How to Control Information Calls

In an information call or inquiry, maintaining control is vital. Control allows you to guide the conversation, ensuring that you gather the necessary information while keeping the potential student engaged. One of the most effective ways to regain and maintain control is by asking strategic questions. Here are three examples:

  1. How long have you been thinking about taking karate?
  2. Are you involved in an exercise program now?
  3. Whose idea was it to get Johnny involved in karate?

Analysis

It's essential to understand that these questions can yield a variety of answers. The responses you receive will provide valuable insights into the prospect's motivations, concerns, and readiness to commit.

Importance of Phraseology and Principles

While the specific wording of your questions (phraseology) is important, understanding the underlying principles behind them is even more crucial. These principles guide you to ask questions that uncover deeper motivations and help you tailor your responses accordingly.

Asking Questions and Listening

This approach goes back to the fundamental skills of asking questions and actively listening. By doing so, you show genuine interest in the prospect's needs and build rapport, making them more likely to trust you and consider enrolling in your program.

Practical Application

Here’s how you can apply these principles in real conversations:

  • Prospect: "How much do your classes cost?"

  • You: "Is this for yourself or someone else?" (Regaining control by asking a question)

  • Prospect: "It's for my son."

  • You: "Great! How old is he?" (Gathering more information)

  • Prospect: "He's 8."

  • You: "Perfect age to start. Is he involved in any sports or activities right now?" (Continuing to gather information)

By using these techniques, you ensure that the conversation stays focused on the prospect’s needs and interests, rather than just providing information about prices or schedules. This strategic approach helps in creating a more personalized and effective interaction, ultimately increasing the chances of enrollment.

By mastering the art of regaining control in information calls, you can significantly enhance your communication effectiveness, leading to higher enrollment rates and better relationships with prospective students.