When developing a script on your own, I suggest that you rely on the following scheme:
Block #1 — Greeting and collecting information
The very first stage of the conversation is to correctly introduce yourself, explain where the applicant's request was received from and clarify whether it is convenient for the person to talk. It is very important to be friendly in the dialogue with the applicant, to approach communication with the understanding that he does not owe you anything and just try to make the conversation positive. An applicant can always feel it, so it is wrong to call a stranger in a bad mood and count on the result of such communication. At the end of this block, it is necessary to make up the first idea about the applicant: where are they from, what degree they have, what areas of training they are considering, whether they have any non-standard wishes.
The party that made the outgoing call has to lead it. The person who answered the call may not immediately understand what is going on and tell something about themselves and their needs. In order for a person to be ready to answer questions, you need to use phrases like this: "Eugene, let me ask you a few clarifying questions so that we can advise you in more detail, and offer you the best conditions for training, okay?"
Properly collected information will reduce the employee's time to talk in the next block.
Block #2 — Presentation
After receiving the answers to the main questions and analyzing them, you can proceed to the presentation of the main options for admission. The offer must be based on the information received from the applicant in order to interest him. For example, if you managed to find out that the applicant is completing college in Uzbekistan, professionally engaged in sports, wants to study law full-time, you need to go to the presentation of the Faculty of Law and tell in detail about the sports component of the educational process and the opportunities to represent the university at competitions. Without collecting enough information in the previous section, you run the risk of starting to list all the available areas of training, talking about things that are not interesting for the applicant. The presentation should not last more than 3–5 minutes, it should contain interesting information about the university with a description of its competitive advantages.
Block #3— Working with questions and objections
After a successful presentation of the faculty that suits the applicant, you need to move on to the questions from the applicant. At this stage, an interested person will ask questions about the cost of training, the deadline for submitting documents, etc. If they have no questions, you need to briefly inform them of this information. If you feel that the applicant has any doubts, but they do not express them doubts, it is better to ask what does not suit them or what are the objections to admission. This will make sure that the applicant considers your university as one of the real options for studying.
Block #4 — Finishing the consultation
At the end of the conversation, it will be clear whether the applicant refuses the offer or wants to think about it. In the first case, you can agree to send additional information and contacts for communication, and if they change their mind or understand that one of their friends and family would like to enroll, they can apply again. In the second case, it is necessary to agree on further actions. Send them the necessary information, instructions for admission, contacts, so that you can get in touch in case of questions. And most importantly, you need to agree on the exact date of the next call, so that you can ask about the final decision of the applicant. And be sure to call them back at the appointed day and hour.