When your prospects feel that you really care about what’s important to them in their child’s early education and care, they are much more likely to listen to what you tell them about what they can get from your ECE services. Here are three ways to communicate that you care about them and their needs as much as you do about what you know and have to offer.
1. Make sure the lead form on your website has a place where prospects tell you about their specific needs and desires. Do not just put a box that says, “Comments or questions”. Instead, ask that they give you something specific about their concerns or desires. I saw one recently that said, “Tell us about your family.“
2. When they visit your school, make them feel like special guests with a welcome sign, acknowledgement by name and further questioning about their needs expressed in inquiry conversations, teacher interaction with parent and child, an age-appropriate gift ready for the child to take home. This kind of warmth and genuine interest says, “I care.”
3. In your follow up communication, always address an expressed need or desire. This might be in a comment in your follow-up message, a question during a follow up call, or an email attachment that addresses a topic important to them, such as safety or separation or kindergarten readiness.
Someone once told me, “Prospects do not care how much you know until they know how much you care.” Even though they may inquire asking, “What about you and your center?”, savvy directors know it is really, “What about me?”