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V WHAT MOTIVATES PROSPECTIVE STUDENTS? EXAMINING THE DECISION-TO-ENROLL PROCESS
A Collaboration between Datamark and Kaplan University
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RESEARCH OBJECTIVE AND METHODOLOGY
Gain insight into the decision-making process
2 phases of the decision process: Initial idea-to-research and research-to-enrollment
Online Panel distributed across: Prospects, applicants, enrollees Undergrad, graduate programs Online and ground schools
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KEY QUESTIONS ADDRESSED
Why do prospective students seek higher education? How much time do prospective students spend gathering
information, and how do they go about it? How do prospective students narrow their choices? What influences a prospective student’s decision to apply to a
particular school? What factors carry the most weight in a prospective student’s
decision to enroll?
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KEY FINDINGSInitial Interest and Motivations
Prospective students are seeking more education to achieve a set goal.Research
The majority of prospective students start the research process within one to two months of deciding to further their education.
The primary source of information are school websites and internet searches.
Selection The most important factors in narrowing down their school consideration list
are the program of interest is offered and the cost of the program.Application
About one-third of prospective students did not apply due to financial reasons.
Of those who did not apply, 62% still intended to further their education.Enrollment
The three most important factors when deciding which school to enroll in are accreditation, amount of financial aid provided and program cost.
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TOP LIFE/CAREER SITUATIONAL MOTIVATORS
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HOW LONG DOES IT TAKE STUDENTS TO DECIDE ABOUT GOING BACK TO SCHOOL?
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WHERE DO STUDENTS GO TO RESEARCH SCHOOLS?
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HOW MUCH TIME PASSES BETWEEN THE RESEARCH & APPLICATION PHASES?
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HOW DO THE PROSPECTIVE STUDENTS NARROW DOWN THEIR SCHOOL CHOICES?
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NUMBER OF SCHOOLS NARROWED TO CONSIDERATION
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REASONS FOR NOT APPLYING
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DECIDING TO APPLY
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DECIDING TO ENROLL
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LEARNING APPLIED
Prospect marketing Remarketing Dialog Admissions
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CONCLUSION:
Focus on the prospective student’s end goal Focus on the key consideration variables Provide the right information at the right time
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WHAT DOES THIS MEAN FOR A SCHOOL?
Why is it important to understand decision to enroll? Decision to enroll does not start at the generation of
the inquiry Decision to enroll has multiple touch points Segmentation Student experience
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?
Decision to enroll different for students with more risk factors
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?… decision to enroll less obvious for students who are traditionally not marketed to
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WHY IS IT IMPORTANT TO UNDERSTAND DECISION TO ENROLL?
… for profit tuition prices likely not sustainable at current levels
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IDENTIFY DECISION TO ENROLL EARLY IN FUNNEL
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IDENTIFY DECISION TO ENROLL EARLY IN FUNNELL … CREATES VIRTUOUS CIRCLE
Identify Decision to Enroll Early
Lower Admissions cost, re-investment in academic quality
Improved LTR, graduation rates, job
placements
Higher quality alumni advocates
Lower Acquisition cost (pull vs.
push)
Higher market share and growth
Higher QualityInquiries
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HOWEVER, IDENTIFYING EARLY NOT AS EASY …
InquiryScore
Phone Verification
Inquiry Authenticity
InquiryVelocity
InquiryAge
InquiryContactability
ComplianceFraud
Device IP
And risk a series of costly binary decisions around “good” or “bad”
…. Current screening technologies have high value but do not answer the fundamental question … “WHY”
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ESPECIALLY TAKING MULTIPLE TOUCHPOINTS
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HOW TO INCORPORATE RESEARCH
Understand the student Understand (and measure) the
journey Find white space and differentiate Segment the enrollment process Post enrollment should pull pre
enrollment
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UNDERSTAND THE STUDENT
• Academic concerns / preferences
• Personal challenges• Revisions to
motivations / dedication
• Academic concerns• Personal challenges• Revisions to
motivations / dedication
• Program challenges
• Motivations/ dedication
• Past schooling (credits, GPA)
• Best contact medium/time/day
• Computer access• Standardized test
scores• Time commitment
• Attitude towards debt
360° student profile
FA Advisor
Admission advisor
First Term Academic Advisor
• Personal challenges• Instructor
concerns / tickets (eg logging in, but not posting)
• Poor quality posts• GPA• Attendance• Participation
Professors
• IT development needs
• Hardware specs / literacy
IT Support
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MEASURE THE JOURNEY
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FIND WHITESPACE AND DIFFERENTIATE
• For working parents• Most personalized experience• Best customer service• Most unique and different• Best student community
experience• Best students• Most practical, real world
education• Most support to make you
successful as a student• Most degree choice/breadth• Most challenging• Best professors/faculty• Hardest, most rigorous
academicprogram
• Most difficult to be accepted into
• Most/best career placement• Most prestigious• Most successful alumni• Most respected by employers• Best/most memorable
ads/marketing• Most affordable• For women
School1
School 2
School 3
School 4
School 5
School 6
School7
School 8
School 9
School 10
Expe
rienc
eA
cade
mic
Out
com
esO
ther
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ADJUST ENROLLMENT PROCESS AND SUPPORT SERVICES STRUCTURE
Diagnostic recap
Decision to enroll differs across student populations
Online universities viewed largely as same by students
Needs and attitudes differ across student "life stage”
Decision to enroll is a life changing decision
Price and out of pocket are key drivers to enroll
Key recommendations
Incorporate use of segment profiles by degree and by selected program in marketing efforts, inquiry scoring, and in enrollment reengineering
Test and prioritize differentiated positioning, leverage big data
Dynamic messaging across all touch points over the life stage of the student. Segmented contact strategy
Don’t underestimate the value of support services
Current price levels at many for-profits are not sustainable. Re-engineer the business model
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MAKE POST ENROLLMENT PULL PRE ENROLLMENT
Profiling
Value Based Pricing
Advisor Matching
MARKETING ADMISSIONS
PRE ENROLLMENT
ASSESSMENTSUCCESS PATHING
Risk Assessment
Skill Based Diagnostics
ModularizedEducation
Program Evaluation
Placement
POST ENROLLMENT
GRADUATION
SupportServices
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Thank you.