How do you conduct your interviews

[cfred]

I was doing my interviews (if parents wanted them) during the day so they could see us in action. Now that I have a full house, I typically do them in the evenings or on weekends. I email my package out to them after the interview so it's waiting for them when they get home. Most of the people I've interviewed are first time parents and nervous so I try to anticipate their questions before they even ask. I've been told that it's helpful because it shows them that I'm seasoned, professional and puts them at ease. Interviews here are typically very casual. I offer coffee or tea and basically we sit down and chat, I'll play with the baby, answer questions and give them a bit of my own back story. I've heard many times that they appreciate knowing my history (professional and otherwise) as it's more personal and makes them comfortable. I've also found many parents looking for advice, which I offer freely. There are some parents who are so focused on their list of questions that they don't really allow the interview to flow and for a rapport to develop. I look for those parents who are looking at the artwork on the walls, actually reading my menu (which is one of the things that sets me apart) and I comment on how lovely it is to see that. Beyond that, I let the interview go on as long as is necessary to secure the client. I had 2 last weekend that both went on for almost 2 hours each. I got both clients, but had to turn one away. We talked about the daycare, our histories, travel, music, food....all kinds of stuff. It takes time, but for the most part, I find the process quite enjoyable and I've found that a less business-like approach to be quite successful in securing the kind of clients I want. Currently, I haven't got one single problem client.

Don't worry about sounding like you're bragging. Accentuate what sets you apart from the crowd. For me, it's my menu, my ECE training, my style and the personal/social aspect that sells my business. I host "Mother's Dinners" every few months to develop the relationships between the families and myself. I also do family picnics, etc to make it more of a 'family' atmosphere for my clients. Very friendly, very casual and fun and it keeps parents involved and knowing me on a personal level, thereby increasing their comfort level even more. For the clients I have and the 2 I just signed on, this was a key factor. Sell what makes you different as much as you can. Those who appreciate it will come on board and be dream clients.

Good luck!!!