end of the sales has been the industry leader,Last year its 570000 highest single amount is jing si 620000 broke records."According to the experience of watching,The parents must be bought in general high school three years,And chose the best teacher."Beijing agency director read that way.

　　外界看来50多万买辅导班课程，这不是疯了，可精锐教育前教师表示，“一个家长花50万交给机构，贵?一点儿都不贵。”该老师给我们算了这笔账，1200/天算的话，每小时的培训费用为80-90/元，除去咨询师提成2%，主管提成2%，再减去场地费用，所剩无几。但是实际效果怎样?这位老师爆料：“高额的培训费家长一点都不心疼，作为一个有钱人的家长不会关心孩子的学习成绩，报补习班效果如何。50万元的培训费只是一个作为吹牛和炫耀的资本。多数家长报补习班的目的是只要保证孩子不学坏。”

It has more than 50 buy remedial class curriculum,This is not crazy,The teacher said before to elite education,"A parent spends 500000 to institutions,your?It not expensive at all."The teacher gave us to calculate the bill,1200 / day,Training costs per hour to 80-90 / yuan,Remove consultant commission 2%,Director of the 2% commission,Subtracting the costs,Little left.But the actual effect?The teacher broke:"High training parents don't love at all,As a rich man's parents don't care about children's study,Submitted to the cram school effect how.500000 yuan of the training is only as a boast and show off the capital.Most parents to cram school is the purpose of that, their children are not as long as the guarantee."

　　即便有一些家长报补习班是为了炫耀或者给孩子找个地儿踏实待着，但我认为，大多数家长还是希望孩子能提高成绩的。说到这，这位老师又解释了：“家长买一对一，其实就是买个心理安慰”。对于这一点，丰华教育的张总也深有体会：“就是掏钱买个安心。前年，不是有人去闹吗，10万块钱拍这儿，然后多少钱我保你孩子考到什么成绩。那是孩子，那是上学，那是考试考场上，你敢保吗?不是去闹去吗，你能保吗?你保不了，他其实学习第一名你都保不了，因为考场上很难说，还有他考试心理素质的问题。”

Even if there are some parents to cram school is to show off or to find a good place to stay,But I think,Most parents hope children can improve performance.When it comes to this,The teacher explained again:"Parents to buy one,Actually is to buy a psychological comfort".On this point,Forword education zhang also have experience greatly:"Is to pay for a peace of mind.The year before last,Not someone to make,100000 dollars here,Then how much money I have got your child what results.It was a child,That is to go to school,It is exam test room,You GanBao??Not go up,Can you confirmed??You can't keep,He is learning the first name you are confirmed,Because it's hard to say in the examination place,Have he psychological quality of the examination questions."

　　很多家长明白这个道理，但就是为了听课程顾问一句话。因此，很多咨询师就是抓住了家长的这种心理，在短短一个半小时给家长进行‘洗脑’，套路无非是先“打压”(找出孩子弱点并夸大)，强化机构优势，拿出成功案例，最后像模像样地套出一个辅导规划。

Many parents understand this truth,But just to listen to course consultant in a word.so,Many consultants is caught the parents of this kind of psychological,In just one and a half hours to parents‘brainwashed’,Routines are first."To crack down on"(Find the kids' weak spot and exaggerated),Strengthening institutional advantage,Come up with successful cases,Finally set out prettily like the model a mentoring program.

忽悠家长2：世间最远的距离是，家长掏了高额学费，却找不到好老师 Cheat parents 2:The furthest distance in the world is,Parents to pay the high tuition,But couldn't find a good teacher

　　上述掏50万的家长，真能给孩子找到好老师吗?就算他真的只是为了炫耀。

The tao 500000 parents,Really can find a good teacher for children?Even if he really is just for showing off.

　　事实可并不是这么回事。据咔咔英语创始人介绍，在课辅机构里，校区主任是校区校务的负责人，哪个老师关系和主任关系好，就能多排些课。家长可不知道这些。

The fact is not the way it is.According to kaka, founder of the English,In after-school institutions,In charge of the campus is the campus, director of the school,Which teacher and director of the relationship is good,Can row more lessons.Parents don't know that.

　　同时，现在很多一对一机构里，多采用全职的大学毕业生，经过几个月的培训就能上岗。对于这点，教师出身丰华教育的张总表示，就是教研能力再强，光看大纲，光看各年的试题不行也不能做一个好老师。她打比方说，有经验的数学老师可以用一个小时的时间，把下周老师要讲的东西，重点、难点全都教给学生，大学生能做到吗?即使他教过一轮他也不一定能做到这一步。“它不是短期能速成的。指望培养一个月之后能上岗，我觉得简直就是开玩笑，你不觉得开玩笑吗?我记得第一次去上课的时候，我下边背了很多书，那是上大课，我今天就讲这一点知识点，然后我帮你做练习，上大课可以。但是对一对一孩子来说，他已经学过很多东西，他还有很多东西要去学，他出现的问题可能一看卷子我就知道他问题出现在哪儿了，你作为大学生知道吗?这个问题是在初一或者初二期间出现的，他考的哪个知识点，然后这道题应用的是初一的哪个知识点当中的一个变形之后应用的，他知道吗?他不知道，那怎么教?”

