Insights from the Higher Ed Experts

BY Anthony Campisi | August 30th, 2023

Proven Graduate School Engagement Tactics

The competition for graduate school program and MBA recruits has always been tough. Many times, higher education institutions focus on building awareness and generating leads first and foremost – and rightfully so. However, there’s more to it than just that if you want to convert these leads into actual graduate students. Our proven graduate school engagement tactics can help.

Generating inquiries is key, but keeping leads engaged and interested is even more important. By failing to do this, your marketing funnel campaigns will fall flat, with very few leads ultimately becoming students. However, many prospect engagement strategies exist to keep your grad school and MBA programs front and center, boosting the chances that they’ll stay interested and ultimately convert. Let’s take a look at some proven graduate school engagement tactics.

Focusing on value is one of the proven graduate school engagement tactics

First and foremost, prioritize bringing valuable content to your target audience. By showing your program’s value with engaging and informative content, you can better convey your unique value props to prospects and keep them interested. This can be done in a number of ways, including blog posts, whitepapers, social media, videos, infographics, and more.

That being said, it’s important to focus not just on your own program, but the benefits for your prospective students. How will your programs help change the trajectory of their careers? Will they make connections? What will be their long-term benefits financially? By answering these questions in your content, you can convey value and entice your prospects to learn more.

Interact on social media to engage with graduate prospects

Engaging with prospects on social media is another crucial strategy to use. Sure, social media is a great way to bring valuable content to your audience quickly and efficiently, but don’t forget to engage and interact with them too!

Answer their questions and comments, hold Q&A sessions, conduct polls, and try to interact as much as possible with your audience as opposed to just posting content. This way, you can convey a more human touch and improve engagement with your prospects in real time.

Personalize your marketing efforts to engage your audience

Personalization is key in marketing today, but all too often, some higher education institutions may forget this. Generic content to a mass audience just doesn’t cut it anymore – instead, personalize your email marketing campaigns, newsletters, direct mailers, and as many other forms of communication as possible to let your prospects know you understand them on a more personal level.

Understanding your audience is another one of the proven graduate school engagement tactics

Finally, make sure you understand your prospects so you can better craft your messaging to them. Conduct polls and focus groups, research extensively, and talk to them on a one-on-one basis in order to ascertain their pain points, goals, challenges, and other views in order to tell your story and serve them the most engaging and valuable content possible.

Improve prospect engagement today

Boosting engagement with prospects can seem difficult, but with these proven graduate school engagement tactics, you stand a much better chance at success. If you need help building a pipeline of leads and prospects for your grad school and MBA programs, contact GPRS today to see how you can leverage our experience and expertise as trusted higher education marketing experts.

Insights from the Higher Ed Experts

BY Anthony Campisi | August 16th, 2023

Graduate School Lead Generation Strategies For Your Programs

Graduate school lead generation strategies are always at the top of the mind for higher education institutions – and for good reason too. Without a steady stream of leads, enrollment is sure to dry up.

But just what is the best way to go about this, particularly for graduate school and MBA programs? The good news is that plenty of strategies and best practices are readily available to help your institution generate new leads. Here’s a quick look at just a few of them.

Optimize your email workflows

Email marketing can be an excellent way to generate leads, but it’s important to do it effectively for the best results.

That means creating and optimizing email workflows that are triggered based on the actions taken by the recipient. For example, if you’re marketing an upcoming informational webinar, a workflow could include two or three follow-up emails to recipients who don’t sign up after the first email as reminders to them.

This is a great way to not only guide your leads along the marketing funnel automatically, but do it in a personalized and segmented way for maximum impact. By shifting from generic email content to personalized workflows, you can much more easily keep your leads warm and ultimately convert them.

Leverage LinkedIn to its full potential

LinkedIn is another great tool to use when it comes to graduate school lead generation strategies.

While posting informational content and enrollment deadlines are always good ideas, try to go beyond that for the best results. Position your institution as a thought leader and showcase the specifics of what’s happening at the school, such as guest speakers, alumni meetups, special events, and more. Message Ads and Sponsored Updates are especially useful features for getting quality content in front of leads quickly and effectively.

