SALES + COMMUNICATIONS
Trevecca University
Industry: Higher Education
Company Size: 200 Employees
Use Case: Cold Calling, Recruiting, Communication
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CASE OVERVIEW
The Challenge:
Trevecca Nazarene University is a private university located in downtown Nashville, Tennessee, dedicated to expanding its undergraduate programs with incoming students. To compete with top local universities like Vanderbilt University, Trevecca needed a unique way to attract potential freshmen.
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Prospective students are looking for a friendly and familiar home, but the university was initially struggling to connect with these students through cold calls. This affects the overall number of applications for admission.
FACING THE CHALLENGE
Follow Up Training Program
The 'Follow Up Training Program' was created and implemented by Alana to help increase online application submissions and campus tours, and in return, expand the undergraduate programs at the university. The Admissions Office Recruitment Team at the university was given the training program that focused on interpersonal communication and following up with leads. Combining Alana's experience in sales and interpersonal communication, this training program was focused on building a strong relationship with a potential student.
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Recruiters will call potential students, follow step-by-step sales training, and follow up with phone calls, personalized marketing letters, and emails. The 'Follow Up Training Program' was created to help push a lead through the sales funnel and into a customer. This was a unique approach to sales with a 'people focused' cold calling experience.
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This Was Done Using:
Cold Calling
Marketing Mailers
The Results:
Trevecca Nazarene University doubled the number of potential students attending tours, attending recruiting events, and submitting applications. Over the course of three years, the university became one of the fastest growing universities in the state of TN.
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