Students demanding discounts
I read in the previous module that we are not to offer discount and random reduction. But as representatives how do we keep the student interested while they are used to being offered discounts by other institutions?
James,
It's the return on investment for the student. We need to stress what their investment means for their individual plans.
Patty Aronoff
I come across this as well with students. By appealing to the investment in their education and in their future. Also, by showing them what my institution has to offer them. I can place value upon my institution and avoid or lightly touch on the matter of discounts.
Robert,
Discounting is against Florida law and if the other school is truly offering a discount to the student, then they are in violation. I agree with you immensely that you are investing in your future and we must weight the value received.
Patty Aronoff
I encounter this situation quite often, where the student has called another institute that offers a "discount" and in turn wants one from our institute. I take a lot of time explaining to the prospective student the value of our training vs. "their" training without bashing, of course. Correct! Education IS an investment in themselves- potential students need to have all aspects and positive attributes of the institute be clearly defined for them. Usually after taking the time to explain they understand that perhaps going with the institute the offers a "discount" may not be the way to go.
I agree 100% with you Patty. Education is an investment in themselves. If one builds the value in the education they are receiving they will never ask for a discount. Our job is to help them understand the importance of this to them.
mercedes,
The investment in education lasts a lifetime. By investing in their education, they are investing in their future.
Patty Aronoff
i agree with this as well as redirecting their thoughts that furthering their education is an investment that will help them in the future which opens the door for many other bigger and better possibilites.
You're right Rachel, some schools out there are even offering freebees to students if they sign up for classes. You have to show the student that your school has high standard that it does not necessary to give discount or freebees to get students to enroll. Delilah
Yi,
Value is what the student is building on their investment in time and money. Although there are no guarantees, the investment in education is very solid.
Patty Aronoff
I would redirect the student's concern towards the importance of the value received rather than the cost of tuition. emphasize the importance and quality of the actual skills learned at your institution (smaller class sizes) versus the quality of education one would received at an institution where there are larger class sizes because they have larger enrollments due to tuition discounts.
Rachel,
You sell what makes your school the right choice. Highlight the investment in their education.
Patty Aronoff
