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Admissions is sales jeff kallay

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  • 1. Admissions is “Sales” OACAC Summer Institute 2012Jeff Kallay, VP Consulting, a.k.a. “Apostle of Authenticity”
  • 2. www.nacacnet.org
  • 3. www.oacac.org
  • 4. www.usnews.com/education
  • 5. www.universitybusiness.com
  • 6. www.universitybusiness.com
  • 7. www.chronicle.com
  • 8. www.chronicle.com
  • 9. www.chronicle.com
  • 10. www.naicu.edu
  • 11. www.insidehighereducation.com
  • 12. www.insidehighereducation.com
  • 13. www.thechoice.blogs.nytimes.com
  • 14. Other Resources www.princetonreview.com www.collegeboard.com www.ratemyprofessor.comwww.collegeconfidential.com www.collegeprowler.com www.theu.com
  • 15. Other Resources www.census.gov www.pewinternet.orgTalk with your colleagues to find whatother organization emails they receive.
  • 16. What Are Your Enrollment Goals?
  • 17. Your Bookshelf
  • 18. Becoming aTrusted Advisor
  • 19. Recruit+ Retain= Sales
  • 20. “Sales?”
  • 21. You provide a service. You accept money for it. You have delivery costs. You pay people.You may (or not) have profits.
  • 22. It’s aBusiness.
  • 23. BusinessConsumers or Customers Sales & MarketingCosts, Return, Investment Experience
  • 24. We may not all agree on the term...
  • 25. ...but we should allagree on the skills.
  • 26. Sales.
  • 27. “Match the product or service you offer with people who have a demand for that product or service.”
  • 28. “Match the academic/social programs your college offers with students who are interested in those programs.”
  • 29. Hire the right people.Train them differently.Provide different tools. Set different goals. Assess and evaluate. Accountability.
  • 30. “10 Sales Tips”
  • 31. Ask &Listen.
  • 32. Sales Mistake #1Talking too much!
  • 33. Take notes Ask clarifying questions Focus on themBenefits vs. Features
  • 34. And...oh yeah...Record it somewhere!
  • 35. Researchprospects/students (Know your audience)
  • 36. “Always on”
  • 37. “Due to fall travel season, I will be out of the office throughout September and October.I will have limited access to my email during this time, but I will respond to your email at my earliest convenience.”
  • 38. “Out of Office” Reply
  • 39. Too busy“recruiting” to recruit ?
  • 40. Talk Price.Communicate Value.
  • 41. “Salespeople” mustbe able to discuss the real price.
  • 42. $47k$20k
  • 43. Is an undergraduate degree from Northeastern worth $108k more than anundergraduate degree from UConn?
  • 44. Know Financial Aid Talk Financial Planning
  • 45. Provideappropriate marketing messages
  • 46. Are you“in sync?”
  • 47. Enrollment GoalsCommunication Plan Authenticity
  • 48. Become a“trusted advisor”
  • 49. Keep themcoming back.
  • 50. What addedvalue do you provide?
  • 51. Get them to “No”
  • 52. Getcomfortable with no.
  • 53. When is the best time for you tohear that they are not interested?
  • 54. The customeris always right.But not always right for us.
  • 55. Appearance Matters(sad but true)
  • 56. “Male customers will choose to buy a dirty shirt if its sold by an attractive saleswoman”University of Alberta study
  • 57. Close the Deal.
  • 58. 1. Remove the Roadblocks
  • 59. 2. Recognize“Buyer Shift”
  • 60. The Most ImportantQuestion to Ask:
  • 61. “What about this doesn’twork for you?
  • 62. “Random Acts of ExceptionalCustomer Service”
  • 63. Ask forfeedback.
  • 64. ?How do you make people feel?
  • 65. 1. Greed2. Social Interaction 3. Recognition 4. Quality of Life
  • 66. 1What is one thing?
  • 67. Admissions is “Sales” OACAC Summer Institute 2012Jeff Kallay, VP Consulting, a.k.a. “Apostle of Authenticity” kallay@targetx.com www.slideshare.net/targetx