David W. Black Vice President, Consulting and

Market Research January 27, 2012

The Situation • Apps are up

• More apps doesn’t mean more students

• Families still feeling economic pinch

• It’s January

• Yield is impacted now but measured later

What are you measuring against?

Timeframe

Not every territory / segment is the same

Benchmarks

What audiences should be recruited?

What are key messages?

How are they making decisions?

Segmenting

Study the data

Work towards best fit

Timeliness

Call with an objective

The mix

Time to the task

your efforts Prioritize

Faculty

Students

Staff

Developing relationships – Not one and done

Allow your communications flows to

provide background support

Recruit outside your comfort zone

Connect prospect with campus community

Emotional decision

Relationships not Transactions

Frequency

Not just by counselor

or territory Level

Tracking your yield rate

Keep staff focused

On-going

Be supportive

Time to the task

Take aways

Q&A

Yield Bootcamp

SMART (Sales Management and Academic Recruitment Training)

Contact Janet Sieff at 412-904-3133 or janet@psandl.com www.psandl.com