Posts Tagged ‘value proposition’

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Are You Creating Relationships Now that Drive Enrollments Later?

August 30th, 2016

You know it when you feel it. It’s that single point in time, or that span of time, when you realize you’ve transitioned from the transactional to the emotional. You have a sense – often hard to describe – that your interaction with someone, some thing, some organization, or some brand has become more important, meaningful, and lasting. Congratulations! You are in a relationship. 

College and university admission professionals often ask: Do relationships drive college choice?  And, how can we influence the bonding process?

Our recently released co-sponsored study, “The Relationship Dynamic,” set out to get the answer to those questions.  We asked over 12,000 college-bound students if and how they formed connections and bonds with the colleges they considered attending.  What they told us just may change the way you recruit prospective students. 

Here are just a few of the key findings uncovered in this study:Relationship graphCapture

Relationships aren’t just important, they are crucial

The overwhelming majority, 8 in 10 students, say the relationship they formed with their chosen college was influential in their decision to enroll. Nearly half of this group says it was “significant” in their decision.

When asked to rate the strength of the relationship they formed with their chosen college (on a 10 high scale) leading up to their final decision 45% rated it 8 or higher.

It’s a small world

Two-thirds of students in this study applied to four or more colleges. Almost 11% applied to more than 10!  Over 80% visited multiple college campuses. Yet, with all of that activity the majority of Text boxstudents developed relationships with just two or three colleges.

The birth of the relationship

Students can clearly recall the circumstances and interactions that led to their feeling of having formed a relationship with their chosen college. “The first time I met my admissions counselor,” several students responded.

Another said, “There was a part of the campus tour when we played games as a group and I felt like I was part of a family.” Yet another student shared, “I began receiving e-mails that were directed to my interests and not just in general for all students being accepted.”

The race isn’t lost by an inch, it’s lost by a mile

The separation between the chosen college and the second choice is wide with regard to six key factors that influence relationship building.

For example, 61% of students indicated that the statement, “Admission reps were sincere and cared” applied to their chosen college but only 25% said it applied to their second choice college. With reference to the statement, “The college understood me” 59% said it applied to their first choice school vs. 22% to their second choice.

By a mile The full report is loaded with insights you can use to improve the interactions and conversations you are having with prospective students today.  (Click here to download a copy of the full report.) 

Interested in knowing what your prospective students are thinking?

Consider jumping on board our recently launched “Hidden Influences: Revealing the unspoken perceptions that prospective students have about your college and why it matters in your ability to grow and control enrollment.”  Co-sponsoring institutions receive a wealth of data and information specific to their college to help plan and execute a more effective enrollment and recruiting plan. They also receive a comprehensive set of tabulations relating to their pool of students, as well comparative data of others in their cohort and other market segments.

“Hidden Influences” is going to dive deeply into uncovering the things students hold back from colleges during the college shopping process and, more importantly, the findings will provide colleges with strategies and methods to uncover hidden influences and deal with them before the student solidifies his or her enrollment decision.

Getting involved in the “Hidden Influences” study is easy, low-cost, and provides valuable deliverables. There is still time for you to get on board and be among a growing list of public and Hidden_Influences_Coverprivate colleges nationwide that will benefit from this information. I encourage you to download a PDF that will give you all the information you need.

For more information or to reserve your participation in this study, contact me at  913) 492-1265, ext. 708 or by email at rmontgomery@longmire-co.com or Bob Longmire at (913) 492-1265, ext. 709, blongmire@longmire-co.com. Colleges are signing up now so we encourage you to contact us soon to confirm your participation. CLICK HERE FOR COMPLETE INFORMATION.

We help colleges with their recruiting efforts every day. If we can help you please call or shoot me an email. Continue the conversation on Twitter @LongmireCo. For more information about Longmire and Company and the tools we have to offer, click here. Be sure to subscribe to Versions of Conversion today so you don’t miss any of this highly-valuable information.

RickMontgomery_100x100Rick Montgomery is as an Enrollment Strategist at Longmire and Company. With over 20 years in higher education marketing, he brings an innovative and dynamic approach to helping colleges and universities meet their enrollment goals. Rick can be reached at 913/492.1265 x.708 or via email at rmontgomery@longmire-co.com.

