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.

Outlines

00:00

📝 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.

05:00

🎓 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.

10:13

🗣️ 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.

15:16

🌟 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.

Keywords

💡Securing Commitment

Securing commitment in the context of the video refers to the process of ensuring that the customer is engaged and willing to make a decision during the counseling session. This is a key strategy for successful enrollment and is part of the 'third rule' mentioned in the script. The concept is integral to the video's theme of effective customer engagement and conversion.

💡Counseling Session

A counseling session, as discussed in the script, is a meeting where the value and benefits of a service are explained to the customer. It is a crucial part of the sales process where the customer is educated about the offerings and the potential advantages of enrolling in a program. The script emphasizes the importance of making the session valuable to secure commitment.

💡Value Proposition

The value proposition is the promise of benefit or advantage offered by a product or service. In the script, it is highlighted as a key element in the counseling session, where the benefits of the service are communicated to the customer to encourage their interest and participation. It is central to the video's theme of creating a compelling offer.

💡Agenda

The agenda in this context refers to the plan or list of topics to be discussed during the counseling session. The script mentions that setting an agenda is important to make the customer understand why the meeting is happening and what they will gain from it, which is essential for building trust and securing commitment.

💡Expectation Setting

Expectation setting is the act of communicating what the customer can expect from a service or interaction. The script discusses the importance of setting expectations regarding the duration of the counseling session, which helps manage customer perceptions and ensures they are prepared for the experience.

💡Flexibility

Flexibility in the script refers to the counselor's ability to adapt to the customer's availability and needs. It is presented as a strategy to accommodate the customer's schedule and preferences, which can be crucial in building rapport and securing their commitment to the counseling session.

💡Reconfirmation

Reconfirmation is the process of verifying or confirming something again, especially to ensure accuracy. In the script, it is used to emphasize the importance of ensuring that both parents are available for the counseling session, which is critical for making informed decisions about their child's enrollment.

💡Pipeline

In the context of the video, a pipeline refers to the sequence of steps or the process followed to manage potential customers and guide them towards enrollment. The script mentions working on the pipeline and the importance of follow-up reminders as part of this process.

💡Testimonial

A testimonial is a statement from a customer that recommends a product or service. The script suggests using testimonial videos to build trust and credibility with potential customers, by providing real-life examples of the benefits and success stories associated with the service.

💡Urgency

Urgency in the script refers to the sense of immediacy or importance that is created during the sales process. It is used as a strategy to prompt customers to take action, such as enrolling in a program, by highlighting time-sensitive offers or deadlines.

💡Personalization

Personalization is the customization of a service or message to meet the specific needs or interests of an individual. The script discusses the importance of tailoring messages to address the unique needs of a child, which can help in creating a more significant connection with the customer and enhancing the perceived value of the counseling session.

💡Financial Consideration

Financial consideration involves addressing the cost-related concerns of the customer. The script mentions offering payment plans, scholarships, and financial aids as strategies to overcome financial barriers and make the service more accessible to potential customers.

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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if she would have gone regularly she

might have picked up by this time

because of this lacking and all that uh

they have they have lost not only she I

can say many of the people have lost

their English vocabulary and

communication skills drastically down

nowadays ha yes every like every parents

are facing problems with yes even the

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

English uh even if the schools are

English medium like English within

schools is just thought as a subject and

not as a life skill or as a like

universal language like basically

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

subject you have to these chapters you

have to give an exam you have to get

good marks and then you are promoted to

the next class yes yes this is the

criteria within the schools like even if

you talk about my school time so like uh

I was never thought H English would be

holding this much importance within your

life H so what do we do here see

speaking in English being fluent in

English having high command over the

English language