Gragg Advertising Marketing to Generate Quality Leads
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
1. Current Model– 3 Reps X 40 leads/week=120 leads
– 120 leads X 9% conversion to start= 11 starts/week
2. Possible New Model– 6 reps X 20 leads/week = 120 leads
– 120 leads X 12% conversion to start = 14.5 starts/week
3. 3.5 starts/week X 50 weeks = 175 more starts– 175 starts X $15,000 = $2,625,000
4. Investment for additional reps $120,000
5. Net gain $2,505,000
31
Optimal Referral and PDL Strategy
1. Set weekly referral goals for each Admissions Representative.
2. Three to five referrals per week is standard for most successful programs.
3. A strong referral program will increase admission conversion numbers as well as student retention – This will be your most valuable source when media lead
flow decreases.
32
33
Impact on PDLs and PDRs
Current Model
3 Reps X 1 PDR/PDL week = 3 PDL/PDR a week
3 X 20% conversion = 1/2 start a week.
Possible New Model
6 reps X 3 PDR/PDL week = 18 PDR/PDL week
18 X 20% conversion = 3.5 starts per week
Net Result
3 starts/week X 50 weeks = 150 more starts
150 starts X $15,000 = $2,250,000
Total additional revenue from increased Admissions team and increased PDR/PDL required = $4,755,000
Converting the Student
Understanding the Student
The same four things that are obstacles for potential students are also their motivators.
– Self Esteem
– Money
– Time
– Failure
By understanding these factors and finding ways to relate to the students, you can become a more successful Admissions Representative.
35
Retention
Finish with Retention
1. After putting together a quality marketing program, continuous training of your Admissions staff, creating beneficial programs and nurturing a positive campus environment, retention should be at the forefront of your mind.
2. Retention practices are the best way to ensure quality students graduate from your program.
37
Retention
1. 67% of high school students have enrolled into a 2-4 year institution immediately after high school.
2. Age of students who enroll in Certificate programs:– 8.2 % 19 years old
– 13.1% 20-23 years old
– 25.6% 24-29 years old
38
SOURCE: U.S. Department of Education, National Center for Education Statistics, Integrated Postsecondary Education Data System (IPEDS), Spring 2008 and Spring 2009
Retention Rate for Two-Year Schools
The Imagine America Foundation did a recent study on retention rate of two-year institutions on the percentage of students who returned to the classroom the following year:•Career Colleges 72%
•Public School 57%
•Private, nonprofit 68%
The study also found that two-year career colleges had the highest graduation rate at 59 percent.*
•Public two-year institutions 23 percent
•Private two-year schools 55 percent.*
* Imagine American Foundation, 2009
39
40
You Can Affect Your Retention Rates
1. Identify at-risk learners before they start.
2. Establish a collaborative student support plan using a team-centered approach.
3. Understand the timeframe in which we must identify the at-risk.
4. Employ various groupings found to provide support for the at-risk.
5. Have an adult-friendly student services department.
6. Develop a strong faculty model that includes the right level of training and ongoing support for our instructors.
Thank you!
Questions and Answers
Join Us before CCA!
Join us for our presentation,
“Good to Great Admissions!”
on June 4, 2010 at
12:30 p.m. E.D.T
Don’t forget! You can download the PDF and Audio from this presentation at www.graggadv.com/webinars/!
42
43
Get in the Mix!
1. Follow Gragg Advertising on Twitter at
www.twitter.com/gowithgragg
2. Become a fan of Gragg Advertising on Facebook!
3. Join Gragg Advertising and other career school professionals at www.SchoolBlender.com after this to discuss today’s presentation!– Free and Easy to Sign Up