Typically, I acknowledge the question and answer it, but it stops there. I like the idea of clarifying a baseline, to see what the student was expecting.
I need to use these as building value. This is a great way to help them "visualize" their future after education.
I need to use these as building value. This is a great way to help them "visualize" their future after education.
I think that building value does minimize the overwhelming cost of education. I heard a student say that, "An employer may take your job from you, but they can never take your education from you." I think students take a sense of pride in their school and I love helping them self discover this.
I like Sergio's comment of how they are investing in themselves and what a great investment that is for the future. I use that with my student's as well.
I also like Michelle's comment about asking them "Is this about what you expected?" I am going to try this with my students.
We offer CLEP testing and Prior Learning Assessment for options of saving time and money in completing an Associates and/or Bachelor's degree. So I make sure that the student is not just looking at the cost per credit hour and the credits needed to get the degree. I encourage them to consider the big picture of what it will cost to get their degree at each individual school they are considering.
I will use the three A's, acknowledge, answer, and ask if this is what they expected. I will use this method going forward. In addition, I will be caution as to not mention tuition too soon. If the value has not been established, the student may not see how school will positively benefit her situation. That is why sharing attributes, or facts, that match the students needs along with detailed benefits of those attributes is essential.
I think the most important thing to do is to acknowledge the concern of cost. At that point I delve in more into what the common fears are - Will I get a job after I pay this money?/Can I pay back the loans?. It is important to address these concerns so that the enrollment counselor can work through them and assure them that many students go through the same challenges and to show them how they can succeed in spite of these challenges.
I would agree with Maricelly. Focusing on just the cost is not that effective. Emphasizing the value of what this education will do for them now and in the future will outweigh the cost of school today. I talk about this with students who are excited about achieving a specific career goal.
That is also something that I usually do at the very beginning of our meeting when I let them know the purpose of our conversation. But every now and then I get a prospective student who asks right after I introduce myself.
I usually answer their question. If they ask it right away I may answer it or try to get a little bit more information first, depending upon their tone. I always ask them "How does that number sit with you?" From now on I will always answer their question immediately.
Since our tuition is significantly higher because we are a private school, we don't beat around the bush. We address the tuition along with the benefits. also discussing options of financial aid and scholarships.
I really like the suggestion for asking the student if that was what they were expecting. This will uncover objections and give me a really good understanding of how the student feels about the financial committment.
Great idea. Often I find that student's do not understand anything about student loans, they hear 'loan' and run. Not fully understanding payment options and other choices can cause someone to miss out on their future.
I am very up front with the price of school it helps get every objection out of the way. It allows me to build a rapport with student and show that I have no fear of talking about money. I might take a softer approach that might help with any other fear from the student
You are right, you cannot get around it! It's best to present without emotion. A good working knowledge of payment options and aid is essencial!
That's a great way to go about it. Reminding them of the benefits that this cost will be covering is a great idea. I know for me if I think it's worth it, price doesnt matter.
Maricelly:
It is interesting that you call it a challenge. Do you think the cost of your school is fair or provides the right value?
I think that is an issue for a lot of Admissions Reps is they think their costs are high. I did, then I looked into the industry & evaluated the value and then my view changed.
When my student asks about tuition, and they do all the time, I tell them. I usually start by letting them know we are highly competitive and not the most but not the cheapest as well. Then I break it down for them. After I ask if that was their expectations and what their financial plans were. I think I might just ask their expectations and not bring up the plan yet, seems from this training that engaging them in the plan would be more beneficial.
Give them the cost and move into financial aid. I am going to start asking if it is what they expected!
I usually address this issue by revisiting their reasons and motivations behind obtaining their degree, I remphasis to them that they are investing in them and this will be better for their future.
