Director Competency Training January 2015

Use your same login and passwords!

 To keep in line with our Cadence Education brand change  To shed negativity  Build excitement

Are parent’s receiving our touches?  Meaningful and Varied touches, what does this look like?  Voic  s  Mailers

Your reports are only as good as the information entered in. Make sure to enter in as much information regarding the family as possible!

 Who goes on the ACTIVE tab?  Who goes on the Follow Up tab?  Why? An inquiry should never be moved to Follow Up if it doesn’t have a Visit Completed Date.

 Added a page to the Enrollment Builder to show “Best Practices/Training Guide.”  When a visit is completed, “Status” will automatically change to follow up.  “Family Comments” is now available when adding a call or Walk- in inquiry as a place to add personal information about the family.  Added “Wait List” status for schools that have inquires interested in enrolling but school has no room in the classroom.  Outlook reminder includes more Inquiry info.  Show a legend of what each Inquiry Status means.  Added “AdWords” GIST to Internal Inquiry input form.  If a visit is scheduled online, the Visit Date and Time are now added to the Internal Comments.  Inquiries coming from Care.com show "Desired Start Date" in Internal Comments.

We will begin sending a monthly Focus e- blast.

Check your Follow Up tab to make sure every inquiry has a Visit Completed Date.

 Closing  You are not closing if you do not ask!

Think Like a Closer

5 Non-negotiable skills necessary: 1. Needs Assessment 2. Benefit Presentation 3. Handling Objections 4. Final Close 5. Follow Up

 Questioning will lead to a better understanding of the prospect’s needs  Will begin building a relationship/rapport with the potential customer- this is critical!

 Benefit Presentation  Feature= fact  Benefit= what the family receives  2 word benefit test= “So What?”  Trial Close  To secure agreement to something you just stated  A way to check the progress of the sale

 Simone could really excel with our preschool curriculum, wouldn’t you agree?  Is having ongoing parent communication like we provide important to you?  Do you think Sam would benefit from the preschool activities we offer?  Does our educational program fit your family’s needs?

The Triple A Formula: Acknowledge Address Ask

 Remember: if you do not ask, you are not closing!  After asking the question….be quiet  Inviting is not closing  “I think Brooke would really enjoy our school. We would love to have you join our school’s family. If you have any further questions, please feel free to call me.”  Instead: “I think Brooke would really enjoy our school and we’d love to have you join our Apple Tree family. Would enrolling Brooke in our preschool program the week of January 4 th work for your family or would the week of the 11 th be more convenient?”

Alternate Choice  *Would you like for Simone to start today or would tomorrow be better?  *Would you like to pay the registration fee with a credit card or a check?  *Would you like to start Simone on February 9th or the 16th? Direct  *Would you like to enroll today?  *Would you like to leave a registration fee to secure Annie’s spot?  *Would you like to start Annie on Monday?

Assumptive  *Which day would you like Simone to start?  *Would you like my assistance filling out the registration paperwork for Simone?  *Which of our tuition plans for preschool would you like? Impending Doom  *We only have 2 openings in our toddler classroom. Would you like to pay the registration fee to ensure that one of those spots is Ben’s?

 Alternate Choice  Direct  Assumptive  Impending Doom

 If your prospect does not enroll….. Remember: “The fortune is in the follow-up!”  The primary key to success in increasing enrollment is……. ASKING!