Get Your Students Hired
What are some of the most helpful questions you've asked during the probing stage of a prospect call?
@jean It is so fun to get to know a persona nd what is motivating them. I love hearing about their dream, their dream job, what they would do with their degree, and how long they have been dreaming about it. It seems to me that when the person begins sharing this type of information, and hears themselves telling it, they create a renewed level of commitment to themselves and are even more motivated to continue through the process of taking steps to achieve their goal.
My calls incorporate the following questions:
What's motivating you to get back into school?
How do you think school will help you reach that goal?
Who would be impacted by you getting back into school, how?
What does your current schedule look like?
Are there any other obligations that you have on a daily basis that we would need to look at when choosing a schedule?
Tell me a little bit about your educational background?
What would you say is your ideal learning environment or what are you looking for in a school?
Tell me a little bit about your support system?
What are some concerns that you have about returning to school?
All of these questions are designed to uncover concerns and barriers to keeping an appointment or getting to school. In addition it allows me to build a relationship with the student and be better prepared to address their individual needs.
Great questions, Charles! It sounds like you focus on the prospective student's goals, which is an effective technique!
Elizabeth Wheeler
How long have you been interested in that field?
Why that particular field?
How did you become interested in that field?
Do you know someone that is presently in that particular field?
Do you have any experience in that field?
Have you shared your interest with anyone else? What was their response?
Who supports you if you where to pursue your education in that field?
Where do you see yourself in the future if you accomplish your goals in that field?
I agree with you, Shannon. Open and closed questions allow the student to open up with no problem.
So, what happened recently that made you say, "its time to get this process started"?
Who have you spoken with about your interest of getting back in school?
Great questions, Sandra! One thing, though - be careful when using "Why" questions. You could put the prospective student on the defensive. How could you ask your question without using "why"?
Elizabeth Wheeler
What got you motivated to express an interest @ this time? How long have you been interested in this opportunity? Why is now a better time to take action on your career interest? Who else knows you're thinking about going back to school to further your education? Are they supportive? What did they say? Can they visit with you so they too can ask questions you may not think to ask during your visit?
Thanks, David! "Tell me more..." is one of our favorite questions as well.
Dr. Jean Norris
In my experience open-ended questions are a MUST. However, my favorite question is, "Tell me more about that" Typically, if you can simply get the prospective student talking about things they'll tell you everything you need to know if you just listen.
These are questions that we ask for programs that we offer as well. It is interesting to see the all different areas of admissions are pretty similar even when they are enrolling for different programs.
Tell me a little bit about why you decided to call in today?
Have you attended college in the past?
Tell me why you're looking to change schools/majors?
Hello Tara,
Great use of the "Why". Normally, many salesmen try the "Why" only to antagonize the prospect. Your use of "Why" is the ideal way to inject into the conversation for it is natural and free flowing.
Juan Wilkerson
Open ended and fact finding questions should be used in a phone conversation with prospects. These types of questions require a more engaging response from the prospect. These questions start with Where..., When..., How..., or What... for starters. The responses obtained from these questions then become information the salesman can use in his/her presentation.
What sparked you interest in the program?
What is your timeline to get started?
Who else is supportive of your decisions?
Carrie,
Thanks for sharing! These are excellent questions for finding out about the prospective student's goals and environment!
Elizabeth Wheeler
Why is now the best time to pursue your goals for a better career?
How long have you seriously been considering making this change for yourself?
Does your family know you want to do this, and are they supportive?