Securing Commitment
Summary
TLDRThe 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.
Outlines
📝 Securing Commitment and Counseling Session Strategy
The first paragraph discusses the importance of securing commitment from customers during counseling sessions. It outlines the 'third rule' which emphasizes ensuring the customer is ready to make a decision about enrollment during the session itself. The focus is on explaining the value and benefits of the counseling session to increase the likelihood of the customer's participation. The speaker also advises on setting clear expectations regarding the session's duration and offering flexibility in scheduling to accommodate the customer's availability. Additionally, the importance of reconfirming the availability of both parents for a skill development discussion and offering multiple contact options is highlighted.
🎓 Creating a Once-in-a-Lifetime Opportunity for Children
The second paragraph delves into creating a sense of urgency and importance around the counseling session by presenting it as a once-in-a-lifetime opportunity for the child's development. It suggests highlighting the benefits and emphasizing the rarity of such an opportunity to engage parents more deeply. The speaker recommends sharing success stories and testimonials to build trust and credibility. Addressing financial concerns by offering payment plans, scholarships, or other financial aids is also discussed as a way to make the opportunity more accessible. Personalizing the message to the child's specific needs and interests, and creating a sense of urgency by setting deadlines, are presented as effective strategies to secure customer commitment.
🗣️ The Impact of Pandemic on English Language Proficiency
In the third paragraph, the discussion shifts to the impact of the pandemic on people's English vocabulary and communication skills, which have drastically declined. The speaker notes that schools treat English as a subject rather than a life skill or universal language, leading to a lack of emphasis on its importance in daily life. The paragraph suggests that this approach has resulted in many people, including students, not being fluent in English, even in English-medium schools, due to the focus on academic performance rather than practical communication.
🌟 Emphasizing the Importance of English Proficiency
The final paragraph stresses the significance of being fluent in English and having a strong command over the language. It suggests that the current educational system may not fully prepare students for the real-world application of English, as it is often taught as a subject with an emphasis on exams and marks rather than as a vital skill for communication and professional success. The paragraph implies a need for a shift in educational practices to better equip students with practical language skills.
Mindmap
Keywords
💡Securing Commitment
💡Counseling Session
💡Value Proposition
💡Agenda
💡Expectation Setting
💡Flexibility
💡Reconfirmation
💡Pipeline
💡Testimonial
💡Urgency
💡Personalization
💡Financial Consideration
Highlights
Securing commitment is the third rule in the counseling process.
Ensure the customer knows they must decide on enrollment during the counseling session.
Learn how to schedule a video counseling session and reconfirm parent availability.
Create a once-in-a-lifetime opportunity scenario for the customer.
Explain the value and benefits of the counseling session to the customer.
Highlight the agenda and value to make the customer trust the counselor.
Set expectations for session duration, e.g. 45 to 120 minutes.
Offer flexibility in scheduling to accommodate the customer's availability.
When concluding the call, confirm the availability of both parents for the session.
Request confirmation from parents, e.g. via email, to ensure their interest.
Have alternate dates and times ready if the customer can't connect on the preferred day.
Provide both parents with contact information to facilitate communication.
Emphasize the once-in-a-lifetime opportunity for the child's development.
Describe the specific benefits and opportunities available to the child.
Use testimonial videos and success stories to build trust and credibility.
Create a sense of urgency by specifying deadlines or limited enrollment periods.
Tailor messages to address the specific needs and interests of the child.
Address financial concerns by offering payment plans, scholarships, or financial aid.
English is often treated as just a subject, not a life skill or universal language in schools.
Many students and parents have lost English vocabulary and communication skills due to the pandemic.
The importance of English as a life skill needs to be emphasized more in education.
Transcripts
securing commitment when I say securing
commitment it you can uh take it as the
third Rule now what is the third rule
third rule is basically to make sure
that customer is aware about the fact
that they have to take the decision
about enrollment within the counseling
session itself okay that is the third
rule we follow and this is the same
thing that you are securing a commitment
from the customer side okay now what we
are going to learn into this we are
going to learn how to take time for a
video counseling session how to uh
reconfirm the availability of both
parent and how to create a once once a
lifetime opportunity kind of a scenario
for them these are the three thing we're
going to discuss into it okay let's go
to the first one first one is uh taking
the time for the video counseling
session again you have to explain the
value of your counseling session what
are the benefit they are going to gain
from your counseling session if you are
explaining each and everything value and
the benefit of your video counseling
session and you're highlighting it
properly and then definitely customer
can connect with you and there are 95%
chances that customer is going to appear
for the video counseling session if you
are able to explain the value there are
two thing one is agenda one is value
agenda is basically why I'm meeting you
but what is the value I'm giving you is
something make customer believe you more
okay next one is set expectation uh
sometime we just call the customer for a
meeting but we never set an expectation
that what we are expecting out of you
okay like for given example sessions
duration they must be aware about how
long this discussion can go right it's
it is wise to say 45 to 120 Minutes it
can take uh in one particular discussion
right and this is something an
expectation of a counselor from the
parents it is really important that you
set these expectation okay and uh apart
from that offer flexibility yes this is
again important sometime you have to go
with the customers availability although
uh the best way of of concluding the
best prospecting call is very simple
when you thrw option in front of a
customer rather than you take time from
the customer let's say I am calling some
uh Rohit uh for a counseling session so
if I am giving Rohit option from my side
that I have two slots availability today
6 to 7 and 7 to 8 which one is feasible
for you so over there he has no option
to say no to me because he has to choose
one slot from these two right but
sometime when you are asking questions
like that what is the right time to
connect with you then customer can say I
can connect with you after 10 days after
a week maybe tomorrow that means you're
delaying uh your meeting so it's really
