Campus Tours

1. Campus Tours The Ultimate Selling Point

2. Presented By: Thomas Bednar Admissions Representative Limestone College

4. Limestone College

5. First Impressions • Helpful informative college administrators • Where's the passion? • If you don’t have it someone else will! • Can I make this my home? • Am I comfortable? • Do I belong here? • Will my son/daughter be safe? • Be specific • Does this institution provide value • This is key in today’s environment

6. Tour Experience Positive Negative • A positive connection to the College/University • “I can see myself attending here” • The picture has been painted • A feeling of belonging • Turn the bricks and mortar into a home • Builds trust amongst the prospect • No hesitation to contact • No problem staying in touch • No passion developed • Severed Connection • No comfort developed • “I can’t see myself at this place!” • No value added • Not worth the price • Not worth the investment

7. Training • Develop a great tour guide team • Actively seek a knowledgeable, positive staff • Show new employees a proper tour • Stress the importance of a great tour to each member • Leverage the passion • Good with both parents and students • Make prospects want to stay in touch • Develop a written base-line script • Be able to adjust on a tour by tour basis • Individual customized tour • Remember personalization is our advantage

8. Training • Develop knowledgeable tour members • Ready to answer FAQs • Ready to answer tough questions • Willingness to find the answer if unsure • Ability to follow up • Can help identify prospect’s decision makers • Mother • Father • Student • Other

9. Training (cont…) • Identify what makes your institution unique • These should be stressed • This will stand out in a prospect • Conversations • Always allow prospect to talk • Ask open ended questions • Toe the line between helpful and annoyance • Develop contacts in every department • People that will follow up • Coaches • Teachers • Administrators • “All hands on deck” • Its everyone's job to help recruitment

10. Campus Tours • Strategy Breakdown • Pre-Tour • Tour • Post Tour

11. Pre Tour • Collect information on student • What is the student interested in? • How can you help the process? • How can your institution fill the need? • Develop contacts to help • Provide contact information to prospect • Major • Extracurricular activities • Push the funnel • Inquiries to applicants • Applicants to accepted students

12. Pre-Tour Strategies • Provide multiple avenues for tour scheduling • Online form • Clear contact information • Flexibility • Make the student/family feel welcomed • Thanks for deciding to visit • You are making the right choice • Thank you for your time • This is a place that will take care of you • Customer appreciation

13. Pre-Tour Strategies (cont…) • Follow up prior to tour date • Provide clear directions • To institution • Meeting • Think accommodations • Hotels • Fun activities • Great local food

14. Tour Strategies (cont…) • Constant engagement • This is key • No “dead time” • Constant reminder of value • Services provided • Success stories • Student services

15. Tour Strategies (cont…) • Spread time equally • Mom • Dad • Student • Each individual family • Learn to remember names • Address everyone by name • Personalization • This skill is critical

16. Tour Strategies (cont…) • Strike the balance • Formal • Good information • Institution of higher learning • Outcomes based • Informal • Fun • Exciting • Develops connection • Great ice breakers

17. Tour Strategies (cont…) • Find ways to incorporate personal experience • Get on the prospects level • How can you relate? • Show the prospect their new home • Academic Buildings • This is were all of your majors take classes • Athletic Fields • Your college career starts here

18. Tour Strategies (cont…) • Learn to break the ice • This skill is paramount • Find out what the student really wants • “I can relate to this individual” • “I feel comfortable here” • Love your job • Parents/students know the difference • If your not passionate it will show

19. Tour Strategies (cont…) • Have a strong conclusion • Push the funnel • Application • Acceptance • Deposit • Follow up with unanswered questions • Provide any contact information • Make prospect comfortable to follow-up • Collect/enter notes • Unique prospect traits

20. What’s Important? Parents Students • Safety • Quality of education • Support systems • Health care • Campus mail • Student services • Tutoring • Job preparation • Graduate school preparation • Food • Dorm room • Activities center • Fun • Belonging • Well being • Personal growth

21. Post-Tour Strategies • Follow up 1-2 weeks after tour • Thank prospect for visiting • Any further questions? • Would you like a follow up visit? • Are we on your short list? • What other schools have you visited? • How do we compare? • