Thursday, November 6, 2008

The Common Mistakes People Do in Getting and Using Education Leads

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There are more and more people who need to be educated. This also means that there is actually a huge market if you want to work with education leads. You will find greater success with college career leads and executive education leads, though, compared to others.

Nevertheless, regardless of what kind of education lead you are working with, you have to ensure that you will find success in it. One of the best ways is to avoid the common mistakes sales agents do when it comes to their leads.

1. You do not know your target market. There is no “one size fits all” when it comes to your education leads. Career college leads have different needs than executive education leads. For one, you cannot expect the former to have the much-needed money to sustain their education on their own, so you may offer an institution or even a loan that they can afford and pay on time. On the other hand, the latter group has already graduated from college and may have even established their names in different fields. Not only will they be looking for schools that will surely help foster their education, but they also have the capacity to pay for their tuition.

Knowing your target market also means profiling your education leads. Those who want to take master’s or even PhD degrees may already be working and thus really don’t have the time to travel or go to school that are miles or kilometers away from their offices or homes. You should also learn to match the interest of your career college leads to the most ideal courses.

2. You are too focused on getting new clients. In truth, there’s nothing really wrong in getting new education leads. The problem is, unless you have been in the business for a very long time, and you’ve already mastered the art and skill of persuasion, you will realize that closing a deal is never easy. Thus, when you have new products or services to offer to your potential customers, you may want to work first with your existing clients. In fact, you will have 80 percent success rate with them, and you will be spending lesser time and effort in promoting your product or service.

3. You just call—that’s it. You have to keep in mind that your college career leads or executive education leads can only get you so far. You have to be willing to walk the extra mile to make these leads work for your company. This also means that you have to spend a considerable amount of time making a follow-up. After all, you really cannot expect your education leads to say yes to your proposal at first call. Asking for feedback or calling again can do wonders, as a lot of them may have already taken time to consider your offer.

4. Offer something really good. No, we are not really talking about your products and services. These are all about making your customers feel greatly rewarded if they are going to get a product or avail of a service for you. For instance, if you are into student loans, you may provide discounts to those who will obtain it in the next 2 weeks. If you’re currently marketing different schools, you may want to send free brochures to your potential customers, so they can take a good look of what every institution can actually offer to them. You should, however, avoid self-serving promotions, such as setting of free appointments or consultation, since you don’t want to place your leads to a compromising position.

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