1. David W. Black
Vice President, Consulting and
Market Research
January 27, 2012

3. 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

4. Benchmarks
What are you measuring against?
Timeframe
Not every territory / segment is the same

5. Segmenting
What audiences should be recruited?
What are key messages?
How are they making decisions?

6. Prioritize your efforts
Study the data
Work towards best fit
Timeliness
Call with an objective
The mix
Time to the task

7. Developing relationships –
Not one and done
Faculty
Students
Staff

8. Relationships not
Transactions
Allow your communications flows to
provide background support
Recruit outside your comfort zone
Connect prospect with campus community
Emotional decision

9. Tracking your yield rate
Frequency
Not just by counselor
or territory
Level

10. Keep staff focused
Take aways On-going
Be supportive
Time to the task

11. Q&A

12. Yield Bootcamp
SMART
(Sales Management and Academic Recruitment Training)
Contact Janet Sieff at 412-904-3133 or
janet@psandl.com
www.psandl.com