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Territory management


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Territory management

  1. 1. Territory ManagementThe Responsibilities of the New Person
  3. 3. Building and Sustaining Relationships• High School Counselors• Students• Parents• Alumni
  4. 4. High School Counselors• Utilizing high school visits• Understanding varying roles• Setting expectations• Counselor newsletters• Frequent status updates• Invitations to campus- fly-ins, dinners, breakfasts
  5. 5. Students• Be proactive, flexible and persistent in your methodology• Have empathy• Keep detailed notes• Encourage relationships by remembering details
  6. 6. Parents• Prepare yourself for a wide range of positive and negative experiences• Provide detailed, realistic expectations• Present yourself as a guide and not a salesperson• Empathy• Phone calls
  7. 7. Alumni• Work with your institution’s alumni relations office• Network and educate by inviting to college fairs, on-campus events and yield events, “coffee dates” and dinner• Get them in touch with current students and parents.
  8. 8. Communication• Emails (students/counselors)• Phone calls (parents/counselors)• Ensure that every piece of communication is somehow documented.• Correctly and promptly respond• Postcards, thank-you’s, birthday notes etc.• Communicate through the funnel, especially during melt season• Engaging students and families is key
  9. 9. Notes• Notes make the difference between a good counselor and a great counselor• Make notes on inquiry cards and remember to follow up with them.• Detailed conversation notes• When speaking with students or their families, don’t forget to note what is important to them and anything that can make their name recognizable.• “Rockstar” lists
  10. 10. Learn your territory• What are goals?• How is it divided?• Travel smart: Where are students coming from? Which counselors are supportive? OACAC and non-OACAC fairs.• It’s easier to build on something that already exists than to start from scratch.• Familiarize yourself with the area, more than just the geography.
  11. 11. Events• Receptions – Inquiry, yield and “send-offs” – Plan early• College-fairs• Interviews• Learn what’s best for each territory
  12. 12. Parting Words- Effective engagement- Detailed notes- Smart travelGOOD LUCK