WHAT IS A WEBINAR
The webinars offered by Norton Norris, Inc. (Nn) actually belong to the community of learners who participate. Successful and meaningful learning takes place when subject experts and those in the trenches have the opportunity to share their knowledge in an engaging way. Webinars allow this type of meaningful engagement. They can best be defined as a short seminar delivered by an expert directly to your desktop computer. Attendees call in and can actively participate by asking questions, sharing ideas, participating in polls, and taking surveys.
WHAT ARE THE BENEFITS
Training takes time and even though it’s essential, admission professionals would rather spend their time enrolling a prospective student than sitting at a seminar. Our webinar format not only allows for scheduling flexibility but learning can be delivered in short, information-packed sessions facilitated by experts in the field of admissions and marketing! And you can put what you’ve learned in place with your very next prospective student!
View sample Webinar
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Supplements current training by continued learning outside of the formal program |
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Topics are the most relevant and up-to-date issues and best practices targeted to those working in the field of admissions/marketing |
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Adults learn in a variety of ways and webinars meet this need and improve comprehension |
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Webinars do not require time away from the office resulting in missed sales opportunities! |
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Saves money by eliminating the need for travel and seminar expenses |
The Art of Active Listening (Advanced)
Seasoned professionals have learned the benefits of active listening but do you know many still don’t practice it on a continual basis. Learn the principles of active/empathic listening to show your students you truly hear what they are saying.
Branding: The Secret to Successful & Sustainable Promises (Advanced)
Join our presenters as they discuss the framework for creating a brand in today’s competitive higher education marketplace. This session utilizes case studies to understand the necessary elements to lead your college to success in establishing a brand identity that builds trust and goodwill, attracts students and enhances the value of your school.
Effective Public Speaking (Advanced)
Yikes! One of the top fears of many people is the fear of speaking in public. This session will walk you through all the steps to prepare and present like a pro. Suggestions will be offered on easing your anxiety and follow up protocols.
Features, Benefits & Proof (Intro/Refresher)
Whether you are a new or experienced admissions rep, it’s a good idea to hone your skills on this key sales training concept. This session focuses on understanding the difference between features and benefits as well as developing personalized and powerful benefit statements. Additional discussion includes methods to customize your benefit statements based upon your particular student.
Five Principles of Effective Communication (Intro/Refresher)
A successful career in the sales and marketing environment is dependent on effective communication skills. Join us to learn about five key principles for quality communication. Participants will gain a better understanding of their own styles and develop goals to enhance their communications moving forward.
Five Reasons Why Leads Don’t Convert Like the Good Ol’ Days (Advanced)
Did you know that the way we were taught to sell in higher ed evolved from a model developed over 70 years ago - that’s before the invention of computers and cell phones! Join us as we explore the dramatic changes to the buying cycle and the impact this has on the admissions process. Specific discussion points include the impact of technology; the focus on selling over buying; the growing importance of brand differentiation; and the impact of people on your ultimate success. Several solutions will be offered including THE new way to sell in higher ed called Buying Facilitation®! See how companies like IBM, Morgan Stanley, Intuit and others are using this model successfully to provide ethical and results-driven service.
Getting the Most from Your Employees – Advanced Motivation Theory
(Advanced)
Positive reinforcement is the best way to motivate someone, right? Tom Peter's said: "Catch someone doing something right and tell them about it". And someone else once told us that you should give two pats on the nose to every one kick in the tail. Are any of these true? What's the theory behind motivation anyway? Join us for a graduate-course-level discussion on a very important topic that will allow you to understand the theory behind the day-to-day applications.
Improving Your Communication Skills (Advanced)
Excellent communication skills are the key to success in any position and the admissions representative exercises their skills on a daily basis. Learn a formula for communication to improve your student interactions in all forms (in person, telephone, and written communications).
Introduction to Inbound Telephone Techniques (Intro/Refresher)
When a prospective student inquiry comes your way are you prepared? Do you know without a doubt that you can motivate the student to the next step? Come to this session and learn about successful inbound call processes, telephone call outline best practices, how to handle objections, and dealing with no shows.
Introduction to Outbound Telephone Techniques (Intro/Refresher)
Sometimes just picking up the telephone is the hardest part to follow up. The most effective results come when you are armed with best practices. This session will review the components of the call including preparation, introduction, probing, presentation, and close. Sample outlines will also be introduced for your use!
Introduction to the World of Webinars (Advanced - Only available to those purchasing Option III, IV or V)
For those of you interested in learning more about the many uses and advantages of webinars - this is a MUST attend session! Whether you seek to enhance collaboration within your organization or use webinars for training, we’ll introduce the tools at your disposal. Learn how webinars improve communication, enhance learning, and save you money!
