This is right on. When your speaking with enthusiasm it will bring some to them as well and get them all excited about going to school.
It is important in our institution to have everyone that the prospective student comes into contact with to project a positive, friendly and professional manner. Countless prospects who have become students here mention that their decision to choose our institution was based, in part, on how impressed they were with EVERYONE they came into contact with. It would be nice to think that it was my brilliance as an admissions representative, but the truth is that its really a team effort from the receptionist on up.
Dale,
...because it's the right way to do business.
Hector,
They must understand in order to meet the requirements of fair consumer practices.
When speaking to students..it is important for them to understand...
Thanks you are right if you do that everything wil go great for you
Yes when you talk to a prospective student on the phone you have only a short time to make a first impression I was always taught seven seconds. You must engage them, take control of the conversation to find out if they should come in for a visit, and then schedule a meeting as soon as possible.
Ifyou look at this as a service to the student you are helping them make a educational choice that will benefit them. The conversation should be geared towards what motivates the change that they want to make and the steps they need to make to get there.
Dealing with students should be more personalized to them, and not a cold call approach. Not what programs you have to offer but what program will best suit them and how to help them invision themselves as a student in that program. Gradaute students can usually pick up on false enthusiam!
The way you project yourself on the phone and in person while talking to prospective students is very important. You only have a short time to make a good first impression (30 seconds- 1 minute) I try to talk to everyone as if they were a good friend.
I agree that you should be enthusiastic at all times, because for the students if you look troubled then the student can sense this and also pick up on this and then act on their fears. Eventually resulting in them choosing another institution.
Jennifer,
They can also tell when you are not paying attention :-(
Margie,
Excellent advice!
David,
Students feel most comfortable when there is active communication. Asking questions and listening are key.
Michelle,
Great advice! People sometimes hint at different objections. That is a good way to return and answer any questions.
While speaking with a prospective student in person, by phone, chatting online or by skype, I always take notes. This is a big commitment and making a personal connection with them is important. This also helps me remember the original conversation and possible objections we might need to overcome.
I find in our type of program that using the two way street works best. I always let the prospective student know that the our one on one tour (be it actual or on the phone) is in essence a dual interview. To that end, I need to do two things; allow the student to tell me about themselves and their goals and listen intently. And then I need to ask pertinent questions to determine if what we offer will suit the students goals upon completion and and I need the prospect to listen intently on the information I provide so that he/she can make the most intelligent decision regarding their school choice and it's impact on their future.
Another tip when talking with students is to use their name. This makes your conversation much more personal.
I think this espeically true if you are speaking with a student on the phone they can hear the excitment in your voice, as well as if meeting someone in person actively listening is key as well.
D.,
I have seen some reps actually put a mirror up and watch themselves as they speak. For some, it makes a difference on how they come across on the phone.
