Admissions is sales jeff kallay

351 views
230 views

Published on

Published in: Education, Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
351
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
9
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Admissions is sales jeff kallay

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

×