At the same time,Now a lot of one-on-one in an institution,Used more full-time college graduates,After months of training to mount guard.For this,Teachers from forword education zhang always said,Is the research ability strong again,Outline of light to see,Light see in each of the questions no can't do a good teacher.She say,Experienced mathematics teacher can answer in one hour time,The teacher to speak next week,Focus on/Difficult to teach the students all,College students can do it?Even though he taught round he also can not do this step."It is not short-term can crash.Hope to develop a month later can mount guard,I think it is a joke,Don't you think it a joke?I remember the first time I go to class,I here a lot,Is that a large classes,I will speak today this knowledge,Then I help you do the exercise,Large classes can.But for one to one child,He has learned a lot of things,He still has a lot of things to learn,He problems have a look at the paper I will know where is his problem,As a college student you know?The problem is during the first or second day,He does what,Then this app is the first of which of a deformation after application of the knowledge points,He know??He didn't know,That how to teach?"

　　“相反，上大课一样，老师备完课件讲出去就OK。但是你现在接受的是一个孩子，他这点会了你就没必要再讲了，他哪点不会你要针对哪个部分去讲，这一样吗?这不一样。他没有经验绝对不行。上大班上课可以是新手，但是一对一上课新老师没有经验的绝对不行。一对一上课要求老师的水平比大班上课要求的水平要高的多。”

"instead,Large classes as,The teacher speak out is OK for the courseware.But now you accept is one of the children,He that would the you don't need to tell,Which point he won't tell what part do you want to,Like this??This is not the same.He has no experience absolutely not.In large classes can be a beginner,But one new teacher have no experience in the class.One-on-one class demands teacher level than large classes at a much higher level."

　　既然是当老师的话都很清楚这个，但是很多人不愿意去付出这种努力，不愿意付出这些。因为这种额外的付出对他来说不值当，宁可坐着歇一会儿，我宁可眯着眼睛睡会觉我也不愿意去做这些事。还有一个就是，机构盲目扩张的时候，真正吸出来的一线的老师有多少个?能不能用这些老师去管理?

Since when is the teacher's words are very clear about this,But many people don't want to go to the effort,Is not willing to pay these.Because of the extra pay for him isn't worth while,Would rather sit and rest for a while,I'd rather narrow her eyes to sleep I don't want to go to do these things.Another is,Institutions blind expansion,Really suck out how many letters are there in the first-line teachers?Can use these teacher to manage?

　　课外辅导机构的命脉是生源，要搞定生源就要搞定学校老师。这是业内无人不知的游戏规则。一节课45分钟的时间，有些老师只讲20分钟，剩下时间做题，接下来就考试，一次一次打击学生。一般情况下，这些老师会碍于师德，把学生推荐给其他老师或者外部机构。当然，也有机构通过校讯通拿到家长信息，或者和其他艺术类培训班互换信息。

Extracurricular counselling organization is the lifeblood of the students,To get students to finish school teacher.This is no one I do not know the rules of the game industry.A class for 45 minutes,Some teachers only about 20 minutes,The remaining time. To solve the problem,The exam is coming,A blow to the students at a time.Under normal circumstances,These teachers are limited by virtue,To recommend students to the teacher or other outside agencies.Of course,,Institutions also have passed the school XunTong information to parents,Or swap arts training courses and other information.

哄好学生：帮学生写作业，顺着孩子脾气来 Make a good student:To help students to write homework,Children temper

　　家长了解学生在课外辅导班上的学习情况渠道比较单一，要么听课程顾问反馈，要么问孩子。可一般而言，报名去一对一辅导的孩子多少有学习习惯不良的情况，对于家长的高压早已厌烦，如果一对一辅导老师也是严加管教，机构的日子自然不好过——家里管得严，学校老师管得严，孩子为什么还要给自己添麻烦去辅导班再“受罪”?

Parents to understand the learning situation of students in extracurricular remedial class channel is unitary,Or listen to the course consultant feedback,Or asked the child.But in general,Sign up to one to one tutoring children how many have bad study habits,For parents of high pressure bored already,If the one-on-one tutor is also a tight leash,Institutions naturally difficult - home too strict,School teacher too strict,Why bother for your child to the remedial class again"Suffer mental agony"?

　　因此，机构为了让孩子踏踏实实学习，在逐步巩固课业的基础上，还要做到让他们真正的消费者满意。有业内人士爆料：“做到让他们满意就是连哄带骗，老师会在课上准备小零食，学生有脾气老师得忍着，学生不愿意写作业时老师就得代劳。”

so,In order to let children learn steadfast,On the basis of gradually consolidated school,But also let them real consumer satisfaction.The personage inside course of study:"Do let them satisfaction is to cajole,The teacher will prepare snacks in class,Students have the temper teacher have to endure,Students don't want to write homework when the teacher have to do."