You are most likely aware of the operational discipline known as Lean Management. It’s fascinating stuff, especially if you work within the Enrollment Management space. After this quick history lesson, you’ll see why.
Marketing is a philosophy not a department. Never stray from this question: “How can we create a world class offering?”
Tammy Miles is the Director of Paid Search Marketing at Enrollment Resources. She recently attended the 2019 Google Marketing Live Conference in San Francisco. The event attracted over 5000 participants from 68 Countries, with most of the buzz focused around Google’s new ad features and artificial intelligence (AI) technology innovations. This is her summary of the main takeaways for schools looking to reach their EDU prospects.
Do You Know Your Prospect? Google Does
Google reiterated their mission: to deliver content that is useful, helpful, and transparent to their users while creating personalized and meaningful experiences that respect the privacy of those same users. To that end, Google advertising is heading beyond content and creative to the vast universe of user context.
We have a management philosophy that my business colleague, Gregg, came up with called “Reach within Grasp.” It means we ask ourselves: “If we take on a project, can we finish it?” This may seem like an obvious question, but I’m frequently surprised by how many projects get started, by myself or by clients, that can’t reasonably be finished.
It’s shocking how little effort it actually takes to be more successful than your competition. In this episode, Gregg, Shane, and Tom of Enrollment Resources are joined by special guest Brian Willett to show you how your school can catapult over your rivals through strategic and compounding one percent improvements!
- The unfortunate reason why second best is actually the first loser
- How to start making 1% improvements by rethinking the habits you take for granted
- The specific, easy and immediate ways your school can make 1% improvements to increase your conversion rates TODAY
I have a story about ‘1%’ and how it can be the difference between mediocrity and excellence for a school.
The typical approach for EDU digital marketing is centered around building an empirical argument to pursue training. Most marketers (us included) build arguments that rely on factual claims like placement rate, completion rate and graduate salaries to provide proof of the school’s value, followed by a call to action to fill out a form in return for more information about the school. This model is focused on sharpening that argument with hard data.
It’s not a bad approach and most schools do have stats to be proud of, but it does ride a compliance edge. If the data isn’t spectacular (i.e., completion rate or placement rate isn’t solid) or, more likely, claims rely on data that isn’t current, compliance problems arise. It’s easy for a school to overstate performance metrics mistakenly, and easier still for a landing page or website copy that was written months or years ago to get overlooked when new stats emerge.
Enrollment Resources recently compiled data from over 125,000 prospective students who had completed a detailed online survey delving into their goals, frustrations, motivations and current life/work situations. We call this the “Career Training Readiness Quiz” (powered by our Virtual Adviser software). It is designed to do two things: Engage prospective students on the school’s website to help generate additional leads – typically a 30 percent bump in website generated lead flow – and help the prospective student understand if they are a fit for vocational education. Roughly 2.2 percent of unique visitors to a typical school’s website will engage with this survey.
The sample represented about 90 school systems across the U.S. and Canada with a wide variety of programs, including both male- and female-dominated programs.
Our analysis of the results has uncovered fascinating insights into career education prospective students, including where they are in their buying process, their dominant personality styles and how to communicate with them effectively, and the number one motivating trigger driving their buying decisions. Read more
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