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Posted in Behavior, Campus Tours, Campus Visits, Closing the Sale, Conversion and Yield, Counselor Training, Organizational development, Research, Worthwhile Reading, Your Value Proposition

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Focus Group Reveals Hidden Influences in College Selection

July 13th, 2016

Our national higher education co-sponsored studies always yield new market intelligence that contribute to a college’s ability to grow and control enrollment. I think our newly-launched study will be the most important one to-date. I’m going to tell you why but first let me state the obvious.

Dean_Libutti_QuotationWe know that prospective students don’t always tell us what they really think. Sometimes they don’t want to be completely honest because they think they’ll hurt our feelings. Or, they really just don’t care that much about us even though they tell us they do.

To explore the roots of this reality Longmire and Company has launched our latest co-sponsored study: “Hidden Influences: Revealing the unspoken perceptions that prospective students have about your college and why it matters in your ability to grow and control enrollment.”

This study is going to dive deeply into uncovering the things students hold back from colleges during the college shopping process and, more importantly, the findings will provide colleges with strategies and methods to uncover hidden influences and deal with them before the student solidifies his or her enrollment decision.

If you’re thinking this looks like an admitted student survey, let me assure you it’s not. This study will delve into the psychology of the decision-making process and it’s going to influence the conversations and communication that colleges will have with prospective students in the future.

So, why am I confident this new study is going to be a groundbreaker?

I got a taste of what we will learn after conducting a series of focus groups with college-bound students who will enroll this fall (we often use qualitative research prior to developing the survey instrument used in the quantitative portion of the study).

The focus groups proved to be particularly eye-opening and enlightening. We explored the facts, emotions, intentions and perceptions that students will and will not share with colleges during the recruiting cycle. We explored why students withhold information and we tested methods by which colleges can draw out and deal with these hidden influences on a student-by-student basis. These are the topics that the Hidden Influences study will explore in-depth.

The focus groups revealed, for example, how students deflect the real reasons for not enrolling by attaching them to issues of high cost or lack of aid offered when, in fact, their enrollment decision was based on something entirely different. In those cases, the unsuspecting college is left to think their tuition and financial aid packages are not competitive when, in fact, it had nothing to do with the student’s final decision.

During our focus group sessions students told us that colleges often overlook or don’t ask the types of questions that will provide a true picture of the student’s interest or attraction to the college. Students also said that colleges may ask a lot of questions but they don’t ask the right questions that will reveal the perceptions that will ultimately impact their enrollment decision. These are among the topics we’ll explore deeply in the study.

The Hidden Influences study will provide co-sponsors with actionable data and insight to help them uncover and manage the perceptions and opinions prospective students have about their Hidden_Influences_Prospectuscollege.

You should consider jumping on board this new study as a co-sponsor. That way, you’ll be able to get data and insight on what students are withholding about your college and, more importantly, learn how you can deal with it in the future.

There is a long list of colleges across the country that regularly participate in Longmire and Company co-sponsored studies. They do so because they gain new insights about their prospective students and they make changes to their recruiting and communications as a result.

Getting involved in the Hidden Influences study is easy, low-cost, and provides valuable deliverables. There is still time for you to get on board and be among a growing list of public and private colleges nationwide that will benefit from this information. I encourage you to download a PDF that will give you all the information you need.

For more information or to reserve your participation in this study, contact Rick Montgomery (913) 492-1265, ext. 708 or  by email at rmontgomery@longmire-co.com or me at (913) 492-1265, ext. 709, blongmire@longmire-co.com. Colleges are signing up now so we encourage you to contact us soon if you are thinking about participating. CLICK HERE FOR COMPLETE INFORMATION.

We help colleges with their recruiting efforts every day. If we can help you please call or shoot me an email. Continue the conversation on Twitter @LongmireCo. For more information about Longmire and Company and the tools we have to offer, click here. Be sure to subscribe to Versions of Conversion today so you don’t miss any of this highly-valuable information.

 RHL_Photo_100x100Bob Longmire is President of Longmire and Company, Inc. He is a recognized expert on the topic of how prospective students and parents form their college selection decisions – and how colleges can use that knowledge to grow and control their enrollment. He can be reached at (913) 492-1265, ext 709 or at blongmire@longmire-co.com. Connect with Bob at Linkedin/in/boblongmire.

