Hidden Obstacles
Asking questions is the key to discovering hidden obstacles. If a student seems reluctant to set an appointment, find an appropriate way to explore what's holding them back. What way do you make contact in this situation?
Michael,
Great discovery! What would you say to that student to show them the value of choosing your school to achieve their goals?
Dr. Jean Norris
Sometimes if you dig deep enough and find the student's real motivation for pursuing an education, that will help with getting to the goal of the call. Often students will tell you it is because they want to make more money or move positions within their company when there is a deeper motivation behind the decision.
That's a great observation Lori. If you think about what motivates you to do something its generally because you get something out of it - there is value for you. How do you build value during your initial phone calls?
Dr. Jean Norris
When a prospective student is hesitant to make an appointment I think its because I haven't built enough value into them coming in. So when I feel them hesitating I re-iterate the reasons for them to come in and make the change.
