Posts

The Hidden Motivations Of Your Prospective Students

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

Inside the Bottle

by Shane Sparks, Co-Founder

I had a typical sales call yesterday: The prospect began the conversation focused on a specific solution they had in mind. “We need more (fill in the blank),” he began.

I listened patiently for a few minutes and asked some pointed questions. And then quickly determined that they had many problems (or opportunities for you optimists), but the one he was focused on was not one of them. It was a minor issue, and of marginal value to fix. Once I was able to get him focused on the bigger picture, and the bigger opportunities he felt a mixture of relief and appreciation that I could provide some leadership. Read more