Lead Generation Best-Practices for Schools: How Many Leads Does a School Really Need?
Research has shown that an admission person only needs 60-80 leads per month max. Everything after that represents diminishing returns. The enrollment rate goes down, leads are poorly worked or ignored, and enrollments flat line. Basically you reach the mental capacity limits for your Admission people.
So to figure out your lead goal, just multiply admissions people x 60: If you have 3 admissions people, you need is 180 leads per month, which is usually totally achievable through your own efforts.
You most likely DO NOT need to buy 3rd party leads to increase student enrollment.
Now, the flip side of this, is that you are more likely to have an Admissions capacity issue and not a lead issue. Most of the schools we have analyzed are under-resourced in Admissions, and that’s the real bottleneck for them.
It’s understandable: Generating more higher education leads is easier and cheaper than hiring, training, managing Admissions people.
A client story comes to mind: They were buying a ton of garbage 3rd party leads for years, hundreds of them per month. They switched to a self-generated education lead generation campaign with us, and volume dropped 60% or more. They were understandably anxious. But within a month, enrollment increased as lead quality vastly improved, and the staff had the time and mind space to succeed.