Seminars
SMART – Sales Management and Academic Recruitment Training
Each training is customized so we can integrate those issues and areas that can help meet your needs and goals.
Here is an outline of what the training offers. Look this over and determine those areas can be most beneficial to your staff.
Academic Marketing
- Relationship between marketing activities and recruiting
- Marketing strategies and tactics that support recruiting and admissions
- The role of timing, message, delivery and integration with marketing
- How to know your institution in relationship to the competition
- Build and promote your brand
Prospect Management
- Organize the recruiting and the recruiter
- Tracking and follow-up with prospects
- Time management: work smarter
- Goal oriented and people oriented: making it work together
- The students' goals and needs are foremost
- Filtering prospects and identifying top leads
Social Media
- How and why prospects use it
- Step up to prospects level of use
- Make it work – enable recruiting
- Let them build prospect to current student communities
- Segment and market
- Manage it
Academic Sales
- Academic sales: helping students to make good decisions
- Engage students in YOUR college
- Motivate students to inquire, apply, and enroll
- Influences and influencers: gain leverage and assistance
- Understand the important distinction between passive and active recruiting
- Recruit students to graduate, not just to enroll
- Overcome objections: utilizing product knowledge
Relationship Marketing
- Know your prospect: more than reading a file
- Focus on the student
- Identify the incentives and motivators
- Determine what level of contact: avoid too much or too little
- Identify and work through barriers
- Differentiate yourself from other recruiters
Helping Students Achieve Their Goals
- Understand ”buying” behavior: find out how people make decisions
- Get multitasking students' attention: generate interest, involvement, and knowledge about your college
- Identify students who will value from your college: get them to apply and enroll
- It’s all about the student
- Help students imagine what your college will do for them
Recruit One Student at a Time
- Maximize the personal meeting
- Uncover the underlying motives
- Get the quiet one to talk
- Listen
- Go from interest to commitment
- Make the interview work for the student and the college
- Get agreement at each step
Co-purchase: Working with Parents and Families
- Clarify the role of Gen Z, Millennials, and their parents in the process
- Engagement: when and how
- Identify the priorities within the family
- Close
Recruiting Toolbox
- Choose your tool and when to use it
- Get students to say “yes”
- Transactions versus Relationships
- Features – Benefits – Proofs: Tell the story
- Manage Objections
- Build networks: counselors, teachers, advisors, clergy, and alumni
- Campus visits: Making the campus visit work
Cultivating Relationships
- Develop relationships with people at high schools
- Work with influencers and opinion leaders
- Build relationships that last
- Transfer the relationship: it is not about you
How to schedule »
Who should attend »
Click here to view the presenters' bios »
Available Seminars:
"My compliments to Bill Hurlburt. He presented on the last day of training on a somewhat intimidating subject. His presentation was exceptional! His one-on-one work with the staff was very much appreciated as well. I know everyone gained a clearer understanding."
LCDR Octavia Poole
US Coast Guard Academy
"What a great opportunity for our office to grow as a team. Everyone came away 'charged' and feeling that we have a focus. It really was a terrific learning experience."
Charlotte Rhine
Associate Dean for Admissions and Financial Aid
Hanover College