Invest in social media ads for graduate school lead generation

Similarly, paid social media advertising is yet another tested and proven strategy at your disposal.

By investing in paid ads on social media channels like Facebook, Instagram, and especially LinkedIn, you can get your most valuable content in front of users most likely to become inquiries, growing your lead pipeline with minimal cost and time. From promoting informational webinars and open house events to building an audience for your grad school’s blog, paid social media ads are an effective tool with lots of flexibility when it comes to graduate school lead generation.

Host virtual events

Nowadays, virtual events are widely accessible to just about anyone and offer a great alternative for prospective students who can’t attend in-person events. Just a few ideas include informational webinars, virtual open houses, conversations with current students and alumni, faculty meet-and-greets, and more. Given their low cost, wide reach, and many uses, virtual events should always be a lead generation strategy to keep in mind.

Implement graduate school lead generation strategies today for success tomorrow

With these graduate school lead generation strategies, your program can usher in a new generation of prospects and ultimately, grad school students. From higher education email marketing to higher education social media advertising, there’s a wide array of great tools readily available to bring in fresh leads on a daily basis. Need help with your grad school lead generation efforts? GPRS has the expertise you need to succeed. Contact us today to learn more.

Insights from the Higher Ed Experts

BY Anthony Campisi | June 17th, 2021

Communications as the pandemic winds down

At this point in the pandemic, many may be excited that there is a light at the end of the tunnel. As states are beginning to open up and drop capacity restrictions, schools are thrilled to be planning for a Fall semester that is going to look more normal than it did last year.

Although this news is encouraging, your prospects may still be in a state of limbo, wondering if now is the right time for them to return to school or pursue an advanced degree. They may also have many questions as things are continuing to evolve.

It’s important for your school to address the questions on everyone’s minds – even if your answer is that “it’s a work in progress.” Your prospects need to know that you are thinking about the same things they are — and that you are available to address their concerns. Your admissions staff is the front line in communicating with prospects so arming them with consistent and unified communication strategies is critical.

Address the big questions

A recent article in Higher Ed Times recommends that schools account for questions regarding the pandemic. This not only includes safety measures, but also what to expect for class delivery and even post-graduation opportunities. Although the answers may still be a moving target, it’s important to address things like:

Mask policy
Big group gatherings
Class delivery (in-person, virtual or hybrid)
Professor office hours and interaction
The job market
Return on investment

Over-communicate

Going back to school is a huge decision involving a significant financial investment and many complexities. It can be similar to making a decision about medical care, such as a surgery or treatment plan. And sometimes getting a second (or third opinion) is necessary. The bottom line is: the more information the better.

Your prospects need as much information as possible – especially right now – because things are changing so rapidly, and they may still have a lingering level of uncertainty. Communicating consistently and clearly can help them feel more comfortable with their decision to choose your school. Here are a few strategies you can try:

Develop a landing page that addresses all concerns about campus life. This can be in the form of an FAQ page that you modify as things change. Link to it in a banner at the top of your website so it is easily accessible.
Update your automated communications flow to infuse key information changes in each mailing, email or text.
Launch a social campaign addressing key questions in a concise way.
Host a webinar that includes Q+A with admissions or program managers and then post it online and link to it in communications.
Arm your admissions staff with talking points so that all conversation touchpoints are consistent.

Be available

As people are getting out more and the economy is showing signs of rebounding, your prospects may be both excited about moving forward and uncertain about their future. Their barriers may still include questions about their work life, school for their kids, the job market, financial stability and even how comfortable they are with large groups of people.

Being available at this juncture is extremely important and could be a critical piece to helping them decide on your school or a competitor.

If you happen to miss a call or an email, try to adopt a 24-hour return policy.
Establish automated responses.
Answer questions as quickly as possible or let them know you’re looking into it.
Be honest, open and available to ensure that you don’t lose them.

Although these practices may seem like second nature to any admissions or marketing professional, it’s important to note that stepping it up a notch in the current environment will pay off.

