Asking questions puts you in control. Effective use of questions is a powerful technique for managing conversations and understanding the needs and concerns of potential students and their families.
Key Techniques for Using Questions
1. Use Feedback Questions to Clarify Concerns: When a prospect raises a concern, respond with a feedback question to understand their underlying motivations better. For example:
- Prospect: “Do you teach offensive or defensive karate?”
- You: “That’s an interesting question. Why do you ask?”
2. Address Concerns with Empathy: Once you understand their concerns, address them directly and empathetically. For example:
- Prospect: “My son is really shy, and I don’t want him to beat up anybody, but I really would like to see him stand up for himself.”
- You: “Mrs. Jones, I understand completely. Our goal is for your child to never have to use karate outside of the school physically. Mentally, though, it will help him build confidence and assertiveness in a positive way. When you bring him in for the introductory course, he’ll learn that karate can be applied in everyday situations without physical confrontation.”
3. Regain Control with Comeback Questions: Use comeback questions to steer the conversation back to relevant topics and gather useful information. For example:
- You: “Who’s idea was it to get Joey into karate?”
4. Analyze Responses for Insights: The answer to your comeback question can provide valuable insights into the motivation behind the interest. If the response indicates that both parents are invested in the decision, you can tailor your approach to align with their needs.
5. Approach Questions with Genuine Curiosity: Effective questioning relies on a sincere interest in the prospect’s situation and motivations. Avoid using questions solely to manipulate the conversation. Instead, demonstrate genuine curiosity and concern for their needs.
6. Focus on Mutual Benefits: Ensure that your questions and responses align with what’s in it for the prospect. This approach helps in addressing their concerns effectively and demonstrating how your school can meet their needs.
By mastering these questioning techniques, you can better control conversations, address concerns, and ultimately increase the likelihood of enrolling new students in your martial arts school. Always approach each interaction with empathy and a genuine interest in understanding and meeting the needs of your prospects.