Dr. Jean Norris

That's great awareness Azeza and finding the right balance during your inquiry calls can be tricky. Each student comes to us at various stages of the buying cycle and if we ask the right questions we can not only figure out where they are in that cycle, but how much 'necessary' information we need to provide during that call. The person asking the questions typically has control of the conversation, and as you noted, if the student is asking all of the questions they have the control. What types of questions can you ask to find out where they are… >>>

You bring up some really great points John. Many admissions professionals fall into the trap of either immediately trying to set the appointment, or quickly providing facts about the school without taking the time to build rapport and gather information from the student. Taking a few minutes to get to know the student and to discuss their motivation will not only help you provide the right information during that phone call, but can help you to communicate the value of coming to the campus. I'm curious, what about the student that doesn't want to come to the campus and is… >>>