24. “Due to fall travel season, I will be out
of the office throughout
September and October.
I will have limited access to my email
during this time, but I will respond to
your email at my earliest
convenience.”
48. 1. Remove the
Roadblocks
Application process (application fee vs. 4 years of tuition), Deposit
Methods (credit card at open house)
49. 2. Recognize
“Buyer Shift”
When they are ready to “buy” - recognize it and take advantage of it
(remove the roadblocks to letting them buy - not embracing the
moment (“be sure to send in your deposit by May 1st”)
51. “What about this
doesn’t work for
you?
Help understand what roadblock stands in the way, gets them to “no” if
that’s the case, takes it again off of you and on to them.
52. Rethink the
Yield Event in
Spring?
This is the “closing the deal” event - mentally and physically prepare for
it. Know what each prospective customer needs to close the deal - e.g.
get their deposit, see a residence hall, meet with a coach, discuss
financial aid.