Did you know?
- They have no idea what to expect regarding the programs and the school.
- What sets these prospects apart is that they think you called them.
What’s Next?: OutReach Strategy
When working this type of lead, it is important to remember that these customers did not contact the school for information. They have no idea what to expect regarding the programs and the school. Our ASRs have sparked and confirmed their interest in your school, and now it is your turn to close the sale.
As an admissions representative, you must find out the point of interest, urgency and pain. What sets these prospects apart is that – in their minds – you called them. Your typical questions used to start a dialogue, like, “So what made you decide to call us today?”; “How long have you been thinking about changing careers?” or “What got you interested in medical assisting?”, simply don’t fit the circumstances. In fact, they will probably annoy the prospect.
It is a better strategy to replace those questions with ones like, “Have you been thinking about changing careers for a while?” If they say yes, then you can ask them "How long?" or “What do you know about the medical assisting profession?” You should also remember that the ASR asked this person numerous questions. They have spent 3-7 minutes on the phone and a few minutes on hold, so do not ask a long list of questions. They have already stated and confirmed their interest and given us their time. Get to the point quickly and schedule that interview.
Example phone call:
OutReach admissions representative