GPRS is your communications partner

Working with a firm that has a deep understanding of the educational landscape can help you determine what types of communications are right for your school. GPRS tracks industry trends and has a long history of helping schools develop strategic enrollment strategies that get results. Start the conversation today.

Insights from the Higher Ed Experts

BY Anthony Campisi | May 26th, 2021

Innovation during an uncertain time

Do Something Different sign The past year has been marked by rapid and forced transformation. In some ways, it may seem that education has taken 100 steps forward as opposed to the typical slow-moving approach to change that is a hallmark of the industry. Admissions and marketing staff have cut through the red tape of bureaucracy to find innovative ways of recruiting students and adapted at lightning speed to promote new or altered programs.

Regardless of whether your program has recently seen a slowdown or explosive growth in applicants, you may have a cautious optimism as you develop your recruiting strategy for next year. With limited resources, should you stick with what worked last year or continue to evolve your marketing?

Let’s examine a couple strategies for innovation and how you can weave them into your school’s plan.

Enhancing or improving what has worked

You may have heard the saying, “If it’s not broken, don’t fix it.” And to some degree this is true. If something has worked in the past, repeating it just makes sense — especially when resources are limited and you need a measurable ROI. But this past year has taught many that change is constant. Even if you repeat tried-and-true methods, there’s a chance that you’ll yield different results in a different landscape. Examining your metrics and successes through the lens of the current market can help you develop a plan that’s based on consumer insights and grounded in data.

For example, last year when many people shifted to working from home, your prospects became more available online. If you increased your digital marketing and social media spend there’s a chance that you saw increased engagement. But before you lock on the same budget and tactics for the upcoming year, evaluate the percentage of your prospects that are still working virtually. The same goes for events. If you had fantastic results by shifting your events to an online format, is the appetite still there for virtual engagement, or would a hybrid approach work better?

Disrupting the status quo

While the operating models in your school are undergoing massive fundamental shifts, marketing and recruiting have a key seat at the table to drive change. No one knows your students or prospects better, so don’t be afraid to suggest things that are new and different based on what you are hearing and seeing.

Here are some tips:

Don’t rush. Use your consumer insights to inform future decisions while also staying true to your brand.
Set measurable goals. Determine if your activities aim to generate awareness, increase engagement or drive applications.
Maintain your tracking dashboard. Use your benchmark data and remain agile so you can adjust and optimize plans as needed.
Find ways to be a leader. Adopting a trend is one thing, but creating a trend is another.
Do the unexpected. Find ways to create buzz.
Stay relevant. Develop experiences that resonate with your audience, meet their needs and answer their questions.

The pandemic has accelerated your need to re-examine resource allocation, find new ways of communicating and remain agile while adapting to the current market situation. It has provided many with the needed push to make change happen. Armed with this new confidence, you can take a more structured approach to improving your existing strategies and creating new disruptive ones that will allow you to adjust with the market.

GPRS is your innovation partner

Working with a firm that has a deep understanding of the educational landscape can help you determine what types of innovation are right for your school. GPRS tracks industry benchmarks and has a long history of helping schools develop disruptive enrollment strategies that get results. Start the conversation today.

Insights from the Higher Ed Experts

BY Anthony Campisi | May 12th, 2021

Metrics matter when you’re making decisions

Is every dollar in your marketing and recruitment budget allocated? During a time when resources are limited – time, money and people – it’s important to focus your efforts on clear measurable strategies and tactics that will give you a solid return on your investment. This doesn’t mean that you can’t try new things; on the contrary, carefully planned innovation may give you that much needed enrollment boost you’re seeking. Just be sure that you’ve outlined a clear path for setting and measuring your success so you can continue to make informed decisions about the future.
Let’s take a look at why metrics matter and how you can use them to optimize your enrollment campaigns.

Identifying metrics

The most common key metrics to gauge marketing campaigns in higher education are leads in the top of the funnel that yield seated students. But there are many other areas in between that you can track that give you a good read on how your campaigns and recruiting strategies are performing.

