Chris Shahabi

Start with customer success in mind

1. Understand the Pain Points of Your Target Audience

• Personalized Outreach: Segment your prospects (e.g., career switchers, recent graduates, professionals looking to upskill) and craft messaging that resonates with their specific needs.
• Highlight ROI: Emphasize how the program addresses their goals (e.g., career advancement, higher salary, skill development).
• Use Data: Share statistics or testimonials showing success rates, alumni career achievements, or salary increases.

2. Create Urgency Without Pressure

• Limited-Time Offers: Offer discounts, scholarships, or bonuses for early enrollment, but avoid appearing desperate.
• Deadlines: Mention application deadlines or upcoming course start dates to encourage faster decision-making.

3. Build Social Proof

• Testimonials and Case Studies: Showcase success stories of past students who achieved their goals through the program.
• Video Testimonials: Personal stories in video format can have a powerful emotional impact.
• Accreditation and Partnerships: Highlight partnerships with reputable organizations or accreditation bodies to build credibility.

4. Offer Value Before the Sale

• Free Resources: Provide free webinars, workshops, or downloadable guides that offer a taste of the program’s value.
• Trial Classes: Allow prospects to experience a module or short lesson for free.
• Career Consultations: Offer a complimentary consultation to discuss their career goals and demonstrate how the program aligns with them.

5. Leverage FOMO (Fear of Missing Out)

• Exclusive Cohorts: Position courses as being selective or having limited seats.
• Highlight High Demand: Mention how many seats are left or the number of applications received.

6. Build Trust

• One-on-One Calls: Schedule personal calls to answer questions and address objections.
• Transparency: Be upfront about costs, time commitment, and outcomes.
• Alumni Connections: Offer prospects the chance to speak with alumni who can share their experiences.

7. Address Objections Proactively

• Flexible Payment Plans: Offer financing or installment options to reduce cost-related hesitations.
• Job Placement Assistance: Assure them of post-graduation career support.
• Risk-Free Guarantees: Provide a money-back guarantee or trial period.

8. Use Technology to Streamline the Process

• Automated Follow-Ups: Send timely emails or messages reminding prospects of deadlines or offering additional resources.
• Interactive Chatbots: Use AI-powered chatbots to answer common queries and qualify leads.
• CRM Systems: Track interactions with prospects to personalize follow-ups and prioritize leads.

9. Emotional Storytelling

• Narratives: Share compelling stories about how the program changed lives.
• Visuals: Use videos, infographics, and dynamic presentations to make the program more engaging.

10. Incentivize Referrals

• Alumni Networks: Reward alumni who refer new students with discounts, gift cards, or exclusive benefits.
• Current Students: Encourage current students to share their experiences and bring in friends.

11. Overdeliver on Value

• Certificates of Completion: Emphasize how the certificate or diploma is recognized in the industry.
• Exclusive Perks: Include bonuses like lifetime access to course materials, networking opportunities, or additional certifications.

12. Follow Up Consistently

• Timely Reminders: After initial contact, send reminders about deadlines or additional resources.
• Customized Messaging: Reference past conversations or interests to show attention to detail.
• Persistence Without Annoyance: Respect prospects’ time while maintaining regular contact.

Closing Techniques:

• The Assumptive Close: Act as though the prospect is already committed (e.g., “Which payment plan works best for you?”).
• The Alternative Choice Close: Give options rather than open-ended questions (e.g., “Would you prefer the evening or weekend schedule?”).
• The Scarcity Close: Mention limited spots or time-sensitive incentives (e.g., “Only three spots left in this cohort—shall we reserve yours?”).

By combining these techniques and tailoring your approach to each prospect, you can build rapport, demonstrate value, and drive conversions effectively.