By Jeremy Tiers, Vice President of Admissions Services
2 minute read
Part of territory management involves using data to do proactive, targeted, and personalized outreach each week.
During the training workshops we lead, I encourage admissions counselors to always be looking for different ‘micro groups.’
Here’s a key group that I encourage you and your team to target if you haven’t already done so recently.
Run a query to find out how many senior inquiries (Class of 2025) have visited your campus since June 1 of this year, and have yet to apply. For many that total will be manageable, but if it’s a large number, expand your query to include how many have also opened 5 or more of the last 10 emails you’ve sent them, or how many have clicked on more than one link in those messages.
Next, create a short email from their admissions counselor with the goal of getting a conversation started (not asking them to apply again). It might look something like this.
Suggested Subject Line: One question for you, that’s it
<Student’s First or Preferred Name>, you’ve seen our campus, so what are one or two things you’re still trying to figure out about us when you think about applying?
I know every student goes through their college search differently, so I’d like to understand how you’re seeing things.
Please send me your thoughts today or tomorrow. I’m here to listen and support you, <Student’s First or Preferred Name>.
Thanks!
<Counselor’s Info>
Take each piece of feedback and find a way to build on it and keep the conversation going. That might include providing the current student point of view on something the student brings up in their response, or giving them a helpful tip.
After you’ve had some back and forth, go ahead and ask how they’re feeling about taking the next step and starting their application.
If you want to talk more about this strategy, send me a note. Or if you’ll be in Los Angeles at NACAC this week, grab some 1-on-1 time on my calendar or just pop by Booth 214 whenever you’re in the exhibit hall.
Good luck!