Digital advertising lead generation: In this arena, you’ll want to keep a close eye on cost per click (CPC), cost per lead (CPL), and cost per acquisition (CPA). These show how much you spent to get someone to click, convert into a lead and then turn into a seated student.
Engagement: Tracking the ways that leads are engaging with you and then attributing it to a conversion can give your team key insights. For example, you can track interactions on social media that turn into requests for information. You can also find out what is resonating the most with your audience. Executive students may be more likely to engage with admissions staff through a personal conversations while MBA students may prefer connecting via email or social. Other audiences may gravitate toward texting.
Event attendance: Although events may continue to look different in the near future, you can keep track of the types of events you’re hosting, and which ones yield real conversations and applications. This can help you determine how to spend your time and marketing dollars to promote the events. For example, an online preview day may take tons of time and effort to yield a couple applications vs. an interactive webinar that yields 15 applications.

Tracking your metrics

While your CRM can do a great job of tracking interactions once they’ve entered the system, you’ll also want a dashboard that can keep tabs on how your leads found you and how your advertising is performing against your planned budget. Some key metrics to include are:

Inquiries and enrollments based on marketing campaign, channel and message
Trends based on seasonality, geography and audience segment
Leads broken out by program

When you have this data, you can pivot your plan in real-time to increase or decrease your spend in certain areas and ramp up or pull back based on interactions. It is recommended that you use a firm that is skilled in tracking ROI and building dashboards so that you can focus your time and effort on marketing and recruiting.

Evaluating your data and planning for the future

What you do with your data is more important than how you collect it. When you can attribute your key metrics back to leads and seated students, you can identify what worked and what didn’t. And when you have benchmarks that you can track year over year, it allows your team to develop strategies, make important decisions and allocate resources for your next round of recruiting.

GPRS is an extension of your team

If you’re looking for an agency that is well-versed in digital campaign optimizations, GPRS is your partner. Our proprietary campaign optimization system, GP Insights^TM, shows your real-time campaign data and can even display industry benchmarks showing how your peers and competition are trending. Give us a call and we’ll be happy to give you a demo.

Insights from the Higher Ed Experts

BY Anthony Campisi | March 30th, 2021

What are your blind spots in marketing and recruiting?

Admissions and marketing working together as a team can be an extremely impactful combination. As partners, you address challenges, lean on each other for help and celebrate wins that come at any cost. Your team can set and achieve goals with a solid roadmap. But when things don’t go as planned, or your blind spots in marketing and recruiting prevent you from seeing a clear path, who can jump in to help you?

Just like any famous dynamic duo, at some point, you will face adversity and need support. Even Batman and Robin depended on Alfred Pennyworth for guidance, intel, identifying opportunities for growth and even managing logistics. He often knew what they needed even before they did. If they didn’t have Alfred to maintain the Batmobile and cover for them while they were off fighting crime, would they have been as successful? (Truth be told, I’m not a huge Batman and Robin fan, but this seemed to be the perfect analogy. If you have a better one please leave it in the comments!)

Although your team has a wealth of knowledge and experience, you won’t always have the solutions to every problem. When you hit a roadblock, you may need to seek help.

Your marketing team doesn’t have all the answers

You depend on your internal marketing team for so many things. They work hand in hand with your admissions team to fill your classes. They immerse themselves in the student experience so they can communicate the brand to prospective students. And, they also help you keep an eye on the competition, stay up to date on best practices and even find ways to highlight faculty, staff and alumni.

But they can’t do it all alone and they can’t solve every problem. Especially now, with limited capacity, bandwidth and constantly changing parameters, your marketing team may require specialized resources to extend their reach or tackle specialized challenges. Enlisting this type of help from a firm that is deeply experienced in education marketing and lead generation, can improve results.

For example, your marketing team may be stellar at conveying the student experience but need a boost in social marketing. Or they are superstars at generating leads but need a more sophisticated way to track funnel activity and evaluate ROI. To take it a step further, this past year has presented challenges that none of us ever thought we’d face, and the educational landscape is completely different. During a time like this, leaning on a partner that has a broader view of how schools are pivoting their marketing and recruiting strategies can be the difference between success and floundering.

