Handling objections that are directed toward your school's degree programs, financial aid packages or service offerings can be a challenge for Admissions Counselors, especially new ones. New, first year Counselors haven't been in the job long enough to experience the many questions, challenges and objections that prospective students and constituents want answers to. Your veteran Counselors are perhaps the best equipped to handle objections as they've probably heard and answered most of them over the years they've been on staff.
May 1 analysis can be celebratory for many, but over the past decade or so it's also become the time to ask hard questions around the million-dollar question, “What do we do now?” Or, more accurately, “What are you going to do, now, VPE/DofA, for next Fall (or else…)?!”
Value Based recently conducted a national survey of private colleges and universities measuring both their need and readiness to engage in integrating consultive sales best practices within their admissions department. Of the admissions, marketing, communications and enrollment leaders who responded to the survey, 62% of those who responded Agreed/Somewhat Agreed that their admission counselors are calm, confident, and courageous when closing or asking for an enrollment deposit/commitment and 56% of those who responded Agreed/Somewhat Agreed that they do a good job of personalizing how they message their school’s distinctives and differentiators to individual prospective families.
As a “lifer” in higher education enrollment and admissions, having served since 1987, it has not always been easy letting go of the “good old days” and the ways I learned how to do things...
During my 29+ years in admissions, I often wondered what I would do “someday” with all that I had learned, experienced, failed at and accomplished. Then the phone would ring or a rookie counselor would drop by my office. My response to the caller or rookie, seeking answers to their questions, was often interrupted by my calendar alert advising me of a meeting in 10 minutes – across campus! – or, or, or, . . . and those thoughts quickly vanished. You probably know what I mean!