This document discusses lead nurturing and social media capabilities. It provides examples of how lead nurturing improved lead generation and conversions for various universities. It recommends developing automated nurture programs based on prospect segmentation to improve conversions. It also discusses how social media can be used to build prospect relationships through online research, monitoring, blogs, Facebook pages, photos and videos.

1. Lead Nurturing and Social Media A Capabilities Presentation

3. Online Conversions

4. Online Commerce

5. Online Conversation

6. Proven Capabilities

7. Proven Process

9. Proven Solutions

10. National-Louis University Objective: Increase lead generation, improve usability Results: Web-based leads up 30% in first 6 months

11. DeVry University Objective: Support DEM sales process, align with new brand identity Results: Easy to use for new advisors, cost-effective to update

12. DeVry Student Finance Objective: Eliminate paper-based system, advisor accountability Results: Beginning 3rd Enrollment year of use across all locations

13. Pilcrow Literary Festival Objective: Document all aspects of the event Results: Photos, Tweets, blog posts and videos by over a dozen participants

14. Rebath Blog Monitoring Objective: Reputation management through monitoring Results: Blog has #2 search result, ReBath took 8 months to respond

15. Lead Nurturing & Prospect Contact Management

17. Kendall Prospect Process Today

18. Kendall Process Tomorrow

21. Nurture Programs & Conversion Source: JupiterResearch, “The ROI of E-mail Relevance These Results Are Produced by Increasing the Communication Relevancy to the Prospective Student Nurture Programs Focusing on Lifestage + Behavior Yield Highest Conversion Broadcast Lifestage Behavioral Primary targeting tactic Everyone gets the same message Timed to where prospective student is in the consideration lifecycle Uses behavioral information to inform what message will provoke the desired action Email: Avg. unique open rate 20% 26% 33% Email: Avg. click-through rate 9.5% 14% 14% Email: Avg. conversion rate 1.1% 2.8% 3.9%

22. Lead Nurture’s Powerful Revenue Impact

24. Social Media for Prospect Relationship Building & Image Management

31. Discussion & Questions