Securing Commitment

Summary

The script emphasizes the importance of securing commitment from customers during counseling sessions, highlighting the 'third rule' for effective communication. It outlines strategies for scheduling video counseling, ensuring the availability of both parents, and creating a sense of urgency and personalization. The speaker also discusses the significance of offering financial considerations, such as payment plans and scholarships, to address potential concerns. The goal is to convey the unique opportunity for skill development and to build trust through testimonials and success stories.

Takeaways

• 🗝️ The third rule of securing commitment is ensuring the customer understands they must make a decision about enrollment during the counseling session itself.
• 📅 Learning how to schedule a video counseling session involves explaining the value and benefits of the session to increase the likelihood of the customer's participation.
• 🔑 Agenda and value are crucial in establishing trust with the customer, where the counselor explains the purpose and benefits of the meeting.
• 🕒 Setting expectations about the session's duration is important to manage customer's time effectively, typically between 45 to 120 minutes.
• 🔄 Offering flexibility in scheduling while also presenting options to the customer can reduce the chances of them delaying the meeting.
• 👨‍👩‍👧 Reconfirming the availability of both parents is essential for discussing a child's skill development, as decisions are often made jointly.
• 📧 Requesting confirmation from both parents via email or acknowledgment can help ensure their interest and commitment to the counseling session.
• 📆 Having alternate dates and times ready in case the customer cannot meet on the initially proposed day is part of effective pipeline management.
• 📞 Providing contact information on both numbers ensures the parents can reach out for scheduling or other session-related matters.
• 🎁 Emphasizing the 'once in a lifetime' opportunity for the child helps to highlight the benefits and rarity of the counseling session.
• 📈 Sharing success stories and testimonial videos can build trust and credibility with the customer, illustrating real-life examples of the session's impact.
• ⏰ Creating a sense of urgency by specifying deadlines or enrollment periods can encourage prompt action from the customer.
• 💌 Personalizing messages to address the specific needs and interests of the child can make the customer feel understood and valued.
• 💰 Addressing financial concerns by offering payment plans, scholarships, or financial aids can alleviate one of the main barriers to enrollment.

Q & A

What is the third rule mentioned in the script for securing commitment during counseling sessions?

The third rule is to ensure that the customer is aware they need to make a decision about enrollment during the counseling session itself.

What are the three main aspects to be discussed in the script for a successful counseling session?

The three main aspects are taking time for a video counseling session, reconfirming the availability of both parents, and creating a once-in-a-lifetime opportunity scenario for the customers.

Why is it important to explain the value and benefits of the counseling session to the customer?

Explaining the value and benefits helps the customer connect with the counselor and increases the chances of their appearance in the video counseling session by 95% if done properly.

What is the significance of setting expectations during the counseling session?

Setting expectations, such as the session's duration, helps manage the customer's anticipation and ensures they are prepared for the discussion's length and structure.

Why is offering flexibility important when scheduling a counseling session?

Offering flexibility accommodates the customer's availability and reduces the chances of delaying the meeting, thus maintaining momentum and engagement in the process.

What is the rationale behind reconfirming the availability of both parents during a counseling session?

Reconfirming the availability of both parents ensures that all decision-makers are present, leading to more effective communication and a higher likelihood of reaching a decision during the session.

How can a counselor create a sense of urgency during the counseling session?

A counselor can create urgency by specifying deadlines or highlighting time-sensitive offers, such as limited enrollment periods or special offers on particular dates.

What is the importance of personalization in the counseling session?

Personalization addresses the specific needs and interests of the child, making the counselor's message more relevant and engaging for the parents.

How can financial considerations be addressed to alleviate customer concerns?

Financial considerations can be addressed by offering payment plans, scholarships, or financial aids, making the opportunity more accessible to the customers.

What is the role of sharing success stories and testimonial videos in the counseling process?

Sharing success stories and testimonial videos builds trust and credibility, providing real-life examples that can help customers relate to the benefits of the counseling session.

How does the script address the impact of the pandemic on communication skills and the importance of English language proficiency?

The script acknowledges that many people have lost their English vocabulary and communication skills due to the pandemic and emphasizes the need for English as a life skill rather than just a subject in schools.