It’s a hard thing to crack – the mind of a teenager. If you can figure out why 17 and 18 year-olds make the decisions they do, I encourage you to write a book because it’s a safe bet that you’d become a wealthy person.
Admissions staffs across the country are constantly trying to understand how their recruits make their final decisions. Many believe that it’s based on factors that they don’t have any control over. Actually you do…but hold that thought.
We hear the same stories from our clients all the time as to why their prospect chose another school that was a “better fit.” A few common ones are:
- They choose with their hearts and don’t look at the big picture
- They rely on other others to help them decide
- They use random statistics to justify their actions
How then can you overcome this unfounded behavior? Tudor Collegiate Strategies founder, author and speaker Dan Tudor has some techniques that will improve your success rate.
- Make your case with more passion than the other guy. If your prospects are using emotion to make their decision, go ahead and show the same kind of passion and emotion. And remember, passion isn’t a budget related item that your competitor has more of (unless you let them).
- Challenge them: Tell them that they are going about all this the completely wrong way. Once you have their attention, make your case that they need to reconsider how they’re deciding on a school. Get them to take a second look. Compel them to continue the conversation with you…but start it off by contending that they are doing it wrong right now. Get their attention!
- Ask them, “Is that the smart way to do it?” Maybe the answer is yes. Or maybe it isn’t. Asking that question and actually getting them to think about everything in a new light is one of the most productive challenges you can issue during the admissions recruiting process.
- Always include the parents and high school counselor. Clue them in on what you’re talking to the prospect about, and why it’s important that your point of view should be seriously considered.
- Exude a confidence – even if you’re not feeling like you have any! – That tells them they’d be CRAZY not to choose you. No explanation needed. The only thing I’ll tell you is that your prospect and their family are looking at you closely, and trying to figure out if you really believe what you’re selling.
We’re beginning our planning sessions with new clients for this next recruiting class. Want to talk to us about working one-on-one with you and your staff to develop a rock-solid recruiting plan? Contact Jeremy Tiers directly at firstname.lastname@example.org so we can set up a time to discuss how we do it, and why it works.