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Posted in Behavior, Closing the Sale, Conversion and Yield, Counselor Training, Organizational development, Research, Worthwhile Reading, Your Value Proposition

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Use Your Orientation To Build Relationships and Minimize Summer Melt

June 14th, 2016

Over the next couple of months, thousands of eager newly-admitted students will be stepping onto college campuses across the country to participate in that all-important college orientation. iStock_000003607414XSmallYou already know this is an essential step for your incoming class, but for many students college orientation represents even more significance:  It is when and where they will ultimately seal the bond with your school that will ensure they are on campus when school starts.

In our recently released co-sponsored study, “The Relationship Dynamic,” over 12,000 college-bound students opened up to us about the factors that contribute to building a bond with a college that leads to their enrollment. (Click here to download a copy of the full report.) Surprisingly, 21% of college-bound students told us that their Blog Yield Relationship Timelineemotional connection to their college of choice (their feeling of having formed a relationship) did not develop until the summer months of June, July and August. More precisely, many of these students said the bond with their chosen college was triggered by specific experiences and relationships realized during orientation.

Unfortunately, orientation – or any other process we put students through – doesn’t guarantee they’ll show up on the first day of class. The predictor of enrollment is excitement and emotional commitment. Students who don’t feel an emotional attachment to your college are far more likely to melt.

“The Relationship Dynamic” study findings point to specific actions you can take during orientation and beyond to strengthen and maintain the relationships you have worked so hard to build with your admitted students AND create meaningful connections with those students who have yet to bond with your college.

Make this Priority #1

What goals have you established for your orientation program?  Do they read like a laundry list of paperwork, must-do’s, must-know’s and must-see’s?  Instead, your goals and practices should be developed in the context of, “How does this strengthen (or create) the emotional bond each student has with us?”

By its very nature, college orientation is very process-driven: read this, hear this, watch this … Kudos to those admission teams that have created entertaining programs and activities that engage students, foster enthusiasm, and enable the student to feel what it’s like to be a student and a part of a community.

Have you built in opportunities for admitted students to connect with (not simply meet) other newly-admitted and current like-minded students? Are your programs one-size-fits all or are you constantly searching for and testing new and unique ways to engage with students.

Find out if you have “moved the needle”

Orientation affords yet another opportunity to find out if you are changing or enhancing the student’s perception of your institution. Ideally, you have a chance to ask each student personally, “How was your orientation today? Did you meet some great people? Are you starting to feel like a (insert your mascot, school nickname)?” Based on the answers, your follow up might be “Is there anyone you’d like to meet before school starts?” or, “What would make you feel more comfortable or excited about your decision to enroll here?”

Sometimes that highly personalized interaction is simply not practical due to a high volume of students. However, it is still possible to gauge changes in student enthusiasm. Does your college do a post-orientation survey? We highly-recommend this tool to evaluate your level of service delivery during orientation as well as a channel to identify students who aren’t yet emotionally committed to your college. Be specific. “Did your orientation experience make you feel more connected to our college? Are you more or less excited about attending? What can we do to make your transition to our college better?”

You can maximize your orientation events and minimize summer melt by making this your mantra: Every interaction with a student, in any form, should be measured on the basis of, “Does it make our relationship stronger?”

Get On Board with our Next Co-Sponsored Study!

We know that prospective students don’t always tell us what they really think. Sometimes they don’t want to be completely honest about their REAL first-choice college because they think they’ll hurt our feelings. They often say one thing and do another. Why?

Hidden_Influences_ProspectusWe will answer that critical question in our next co-sponsored study, “Hidden Influences: Revealing the unspoken perceptions that prospective students have about your college and why it matters in your ability to grow and control enrollment.” This unprecedented study will break new ground in exploring the hidden perceptions and opinions that influence students in choosing your college or another. Unlike any other higher education research or non-matric studies, “Hidden Influences” will dive deeply into the emotions and perceptions that factor into the college selection process. This study will provide you with actionable information you can use immediately and effectively.

For more information or to reserve your participation in this study, contact me at (913) 492-1265, ext. 708 or by email at rmontgomery@longmire-co.com or Bob Longmire at (913) 492-1265, ext. 709, blongmire@longmire-co.com. Colleges are signing up now so we encourage you to contact us soon if you are thinking about participating. CLICK HERE FOR COMPLETE INFORMATION.