Enlisting help can improve morale

When internal teams are taxed, overwhelmed and burdened with too much to do, morale can take a dip. Enlisting help from a firm that can support you – whether that’s with lead generation, marketing strategy, call center resources, CRM maximization or campaign optimization – can make a huge difference in how your internal teams function and work together. When internal teams get smarter, their confidence builds, and team morale improves too – which often leads to a better culture.

GPRS is an extension of your team

If you are finding that your team doesn’t have it all figured out – congratulations! You’re taking the first step toward growth. Enlist a partner that can identify where you need help, offer you solutions and suggest new strategies for setting and achieving your goals. Our Enrollment Growth Diagnostic™ may be just the roadmap you’ve been looking for. If you’re ready to start the conversation, contact GPRS today.

Insights from the Higher Ed Experts

BY Anthony Campisi | March 15th, 2021

Are your best prospects slipping through the cracks?

If your phone is ringing off the hook with new leads and existing prospects requesting more information – that’s a great problem to have! But not if your team is overloaded and doesn’t have the time or resources to answer the calls or follow up afterwards.

Let’s face it. A lot has changed (and continues to change) for admissions teams over the last year. Some or all of your staff may be working remotely. Your recruiting team may be smaller and dealing with consolidation of responsibilities. Everyone may be maxed out while trying to manage a strained hybrid events calendar while also balancing the need to be continuously available. If you’re struggling to keep up with new leads — whether it’s your typical volume or more— you’re not alone. Many schools are starting to realize that depending solely on traditional recruitment methods to meet the 24/7 demands today’s prospects is unrealistic. To connect with prospects on their terms, and within their timeframe, you need scale. This is where a centralized call center can become your support system.

Inbound support

Today’s prospects are more demanding than those you had a couple years ago. They are more digitally savvy and dependent on instant communication. If they decide to call you, you don’t want to miss them because they may move on quickly. What if every call coming into your admissions department was answered by a real person? Think about the impact it would have on your leads and prospects if they were able to talk to someone right away and get answers to their questions. And conversely, think about the benefit to your team if the person answering the phone was trained (by you) to pre-qualify the real leads and deliver timely data to you so that your recruiters could focus on the right ones? Better yet, what if those conversations were even scheduled for your team!

Text or phone call follow-up

Here’s where your admissions team can experience a backlog if your volume is too high (or you don’t have enough a large enough team). Voicemails and requests for information can pile up quickly and it may take some extra resources to help get back on track. Using a contact center can help by screening applicants, categorizing requests and handing off qualified leads. And when our staff takes the time to get to know the ins and outs of your school’s recruiting process, they can align communications with your brand and send prospects to your team seamlessly, giving you more time to focus on pulling them through the enrollment funnel.

What help can look like

GPRS boasts a state-of-the-art call center, complete with technology that enables real-time monitoring, as well as recording capabilities to ensure that our team is always a consistent extension of yours. All communications can be routed into your CRM platform – ensuring a simple transition with internal staff at the perfect time.

Although our contact center can manage several types of campaigns, prequalifying leads so staff can be more impactful with their time is a staple of our in-demand services. Getting the help you need will allow you to determine which leads to focus on, so the good ones don’t slip through the cracks – or worse yes, wind up calling a competitor.

Here’s what our calling services include:

A customized script
Agent/Advisor training on your brand
Flexible calling hours which can include nights and weekends in order to connect with prospects on their terms
Call reporting
A seamless hand-off of qualified leads to your recruiting staff

Real-time tracking

When you are using resources like a contact center to engage with your prospects on an ongoing basis, tracking is critical. Not only do you want to monitor communications, but you also want to keep a close eye on what’s performing well so that you can continue to optimize.

Get relief today

If you’re looking for resources to improve your customer experience, GPRS can help. Our contact center provides both inbound and outbound coverage for your program inquiries. We use state-of-the-art technology with real-time call monitoring and recording capabilities. This ensure our team is consistently an extension of yours.

Our other contact center services include:

Reigniting prospects who are stuck in your funnel and never matriculated
Following up on info session or online event attendance
Calling prospects to attend upcoming events
Contacting alumni for referrals

Let’s start the conversation today.

