5 proven steps to impact yield immediately
TRANSCRIPT
David W. Black Vice President, Consulting and
Market Research January 27, 2012
The Situation • Apps are up
• More apps doesn’t mean more students
• Families still feeling economic pinch
• It’s January
• Yield is impacted now but measured later
What are you measuring against?
Timeframe
Not every territory / segment is the same
Benchmarks
What audiences should be recruited?
What are key messages?
How are they making decisions?
Segmenting
Study the data
Work towards best fit
Timeliness
Call with an objective
The mix
Time to the task
your efforts Prioritize
Faculty
Students
Staff
Developing relationships – Not one and done
Allow your communications flows to
provide background support
Recruit outside your comfort zone
Connect prospect with campus community
Emotional decision
Relationships not Transactions
Frequency
Not just by counselor
or territory Level
Tracking your yield rate
Keep staff focused
On-going
Be supportive
Time to the task
Take aways
Q&A
Yield Bootcamp
SMART (Sales Management and Academic Recruitment Training)
Contact Janet Sieff at 412-904-3133 or [email protected] www.psandl.com