We help colleges with their recruiting efforts every day. If we can help you please call or shoot me an email. Continue the conversation on Twitter @LongmireCo. For more information about Longmire and Company and the tools we have to offer, click here. Be sure to subscribe to Versions of Conversion today so you don’t miss any of this highly-valuable information.

RickMontgomery_100x100Rick Montgomery is as an Enrollment Strategist at Longmire and Company. With over 20 years in higher education marketing, he brings an innovative and dynamic approach to helping colleges and universities meet their enrollment goals. Rick can be reached at 913/492.1265 x.708 or via email at rmontgomery@longmire-co.com.

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Posted in Behavior, Campus Tours, Campus Visits, Closing the Sale, Conversion and Yield, Counselor Training, Customer service, Organizational development, Research

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Hidden Influences: Find out what prospective students are NOT telling you

May 24th, 2016

Get On Board!

We know that prospective students don’t always tell us what they really think. Sometimes they don’t want to be completely honest about their REAL first-choice college because they think they’ll hurt our feelings. They may tell us they had a great campus visit, yet tell their parents on the way home that they’ll never enroll. They often say one thing and do another. Why?

Hidden_Influences_Cover

Unfortunately, their hidden opinions and perceptions hinder our ability to fully understand, communicate with, and ultimately recruit them. In light of this, colleges are asking, “How can we better understand the individuals we’re trying to recruit and uncover the positive and negative perceptions that influence their enrollment decisions?”

We will answer those critical questions in our next co-sponsored study, Hidden Influences: Revealing the unspoken perceptions that prospective students have about your college and why it matters in your ability to grow and control enrollment. This unprecedented study will break new ground in exploring the hidden perceptions and opinions that influence students in choosing your college or another. Unlike any other higher education research or non-matric studies, Hidden Influences will dive deeply into the emotions and perceptions that factor into the college selection process. This study, like our previous co-sponsored studies, will provide you with actionable information you can use immediately and effectively.

We hope you will join a prestigious list of co-sponsoring colleges and universities, large and small, and participate in this study. Co-sponsors find our studies valuable because of the wealth of new insight they gain about their individual pools of prospective students – insight they can use to drive action and change.

Tabulations_ReportAs a co-sponsor you receive a comprehensive set of tabulations relating to your pool of students, as well comparative data of others in your cohort and other market segments. You’ll also receive the national summary report before its widespread release.

In addition, Longmire and Company Enrollment Strategists will prepare and deliver a fully-customized webinar to review your individual findings and offer recommendations for specific actions you can take to improve your communications, conversations and interactions with prospective students. For these webinars co-sponsors often assemble staff from admissions, marketing, financial aid and faculty to benefit from the new perspectives, ideas and actions that these studies yield.

We have been told many times by co-sponsors that the webinar alone is worth the cost!

Webinar_Title_SlideIt can be very expensive for an individual college or university to do the scope of research needed to get the answers and insight we get. But by co-sponsoring with other institutions you get the best of both worlds: Data and insight about your pool of prospective students coupled with a national picture, resulting in a very comprehensive study for a fraction of what it would cost to do it on your own. These studies are affordable at just $2,975 (all inclusive) per institution.

For more information or to reserve your participation in this study, contact Rick Montgomery (913) 492-1265, ext. 708 or  by email at rmontgomery@longmire-co.com or me at (913) 492-1265, ext. 709, blongmire@longmire-co.com. Colleges are signing up now so we encourage you to contact us soon if you are thinking about participating. CLICK HERE FOR COMPLETE INFORMATION.

We help colleges with their recruiting efforts every day. If we can help you please call or shoot me an email. Continue the conversation on Twitter @LongmireCo. For more information about Longmire and Company and the tools we have to offer, click here. Be sure to subscribe to Versions of Conversion today so you don’t miss any of this highly-valuable information.

RHL_Photo_100x100 Bob Longmire is President of Longmire and Company, Inc. He is a recognized expert on the topic of how prospective students and parents form their college selection decisions – and how colleges can use that knowledge to grow and control their enrollment. He can be reached at (913) 492-1265, ext 709 or at blongmire@longmire-co.com. Connect with Bob at Linkedin/in/boblongmire.

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Posted in Behavior, Closing the Sale, Conversion and Yield, Counselor Training, Organizational development, Research, Worthwhile Reading, Your Value Proposition

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