Even with the exploding growth of smart phones and the
increased use of social media networks like Facebook, higher education
admissions officers are discovering that high quality student prospects still
need more personal one-on-one attention, especially if the college wants to
recruit them successfully.
Paskill Stapleton & Lord, the higher education marketing and enrollment
management firm has witnessed increased interest in sales training for
admissions staff and techniques for more one-on-one recruiting.
“Our SMART (Sales Management and Academic Recruitment Training) workshops have
become more popular among colleges and universities this year than they have in
the past five,” says John Stapleton, principal and Chief Operations Officer for
Paskill Stapleton & Lord. “These colleges have all told us that to increase
their yield in this competitive market, they need their admissions team to know
how to build strong relationships with top prospects.”
For the past 20 years Paskill Stapleton and Lord has been offering its SMART
workshops. Designed for new and experienced admissions staff, this two-day
on-campus training emphasizes a hands-on, how-to sales approach to recruiting
and relationship building.
“In this era of internet communications, it’s actually quite easy to attract
initial attention,” says John. “What’s difficult is making a real and lasting
connection with prospective students. And this is critical because, in the end,
successful recruiting is all about getting one student at a time.”
The SMART workshop covers a number of areas including one-on-one recruiting
skills, telephone skills, team building, territory and time management,
self-motivation, relationship and educational salesmanship.
“What we’ve found over the years is that colleges and universities who focus on
personal sales skills experience higher yields than those that just rely on
their marketing,” says John. “After each SMART workshop the admissions staff
comes away charged and focused, ready for the challenges ahead.”
Many higher education schools schedule their SMART seminars as two-day
retreats.
About Paskill Stapleton & Lord:
Founded in 1986, Paskill Stapleton & Lord is a full service marketing and
consulting firm that specializes in admissions recruitment, development and
marketing for Colleges and Universities. It has offices in Glenside, PA and
Springfield, MA.
Contact:
John Stapleton
Paskill Stapleton & Lord
One Roberts Avenue
Glenside, PA 19038-3497
215-572-7938