Managing Change at Your School (Advanced)
Ever heard of Pond Scum? After this session you'll know all about it. Dr. Norris will walk you through the seven-step process for managing change and sharpen your change-management skills. You'll leave with a better understanding of how you can manage change at your school and what you can do to get people on-board during the process.
Motivating Your Admissions Team (Advanced)
Whether you are a seasoned pro, new to management, or aspire to lead a team, motivating others is essential to team success. This session focuses on the environmental changes and their impact on admission reps. Specific topics of discussion include how to hire the right person; motivational theories and practices; motivational tools to use with your own team; and a discussion on how to implement positive changes in your admissions office.
The Mind of the Successful Admissions Representative (Advanced)
The key to your ultimate success is to think like a winner and understand how you add value to what you are selling. How? This session will walk you through ways to build value for your students at every turn. A discussion about the history of selling and how the role of the admissions rep has changed along with buying methodologies.
Overcoming Objections for the Seasoned Admissions Professional (Advanced)
We’ve all gone through the basic training when it comes to identifying objections so now it’s time to dig a little deeper! This session provides seasoned admissions reps with additional skills in overcoming objections to the point where you’ll even look forward to a prospective student throwing one your way! Specifics include defining concerns, clarifying and welcoming concerns, pre-commitment to solutions, offering solutions, and getting over your fear of objections.
PR Principles – How to Get Your School Noticed
(Advanced)
Public relations is both a science and an art! This webinar focuses on what makes an interesting story and how to craft it so reporters take notice of your school. We'll discuss do’s and don'ts with the media, how to use PR to complement your existing advertising and marketing plans, creating a blog, how to measure success, and utilizing your web site as an extension of your school's PR arm. At the end of the session, you'll be ready to reach out to the media and get your school noticed!.
Ready, Set, Referral!
(Intro/Refresher)
Tired of watching your cost per lead go up? Refresh your referral skills with a practical, “how to” webinar from Norton | Norris. Review reasons why referrals make $EN$E, and explore a variety of ways to generate referrals. Session content includes topics for admissions managers and frontline admissions staff.
Secrets of a Mystery Shopper (Intro/Refresher)
Ever wonder what really happens during an admissions visit and on a campus tour? During the past three years we’ve shopped dozens of schools and chronicled the experience. Join us for a light-hearted and informative look through our “Mystery Shopper’s Eyes” and come away with new skills to apply in your office.
Seven Reasons Why High School Programs Fail(Intro/Refresher/Advanced)
Whether you are starting a high school program for the first time, or need to fine-tune your existing traditional recruitment methods this webinar is a “must attend.” Based on the standing-room only presentation at the 2006 CCA Convention we will explore the essential components of developing and managing high school presentations.
Successfully Managing and Leading Your Team
(Advanced)
In admissions offices across the country, many ADOA’s and DOA’s have moved up through the ranks to take on management roles. The most successful people are those who develop a new skill set including key management and leadership skills. Join us as we explore the traits of successful leaders and the characteristics of team excellence. Participants will have the opportunity to self-identify their leadership strengths and develop a personal leadership action plan.
The Successful Admissions Interview (1 of 4) (Intro/Refresher)
Join us for an overview of the interview from the open to the close. If you can't identify the seven unique and distinct parts of the interview -- chances are you and your staff are not following the basic admissions recipe. This session is a great review for seasoned admissions professionals, an excellent introduction to the admissions webinar series, and essential for newcomers to the field.
Power Probing (2 of 4) (Intro/Refresher)
Ever heard the expression "Telling Isn't Selling" or how about "You'll never learn anything when you are talking". This presentation will focus on questions to ask, and when to ask them. Better yet, we'll probe the audience and get examples of favorite probing questions from across the country. Maybe we'll even give a prize to the best probe question submitted during the webinar. Now that's interactive!
Giving Information and Overcoming Obstacles (3 of 4) (Intro/Refresher)
If we know the common obstacles, we can prepare our answers and provide solutions. That's exactly the goal of this session. Isolate objections, become comfortable with handling objections and then learn new skills to communicate with prospects. Included in this discussion is one favorite question that that will change the way you present information. Don't miss it.
Trial and Final Closing Techniques (4 of 4) (Intro/Refresher)
So you've shared lots of great information with your prospect...... But just how do you cover cost and get the application? We'll share our favorite closing techniques and you'll leave with a new comfort level and solid closing skills. This is an excellent review for the seasoned admissions folks and a MUST ATTEND webinar for anyone with two years or less experience.
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