Empfohlen
Empfohlen
Weitere ähnliche Inhalte
Was ist angesagt?
Was ist angesagt? (19)
Ähnlich wie Admissions is sales jeff kallay
Ähnlich wie Admissions is sales jeff kallay (20)
Mehr von SummerInstitute2012
Mehr von SummerInstitute2012 (17)
Kürzlich hochgeladen
Kürzlich hochgeladen (20)
Admissions is sales jeff kallay
- 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