hard selling?
What is the best way to create a since of urgency when trying to enroll students?
SHELEASE,
Whether it is best to start now or later is really dependent upon the student themselves. They must be committed both personally and financially in order to reap the rewards of their sacrifice.
Patty Aronoff
It depends on their goals and current financial situation. It is best to encourage the student that it better to enroll now than later. You can stress the fact that they have already expressed that they had been contemplating this decision for a while and how they could have completed the program or almost have by this point in their life. So, allow them to see the time they've already lost and the positives of what can be accomplished by starting now.
Kary,
Absolutely! They will catch your enthusiasm. We need to keep the momentum long after the signing on the dotted line.
Patty Aronoff
I'm new to this industry, coming from one that pushed the hard selling approach, which i disagree with totally and why i left. By believing in your program (or product) the 'sales' part is the easy part. Adding urgency works in the basic way of getting them excited about their dreams and future. if you are excited and care about your school, it will show in your words and actions and the prospect will see it and become excited to.
Kevin,
I honestly believe that most people in education do not like to use the term "selling." So much bad press has been written about our sector and "selling" is replaced by contracting or writing business.
Patty Aronoff
I like the conceptual selling approach because it's prospect driven. When the prospect believes the are getting their desired solution they can tend to create the urgency.
DAYANES,
So true! We are in the position of assisting them in changing their lives. It is important that the decision be the right one for both the student and the school.
Patty Aronoff
David,
Thank you for your feedback. We love the forums.
Patty Aronoff
Relationship is the key
Plus I don't think that I'm selling a program. I think that I'm providing them with what they want and I just have what they are looking for.
NO HARD FORMULA FOR SELLING is just WHAT YOU ARE LOOKIN FOR? AND HERE I HAVE IT now help me to get you in. Then the student is not the consumer. The student now is ACTING working with me to get what she/he wants
Thanks David.
I hope some of my insights help new people to the profession. It is a great profession and one I feel very lucky to be a part of. I hope you will stay in the field for many years.
James
This is great information for us new admission people thanks for the wisdom James.
Greg,
Honesty, integrity,trust are the formula for success.
I agree with this to a certain extent. Yes, it is very important to build a relationship with prospective students, but the outcome is just not the student being comfortable and safe, but being able to trust in you. Your first impression to any prospective students is what assist in making the connection and building the trust. I have had students tell me that the only reason they attended my institution was because of the trust and belief that I was steering them in the right direction. It is true that if you recommend other institutions for them to review as well they will not feel pushed or obligated to you or anyone and will likely respect you for it and attend your institution because of it.
Great topic...
James,
Thank you for your post! Words of wisdom...
Hello Natalie et all.
All the comments and advice on this topic are wise and useful. I would add that in my experience, prospective students also respond very well to being made to feel confortable and safe. The better we as admissions professionals can get to know the prospect, the easier it becomes to discover what the student really needs and whether our institution is a good fit.
Basically, once there is a good raport with the student the sense of urgency will come as a result of the fact that the student doesn't want to let you down.
Building relationships with students has always been a really sound way to create the sense of urgency and make sure your are guiding the student in the right direction.
I still have relationships with some of the first students I recruited almost 20 years ago. Some of these students I even advised to talk to another insitution and they were so grateful that we have stayed in touch. Sometimes the best advise we give is to not come to our institution, but we instead create a sense of urgency for another school.
Food for thought...
Kinda,
Active listening and effective questioning will sort out so many reservations and misconceptions.
Elizabeth,
Meeting deadlines represents commitment and sense of urgency which you are looking for in a successful student.
Yes, very true it is important to ask the questions and listen to the needs of a prospective student. That will help to determine whether or not the student is looking at the correct program and succeed.
I find that setting deadlines with students, knowing that I gauge comittment from them my setting deadlines with them to get their enrollment docs in sets urgency
