Sell yourself ...
In appointment setting you should not be trying to sell the student on a school they haven't physically even seen yet. The goal of the call I feel is to build rapport by selling yourself and sparking enough intrest in your school so that the student is inclined to want to meet with you and find out more.
We do not try to sell anything. When someone calls, we keep the inital call brief but we explain that we want to educate them about our programs and help them get moving into the right direction. Our goal is to educate anyone that comes in and help them see a better future for themselves. If we find that we do not have the right program for them, then we refer them to schools that do. By thoroughly educating the prosceptive student instead of selling, you will find higher enrollment numbers and more referrals from students.
We focus on selling a Career Planning session. Our goal is to not discuss specific programs, but make it more about how we can help them come up with a plan to succeed. Since we started making the phone call more about the CPS, the appointment setting has increased.
Agreed, we are selling them an idea not a tangible product that they can handle. Each student must be able to trust their rep and then the student will not feel like they are doing it alone which takes away some of the fear that has held them off from starting before. I have spoken with so many students that said that I..ME was the deciding factor on what they wanted to do and where they wanted to go. I ahve been doing this for a couple years now and i am just now seeing the benefit of giving good customer service. i have my graduates coming back as well as people i never enrolled before but they are at the right time in life now to start and they came back HERE. Makes you realize why you do waht you do.
I agree. It should come naturally if you truly believe in your school and it's ability to change someones life. What's more exciting than a major live change for the better.
Believing in your school, is the key, I am so aware everyday of how I am discussing programs, giving information, wanting to better the lives of the people I am speaking with, they tend to get so excited because I talk a lot about goals and outcomes
Your statement says it all! I totally feel that what really counts in getting students enrolled and our planet educated starts right at the Enrollment Advisor. And depending on who that person is - how much they believe in their own school and how knowledgeable as well as personable they are as an Admissions Advisor that's the make it or break it moment. If they are not doing their job in a friendly and inviting manner they are liable to lose the prospective student's interest.
I COULDN'T AGREE MORE. WHEN WE AS ADMISSIONS PERSONEL WIN THE STUDENT OVER, JUST BY SHOWING THEM WE CARE. THAT WILL GROW OUR CAMPUSES FASTER THAN YP LEADS. AND, ALL YOU HAVE TO DO IS CARE ABOUT WHAT YOU DO.
