When we have built rapport with a prospective student we have a great opportunity to connect with them on many levels and sharing student stories and your expertise can help make that connection. You're correct, you need to be careful to keep the student stories general, but they can help your prospective students know that they are not alone in their situation. Thanks for posting.
It is important to get the student to talk. Have them realize their obstacles and work through them. Show them how furthering their education will help them in their future. It is good to share stories, but be careful.
Another component I was surprised to hear was to discuss the competition. I have always heard this can be an accreditation issue and must be very careful on speaking about other schools. What are other's thoughts?
If the student mentions that they are looking at other schools you have the opportunity to ask questions to learn more about where they are in the buying cycle and the features they may be looking for. Where representatives get into trouble is when they talk badly about other schools or say things that are untrue. A best practice is to encourage the student to tell you what other schools they might be considering and tell you what they know and like about those schools. That allows you to point out any attributes and benefits that your school has to offer based on what they told you. Thank you for your comments and for seeking clarification.
I will understand the product in every facet and be able to articulate this to my students. I will set the expectation that I am here to answers any questions, offer any information and advice and if I do not have the answer then I will find it.
It is important to share the information that is of interest to the student. The student needs to know how the information applies specifically to their needs. Otherwise we're just dumping on them and they stop listening.
I will assure them that I will be with them throughout the process from the beginning until they either decide to enroll at my school or go a different direction. As I gather information, I will carefully listen to the prospective student with the goal of finding the best solution for them.
It is important to get to know your students, you can't be an expert if you are not addressing their needs, concerns, and objections. Once you get to know them you can begin to answer their questions.
I think this is a time when self disclosure can be helpful- as a student myself I understand a lot of the challenges they face. I always tell my students to have all the facts in front of them before they make a decision, so they can make the one that is right for them.
I think this is an really important and often overlooked part of the process. Silence can be uncomfortable but it can allow the student time to open up and really share. If we do all the talking they never get that opportunity.
I find that with rapport I can confidently show that I am an expert in this field. I try to find the common ground and work that as hard as possible. By doing that the rapport well lead into other things that I have knowledge in
When speaking with a perspective student to let them know I know what I am speaking about regarding school I plan to listen carefully to their needs, then speak to what our school offers and explain in detail to demonstrate my product knowledge. If I do not know an answer I will tell them I do not know but will find out. When listening to them, to show that they are the expert of their own life, I choose not to make assumptions as well as maintain a friendly demenour while listening. I will confirm and summarize what they say and ask if I have it correct to make sure I understand them. This seems to work well.
One of the most eye opening learning points I have gained in the last year as an Enrollment Counselor is to not manipulate but rather make sure we are good fit for them and their needs. Therefore, I agree it is good to just let them speak and try and control the conversation.
Today I learned to be careful what information to share about me personally, however, to make it relevant to their needs. I agree that a student needs more information about what others have gone through in order that they may adjust well to the changes of school. The more we talk the better they feel, however some students are more cut and dry so I am learning to adjust to their needs and the information they want rather than always the information I think they need.
Jeff, that's certainly true. Sometimes people need time to process questions or to search around for answers. Great point.
Dr. Jean Norris
One of the most important skills we can implement when talking to prospective students is to relate to the student's situation. Although I have never had quite the same experience as the student I am talking to, I always try to find something in my past which I can use to relate to how the student feels or what their ultimate goals and objectives are when it comes to education. This also shows the student your authenticity and they may not enroll in your school, but ultimately this characteristic will show them that people do care about their individual needs and not just enrollment numbers. This can pay in dividends because although your school may not have been the right place for this student their experience with you will cause them to tell others. More importantly, treat other people how you would want to be treated.
Very well said Susan. When we can find a way to connect with an individual, whether they enroll at our school or not, we are hopefully making a positive impact on that student. Thank you for taking the time to post your considerate comment to this thread.
I share my experience and many success student has graduated and seeking for employee in our facility placement board.
Yes, sharing my experience and I also show them the placement board about the student has been graduated become employers now looking for more employees. It will motivate them.
Thank you for sharing Tu. It looks like you're utilizing student success stories and your own experiences to build value for your students. Keep up the good work!
Dr. Jean Norris
Our new college is part of a marine mammal facilty and as such having worked for 11 + years at the facility gives me much knowledge about the differnt employment opportunities. However I am not certain that sharing my experience is as important since I came into this fieldd as a second career and started as a volunteer and gained enough knowledge to work as a marine mammal educator--for the last 10 + years and now have the role as Admissions Coordinator for the college.I beleive that my experience may be unique.
