Overcoming prospective student's objections and issues...
Asking open-ended questions is a good place to start. What other techniques are available?
Katherine ,
You may excellent points. Most students need someone to listen and offer support. I have found that talking it through is often just what they needed.
Patty Aronoff
I love all these responses. Sometimes they answer their own questions when you just let them talk. If they have personal issues they need to overcome prior to enrolling it helps if they write down 2 or 3 ways to handle something.For instance if its a baby sitter issue they can have a list of people besides daycare in case the child is ill. Perhaps have them repeat something I've said or make them think about an answer instead of me telling them something like;why attendance is so important, what happens if you're late to school and how this transferes in to the work place, etc. They need to feel like these "obstacles" to education are just life for everyone.
Kimberly ,
Active listening brings about solid communication. We cannot learn about our prospective student if we are more focused on what we are going to say next.
Patty Aronoff
I whole-heartedly agree. I just started a new position and sat in on my first meeting w/a perspective student. The Rep I shadowed took great care in listening to all his needs, challenges and goals. At first it seemed like a small talk to ease the "beginner's jitters". What I learned was that by actively listening she was aiding him to formulate a plan that was in the best interest for him, his family and the institution. I learned it is not all about the rep talking but making certain to hear what the applicant is really saying or not saying!
Rachael,
Thank you for sharing your thoughts on this. I believe you are right on target. When we spend the time, it shows we care.
Patty Aronoff
I work for a Cosmetology school. When they come in to tour I learn about them as a person for 5-10 minutes. People don't want to be sold. They want to belong to something greater. Many of them are looking for a family. If a new friend came to say your families Christmas party wouldn't you introduce them to each and every member of your family plus the dog :)? When you are giving a tour don't rush. Share a little about yourself. Then as you walk introduce them to the Director even if a brief wave as you walk by their office, stop by financial aid and introduce them. Show them each of the classrooms where they will live during their program. Introduce to as many teachers as you can even if they won't directly affect that students education. Get them excited about finally taking a step of faith to pursue their dreams. Who knows how long they have been considering this. Finally, if you see a random student who also happens to be smiling or look pleasant enough introduce them as well.Break down a typical day on your tour. Again, tell them what makes your school different. We are one of 6 local Cosmetology schools and even though all those schools has something good to offer I'm sure we are a family and it shows. Throw it all out there. Believe in them and mean it. Maybe they have never had someone believe in them and you are the only person who will. Don't think of potential students as part of a quota you have to meet but rather what can you do for them. When they hear your heart and not your words is when you will see your enrollment rates go up. We are not only changing their lives for the better but the lives of their families and subsequent generations.
Tamara,
We should always be active listeners and engaged in open questions to delve deeper into the questions the students might have.
Patty Aronoff
Asking the right type of questions as well as listenig to the reponses that are giving by the prospective student allows you to effectively resond as well as give them the confidence booster that they might need in order to overcome a sense of fear or maybe a feeling of being overwhlemed.
Eric,
Good notetaking provides you valuable information for further inquiry or discussion with the prospective student.
Patty Aronoff
Lisa,
That is a basic tenet of adult learners. It is putting into practice the new knowledge they have learned and putting it into the real world.
Patty Aronoff
Taking good notes when interviewing prospective a student.
Guiding learners towards their own solutions is a strong method of earning the learners commitment to the solution.
Elizabeth,
Active listening! Most of the time people are ready to answer the question without active listening.
Patty Aronoff
