Make a call outline which is visible during your calls, to keep you on track. Always remember your objective: to give the person a reason to come in and see you in person.
The biggest thing that I do and could give as advvice is make your smile shine through your call! I am always told how awesome I soulnd over the phone but that also continues into a face to face meeting as well!
Henry, Interesting! We agree that listening is key. I'm curious, do you feel the only reason that students go to school is because the pain in their life?
Dr. Jean Norris
Danny, It sounds like you are really organized. Great suggestions!
Dr. Jean Norris
Listening is the most important aspect of the call because it allows you to uncover or discover motivational factors. It also allows you to feel the students pain and why they need to go to school.
My tips is being optimistic.
Sometimes your mood can affect the quality of the call. Say to yourself, "I'm going to receive an application today as opposed, I'm never going to make this target, it's sky high!"
Also, plan your week before it starts. When your going to do the calling, when your doing Ad hoc tasks, what time to book appointments is best.
Track Results using: Star of week, Mid Week and End of week reports recording your forecasted Appointments, Interviews, Applications and Enrollments.
I hope this information will help others.
Our goal is to successfully fill classes and provide quality education,. A student's goal is to change and improve their life. Learning what motivates each individual, not just in general but in a very personal way, can not only help us as Admissions Reps to hone our presentation specifically to them, but it can also help us lead the student to actually visualize the end result. As they say "if you can see it, you can be it"
Kelly,
Sounds like you have it dialed in! It certainly takes great awareness to understand different student types and to be able to adapt. Can you give us an example?
Dr. Jean Norris
I haven't made my own list but I try to follow the 10 commandments with my students. I try to adapt to every personality I come in contact with. While still maintaining control, I allow them the space they need as well.
Alain, Open ended questions are good for finding more information. What do you do with the information the student provides?
Dr. Jean Norris
Ask open and endedn questions, my goal is to get the student interested in coming into the university and create sense of urgency.
Leon,
Very true on both fronts. So is there anything specific you can do to change someone's negative behavior or body language?
Dr. Jean Norris
If we as professional mirror negative behavior this may prevent us fron building a rapport with our prospective student. Establishing a rapport is essential to gaining trust.
Chelsea,
Thanks for all your comments! You have wonderful insights! I hope you enjoyed the class!
Dr. Jean Norris
I always soften the mood with letting them know Im calling from an inquiry they made, I also listen and work with them on when they can come in for a tour.
Leon,
This is a good approach. What do you think might happen if you mirror their negative behaviors?
Dr. Jean Norris
Jean, most times I mirror prospective students, however if the student is negative I will listen and ask questions to uncover what is the root of the negativity.
Leon, Great top ten! I am curious, though, about #10. Do you always mirror them? What if the behavior of the student is negative?
Dr. Jean Norris
My tips for make calls
1. Smile and dial
2.Stand while making calls
3. Listen to the prospect
4.Acknowledge what the say to you
5.Explore what the share with you
6.Respond with a positive solution
7.Create urgency
8.Have a strong impact statement
9. Focus on the caller
10.mirror your prospect
Julie, It is proven that people can "hear" the smile in your voice when you are smiling! Great job. If you could add more to your list, what are some tips you would add?
Dr. Jean Norris