important that you through option from
your side that is again a setting an
expectation but in any scenario uh if a
parent is not able to cope up with your
timing then definitely offer a
flexibility so that they can come and
meet you
okay now uh the another part of the
chapter is reconfirming the availability
of both parent this is really important
because we are dealing for a child and
it is important to discuss with both of
the parents and we are going to speak
about a skill not a subject if it is
about a subject we can speak with one
parent but for a skill development
program we have to speak with both of
them and this not only helps to connect
with both of them and explain the things
in a better way but also help you the
for the uh decision part because when it
comes to decision sometime parents have
a tendency of putting decision um you
know for on other parents let's say if
father is attending at the end of the
session he can say that let me discuss
it with my wife if your mother is uh
discussing in the counseling session
with the counselor she can also say that
I will take the decision after
discussing with my husband so it's
really important for you to make sure
that both parents are available and when
you're winding up your call and when
you're coming to a conclusion where
you're going to summarize the agenda of
a call make sure that you confirm the
availability of both parents and over
here again mention offer flexibility
sometime let's say if a mother is a
house wife and the father is working uh
in Army and and staying away from the
family so it's better to get that
flexible time where both parents can
connect over a video counseling with you
okay and always request uh confirmation
you can do one thing in this particular
thing that you can drop a mail to them
and ask for an acknowledgement if a
customer is putting so much effort uh
giving an acknowledgement by just saying
okay or acknowledged that means the
customer is certainly interested in
meeting you so this is the one way to
reconfirm the availability of both
parents and it's a really important rule
under golden three
rules uh another thing alternate dates
and time if the customer is not able to
connect with you on the same day which
you are expecting then definitely have
some further plan and this is what we
call Pipeline and working on your
pipeline is really important and that's
why follow up reminder is the most
important thing right of let's say if uh
someone is saying it to me that I'll be
meeting you next week then uh you can do
one thing that every single day send
some testimonial videos on within two to
3 days you can connect with the parents
over a short call and again a few days
before schedule session or day before
schedule session a friendly reminder to
the both parents is really important
okay always provide contact information
mean the both parents have a contact
information this uh as we earlier
discussed that it's not important to
take only one content we we already have
one content through our lead so it's
important to take an altered number so
on both aled number you should share
your information okay so that you they
also know how to reach out to you in
case they need to discuss scheduling or
any other matter related to the
session then uh once in a lifetime
opportunity for your child in this you
have to highlight the benefit and
emphasize on the uh you know rare
scenario that means this is once in a
lifetime opportunity right and then
describe the opportunity opportunity
that means what are the benefits they
can gain so benefits are basically Bally
you can say you can win a scholarship
right this is a ambassador program so
many other elements you can use to
highlight the benefit but opportunity is
basically connecting with the parents on
a personal level and telling them that
this counseling session is going to help
them to understand their child better
and they will get to know what are the
negative areas where they need to work
as a parent right and when I say
emphasize on Rare Element that is you
have to make sure that customer
understand the value of a counseling it
is not a random meeting with another
counselor it's a basic basally once in a
lifetime opportunity for them these are
the three basic thing you follow so that
a customer can feel yes this meeting is
really important for me now another
thing you can do testimonial video and
success story sometime to gain the C you
know trust of a customers it's really
important to share some stories with
them so share some success stories over
the over the call and then share some
testimonial videos with them uh this
will give them a real life examples
which help you to build trust and
credibility okay another one is urgency
when you are interacting with your
customer it's really important for you
to create a sense of urgency for given
example by specifying the deadlines or
maybe deadline to the enrollment period
as we make a call to a customer we
always say this is an ambassador program
when we say Ambassador that means we are
inviting uh the best uh public speaking
expert to teach kids who are enrolling
under ambassador program right so we are
only enrolling this by this particular
date so let's say we are having 26th of
uh January as a Republic Day so on that
particular day we can run some
particular offer and you can create an
urgency so that customer can come and
meet you right personalization is really
important you have to tailor your messes
to address the specific need and
interest of the child okay show that
that you understand what makes this
opportunity valuable for them so if you
have taken proper feedback from the
teacher which is really important we
have already discussed that thing in our
course and uh this will help you to
personalize your messes and then you can
address the specific need and interest
of the child over there customer will
connect with you in a more significant
manner right Financial consideration
address financial concern by by offering
payments plan scholarship financial aids
uh sometime customers you know stuck
with one thing that tell me the price
tell me the price tell me the price over
there you can offer some payment plans
like you know we have Emi option we have
Finance partner we have offer some
credit cards debit card these are the
things which you can offer to them and
also additionally we also giv giving you
scholarship and in when a parent is
basically aware about this opportunity
that yes I can take some advantages of
some rebate on fees by meeting today so
it's really important to speak to the
customer in a way that they understand
each and everything and through a
testimonial video through urgency by
personalizing your message and by
Financial consideration you can
certainly create a feeling that customer
will get it's a one time once in a
lifetime opportunity for them
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school is saying that school management
also saying that many people are low in
communication because of this pandemic
situation so they are expecting people
to speak only in
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schools is just thought as a subject and
not as a life skill or as a like
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students are not told about the
importance of the language yeah yeah
right H so is thus treated as a subject
that you have to study these sub this
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