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. Admissions is “Sales” OACAC Summer Institute 2012 Jeff Kallay, VP Consulting, a.k.a. “Apostle of Authenticity”
- 12. www.nacacnet.org
- 13. www.oacac.org
- 20. www.naicu.edu
- 24. Other Resources www.princetonreview.com www.collegeboard.com www.ratemyprofessor.com www.collegeconfidential.com www.collegeprowler.com www.theu.com
- 25. Other Resources www.census.gov www.pewinternet.org Talk with your colleagues to find what other organization emails they receive.
- 26. What Are Your Enrollment Goals?
- 33. Your Bookshelf
- 37. “Sales?”
- 39. You provide a service. You accept money for it. You have delivery costs. You pay people. You may (or not) have profits.
- 40. It’s a Business.
- 41. Business Consumers or Customers Sales & Marketing Costs, Return, Investment Experience
- 42. We may not all agree on the term...
- 43. ...but we should all agree on the skills.
- 44. Sales.
- 45. “Match the product or service you offer with people who have a demand for that product or service.”
- 46. “Match the academic/ social programs your college offers with students who are interested in those programs.”
- 47. Hire the right people. Train them differently. Provide different tools. Set different goals. Assess and evaluate. Accountability.
- 48. “10 Sales Tips”
- 49. Ask & Listen.
- 50. Sales Mistake #1 Talking too much!
- 51. Take notes Ask clarifying questions Focus on them Benefits vs. Features
- 52. And...oh yeah... Record it somewhere!
- 53. Research prospects/students (Know your audience)
- 55. “Always on”
- 57. “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.”
- 58. “Out of Office” Reply
- 59. Too busy “recruiting” to recruit ?
- 60. Talk Price. Communicate Value.
- 61. “Salespeople” must be able to discuss the real price.
- 62. $47k $20k
- 63. Is an undergraduate degree from Northeastern worth $108k more than an undergraduate degree from UConn?
- 64. Know Financial Aid Talk Financial Planning
- 67. Enrollment Goals Communication Plan Authenticity
- 71. What added value do you provide?
- 72. Get them to “No”
- 73. Get comfortable with no.
- 74. When is the best time for you to hear that they are not interested?
- 75. The customer is always right. But not always right for us.
- 76. Appearance Matters (sad but true)
- 77. “Male customers will choose to buy a dirty shirt if it's sold by an attractive saleswoman” University of Alberta study
- 78. Close the Deal.
- 79. 1. Remove the Roadblocks
- 81. The Most Important Question to Ask:
- 82. “What about this doesn’t work for you?
- 83. “Random Acts of Exceptional Customer Service”
- 86. ? How do you make people feel?
- 87. 1. Greed 2. Social Interaction 3. Recognition 4. Quality of Life
- 88. 1 What is one thing?
- 89. Admissions is “Sales” OACAC Summer Institute 2012 Jeff Kallay, VP Consulting, a.k.a. “Apostle of Authenticity” kallay@targetx.com www.slideshare.net/targetx