Insights from the Higher Ed Experts

BY Anthony Campisi | February 24th, 2021

Some women choosing to put degree aspirations on hold

Barriers to pursuing a degree are mounting as the weight of the pandemic drags on — especially for women. If you’ve noticed fewer female prospects in your funnel, it’s not an illusion. While cost remains a factor, women are finding it harder to get on board with online learning. They’re worried about job loss, and they miss the invaluable in-person networking of the past. Additionally, time is a commodity as many are disproportionally shouldering the burden of childcare and remote school for their kids. As a result, some women are choosing to put their degree aspirations on hold.

A recent article in Financial Times reported many women are shying away from MBAs right now. The progress in evening out the gender divide in business schools has stalled. Although you can’t necessarily remove all of these challenges for your female prospects, you can communicate with them in different ways to re-spark their interest, instill confidence and keep them engaged in the admissions process.

Develop new personas

When you create personas for marketing purposes, you do a deep dive into what your audience is thinking so you can address the barriers to their decision making process. Although you may have already developed personas for female prospects, you may consider revisiting them or creating some new ones. People you are talking to today may be the same demographically, but have a different mindset from a year ago.

Interview some current students to get their perspective. Do your research on what women are managing right now. However you approach it, just be sure to address their challenges head-on and focus on the solutions they’re seeking.

Make admissions more personal

Since the past year may have completely altered your female prospects’ working environments, personal lives and career aspirations, it’s even more important for recruiters to personally connect. Giving women the opportunity to tell their story during the admissions process will make them feel validated. Finding convenient times for phone calls, video chats and texting will showcase your program’s flexibility. And focusing on how you can help them set and achieve new goals will go a long way in building their trust and confidence.

You may also want to emphasize the peer support they will receive in the program with fellow students who are going through the same challenges. Knowing they’re not alone in their struggles may help them feel more encouraged to tackle a degree versus putting it on hold until things even out.

Be authentic

Your female prospects have always been driven, intelligent and powerful. And now, they’re even more adept at identifying authenticity. In a year where relationships have been tested in both work and personal lives, women have become astute at evaluating risky situations and unapologetically doing what is best for them regardless of social norms or expectations.

Craft your communications carefully – what you say will carry more weight now than ever before. Be transparent – tell the truth about time commitments, cost, benefits and outcomes. Be empathetic – show you care about their challenges and struggles and you are ready to support them.

Employ some minor shifts in your marketing and recruiting strategies to help female prospects feel more comfortable pursuing a degree.

If you need more ideas on crafting communications strategies or personas to address the changing landscape of the prospect field, contact GPRS today. We can help you develop a plan to maintain a balance within your funnel. Let’s start the conversation today.

Insights from the Higher Ed Experts

BY Anthony Campisi | February 11th, 2021

Last year’s lessons are this year’s plans

Although you may be feeling some relief as 2020 is slowly fading away, don’t be so quick to banish the memories of the challenges you faced and how your team overcame them. After all, if living, working and recruiting during a global pandemic has given you hurdles, it has also given you the gift of forced change and the resulting flexibility that bred new strategies, stronger teams and innovations. COVID-19 required many universities to pivot their paths or risk sinking. As you reflect on what you’ve learned, lost and gained, we’d like to offer a roundup of some of our favorite lessons from this past year that may help you move forward with confidence into a new recruiting season.

Evaluating success in a year with altered benchmarks

Before you lock in your plan for the upcoming recruiting year, you may be staring down the seemingly impossible task of evaluating last year’s enrollment goals and marketing plan effectiveness. As you tackle questions about spending, engagement, quality leads, yield, cost-per-seated student and enrollment goals, how do you determine what worked and what didn’t in a year where everything turned upside down? Here are a few ideas on where to start.

Making admissions more personal

While you will most likely be placing more weight on transcripts and references in the coming admissions cycles, finding ways to assess a prospect’s ability to overcome challenges could become a new mainstay in your process — and you might even find something new and helpful to take away from the pandemic, too. Find ways to incorporate personal stories into the admissions process to connect with prospects on a deeper level.

