Viewing prospective students as customers can help improve your university's application to enrollment rates. There are sales skills and processes that can help your recruitment efforts to run smoother and ensure applicants are getting the attention they require.
Defining your student journey
Splitting your journey into the following sales framework will help not only the student but your institution. Consider which part or individuals at your university are responsible for each step, how effective you believe it currently is, and what you can change to improve it:
Prospecting
Make contact & qualification
Presenting your offer and objection handling
Maintaining relationships
Always be closing
- Offer acceptance: confirmation of potential enrollment
Closed
Traveling arrangements: how the student plans to arrive at university
Enrollment: registrations and payments
Orientation and support: getting to know the university and resolving any immediate issues
Webinar
Let's talk sales skills in international recruitment
The webinar shares Studee's experience of the student journey based on dealing with international students on behalf of our partner universities.
Prioritizing prospective international students
Virtual fairs
It's likely they will have had many conversations with other universities at the same event, so acting quickly to get in contact with students is a sure way to maximize any interest and give a good impression.
You can prioritize students depending on when they are looking to enroll. Any communications should be as specific as possible to a students' home country and eligibility - avoid mass marketing.
Buying lists
Your communications to them will be the equivalent of cold calling, and you won't necessarily know if they have any desire to study abroad; It can make your university a difficult and time-consuming sell.
If a list is of high quality, many students will have made a decision on where they are going to study before you are able to reach out.
Third party lead generators
This isn't a quick win to get students to your university and may take as long as two years until they enroll.
Direct to website
It's also likely that these are the most qualified students for your institution as they've visited your website so probably have a good idea of entry requirements and what you can offer.
Sales techniques and considerations
Active listening skills
Always be empathetic to a students' situation. As someone who deals with these tasks on a daily basis, something that seems simple to you may be a big task to a prospective student who has never applied to a university before. Your help and patience won't go unnoticed.
Questioning skills
It's important to ensure you're not making a student feel as if they are being interrogated. Building rapport can help both parties feel more comfortable in this situation.