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The Price Objection
April 28, 2010
The goal for most people should not be to feel better but to get better at feeling.
-Shannon L. Alder, author and therapist
-Shannon L. Alder, author and therapist
If you run a high quality program, you probably are frustrated when parents checking out your program lose interest the minute you tell them your fees. In Little Red Book of Selling: 12.5 Principles of Sales Greatness (Austin: Bard Press, 2005) Jeffrey Gitomer offers some useful advice. Although his book is aimed at folks selling widgets in Wyoming, it does have some ideas that spill over to us. In overcoming the price objection he advises...
"Don't focus on the sale, focus on the lifetime use of the product or service. Get your probable purchaser to visualize what life will be like after they take ownership. If you can concentrate on use and ownership, then you can focus on cost and long-term value as opposed to price."
Now its not too big a stretch to see the issues we want parents to visualize: comfort of knowing a child is in a safe, secure place so they don't have to worry while they work, excitement of knowing their child will be enjoying himself and making friends, satisfaction of providing an environment where child's optimum development is the aim.
The Program Administration Scale was developed by Paula Jorde Bloom and Teri Talan based on the growing consensus that the quality of early childhood programs should be determined by more than just the classroom learning environment. This valuable tool incorporates data obtained through interview or self-report, document review, and observation to reliably measure the administrative practices of an early childhood program.The Program Administration Scale includes 25 items clustered in 10 subscales, which measure both leadership and management functions of center-based early care and education programs. It can be used in multiple ways: program self-improvement, technical assistance and monitoring, research and evaluation, and public awareness.
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Comments (2)
Displaying All 2 CommentsSydney, NSW, Australia
Where are the children and teaching - this newsletter is losing relevance for people at the coal face of teaching who need inspiration and new ideas. We want to know about research and innovations in early childhood programs, not marketing which can be accessed through other forums.
KINGDOM CHRISTIAN ACADEMY
OCALA, FL, United States
This is an intersting concept but one must also consider the audience or in this case the clients needing service. With the economy the way it is, it is difficult for even the greatest programs because people all want quality service but often can not afford the quality price.
Most of this is dependent upon the sacrifice parents are willing to make to ensure that the children receive a quality education. Otherwise, even quality programs can only provide secondary services because it is difficult to obtain and maintain qualified employees.
Providers are often bogged down with providing a safe place without qualified staff to teach the children because providers cannot afford to offer benefits and good pay to their workers. Also, the State is expecting providers to receive so much education; yet the reimbursement rates for quality childcare and education is minimal at best. Even schools who are accredited and/or have gold seal is having a difficult time maintaining quality staff.
As an administrator I hope things get better soon or maybe CDS should become the sole provider of early childhood services.
CDS services are difficuly for the private and faith based providers to compete with.
Just a Thought! Maybe CDS should take over all of the facilities or the government through CDS should offer subsidized insurance benefits to the providers as a part of their services to the provider!!
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