Protecting your brand

In today’s hyper-sensitive environment, just one statement can polarize an entire group. All eyes are on how we react online, in communications and on social media. The brands succeeding are pivoting their communications to address adversity, lead with confidence and emphasize commitment to their students. To enhance your brand promise and stay in tune with your prospects’ needs, here are a few suggestions.

Innovating in the face of forced change

While being forced into change isn’t always comfortable, it can breed new innovations and help you reimagine your approach. Marketing, admissions and recruiting teams had to find new ways to host events and generate and nurture leads. Still looking for new tactics to test? Here are a few ideas for going mobile, trying your hand at podcasts and expanding your social media reach.

Communicating in new (old) ways

With a challenging road ahead, you may wonder how you will generate leads, fill classes and communicate effectively. Although many things have changed, the fundamentals of human connection remain the same. Here some tips on how to use the basics to carry you forward even during a time of uncertainty.

Planning for another uncertain year

Although you may be staring down challenges to your planning process that include financial pressures, demographic changes and technology innovation, it’s important to realize that the opportunities to reshape your school’s recruiting process are abundant. While developing your projections, enrollment goals and strategic marketing plans, here are ways to prepare for the next recruiting cycle.

If you’re looking for ways to integrate new recruitment strategies into your enrollment plan, GPRS can help. With years of experience working in the higher education industry, we are skilled at customizing your message for your unique audience to increase enrollment. Contact us today to start the conversation.

Insights from the Higher Ed Experts

BY Anthony Campisi | January 28th, 2021

The power of personal connection for recruiters

In a previous post, we explored how schools can alter admissions criteria to focus more on personal stories while typical screening methods are being challenged. As a second installment in this series on personal connection, we’ll examine how recruiting staff can use relationship building in different ways to pull prospects through the funnel.

While in-person events are suspended or re-invented, campus tours are altered based on states’ gathering requirements and safety restrictions are limiting travel that would have normally been key to recruiting, admissions staff are having to get creative. Are you searching for ways to connect with leads and prospects, but you can’t employ your usual tactics? Here are a few successful strategies we’ve seen from working with different graduate and undergrad institutions.

Pick up the phone

You may be thinking that listing phone calls as a top strategy would be obvious. But when was the last time you talked to a good friend – instead of texting or posting on social media? While many people consider themselves to be “connected” 24/7, a constant stream of emails and texts can be lonely and often overwhelming. If your prospects have signed up to take an admissions test, or started researching schools, their inboxes are full. A personal phone call or voicemail can cut through that clutter. Hearing from a real human being can make a huge difference to prospects who may be on the fence. You can be there to answer questions in real time and also provide a window into the personal side your program offers, and find ways to forge a connection with them. Tips for a successful conversation:

Keep it brief. You don’t have to discuss anyone’s life story, but you can stick to a few talking points and ask them if they have any questions.
Take notes. You’ll want to show you’ve taken a personal interest in them so you can bring it up in future communications. It can be a note about their current employer, or even their dog’s name.
Follow up in a timely fashion. Send answers to their questions right after your chat and take this opportunity to engage them in your CRM.
Focus on the real leads. Be sure to dig through your list of leads and prioritize the ones that are the most likely to be interested in your program. You can also create a re-engagement strategy for stagnant leads.

Use video to your advantage

While many videos you may be using are pre-recorded, they are still personal and can strike a chord with prospects. You can try producing video ads as well as longer-form videos for your YouTube channel. Topics can range from campus tours, student testimonials or even a look inside the classroom. To be more socially aware and relevant to today’s educational landscape, you may consider altering current videos with new footage that reflects social distancing. Or you may even post a Q+A with current students about how school is going with safety standards in place.

Webinars, podcasts and live events

You don’t have the be intimidated by podcasts, webinars and live events. In fact, creating them and leveraging them may be easier than you think. Try these tips for finding the tools you need, developing content ideas and using these digital assets in your marketing.

Be sure to engage a variety of thought leaders throughout your school’s community. Since these events are a relatively low time commitment, you can interview faculty, create a student panel, or hear from admissions directors. You can even broadcast live from a favorite campus spot to give prospects a view of the surroundings.