Admissions is      “Sales”        OACAC Summer Institute 2012Jeff Kallay, VP Consulting, a.k.a. “Apostle of Authenticity”
www.nacacnet.org
www.oacac.org
www.usnews.com/education
www.universitybusiness.com
www.universitybusiness.com
www.chronicle.com
www.chronicle.com
www.chronicle.com
www.naicu.edu
www.insidehighereducation.com
www.insidehighereducation.com
www.thechoice.blogs.nytimes.com
Other Resources www.princetonreview.com  www.collegeboard.com www.ratemyprofessor.comwww.collegeconfidential.com  www.coll...
Other Resources           www.census.gov         www.pewinternet.orgTalk with your colleagues to find whatother organizati...
What Are Your Enrollment   Goals?
Your Bookshelf
Becoming aTrusted Advisor
Recruit+ Retain= Sales
“Sales?”
You provide a service.   You accept money for it.   You have delivery costs.       You pay people.You may (or not) have pr...
It’s aBusiness.
BusinessConsumers or Customers   Sales & MarketingCosts, Return, Investment        Experience
We may not all agree on the    term...
...but we should allagree on the    skills.
Sales.
“Match the product or service you offer with  people who have a    demand for that  product or service.”
“Match the academic/social programs your  college offers with   students who are  interested in those      programs.”
Hire the right people.Train them differently.Provide different tools.  Set different goals. Assess and evaluate.    Accoun...
“10 Sales Tips”
Ask &Listen.
Sales Mistake #1Talking too  much!
Take notes   Ask clarifying     questions  Focus on themBenefits vs. Features
And...oh yeah...Record it somewhere!
Researchprospects/students   (Know your    audience)
“Always on”
“Due to fall travel season, I will be out         of the office throughout        September and October.I will have limited...
“Out of Office”    Reply
Too busy“recruiting” to recruit ?
Talk Price.Communicate    Value.
“Salespeople”      mustbe able to discuss the real price.
$47k$20k
Is an undergraduate     degree from  Northeastern worth $108k more than anundergraduate degree     from UConn?
Know Financial Aid  Talk Financial    Planning
Provideappropriate marketing messages
Are you“in sync?”
Enrollment GoalsCommunication Plan   Authenticity
Become a“trusted advisor”
Keep themcoming back.
What addedvalue do you  provide?
Get them to   “No”
Getcomfortable  with no.
When is the best time for you tohear that they are not interested?
The customeris always right.But not always  right for us.
Appearance   Matters(sad but true)
“Male customers      will choose to buy      a dirty shirt if its           sold by an            attractive        salesw...
Close the Deal.
1. Remove the Roadblocks
2. Recognize“Buyer Shift”
The Most  ImportantQuestion to Ask:
“What about this doesn’twork for you?
“Random Acts of   ExceptionalCustomer Service”
Ask forfeedback.
?How do you make  people feel?
1. Greed2. Social Interaction   3. Recognition  4. Quality of Life
1What is one thing?
Admissions is      “Sales”        OACAC Summer Institute 2012Jeff Kallay, VP Consulting, a.k.a. “Apostle of Authenticity” ...
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
OACAC Summer Institute "Admission is Sales"
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OACAC Summer Institute "Admission is Sales"

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presented at the 7-30-2012 OACAC Summer institute hosted at Xavier University

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OACAC Summer Institute "Admission is Sales"

  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
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