Are you running into parents who are putting up concerns and questions as you’re recruiting their son or daughter? Are you having trouble overcoming their objections?
In the new book, "Selling for Coaches", author and recruiting coach Dan Tudor talks about how to win over parents by answering their concerns and eliminating their objections. Here’s an excerpt from the Chapter 7 of the book, entitled "Meet the Parents":
First, you need to be actively listening for objections when you have conversations with your prospect and their parents. And keep in mind that listening for these objections includes things they say verbally, as well as things they might infer or hint at. Obviously, the later is the harder thing to pick out. You have to “read between the lines” and bring up potential objections (and be the one to answer them) if you think they might exist.
The last thing you want to do is to have your prospect – and his or her parents – be stuck on an objection they can’t – or don’t want to – verbalize to you, and let that be the thing that kills his or her chances of playing for your program. Listen for, and anticipate, objections that a prospect may have as you are recruiting them. This is especially true for parents of your prospect, who will have a great influence over their son or daughter’s decision.
Answer the parent’s objections and concerns with the same attention to detail, and using the same techniques we’ve talked about so far in the book, to win over their confidence and establish yourself as the best choice for their son or daughter. Recruiting the parents is as important as recruiting your prospect. Make sure you pay attention to their questions and objections.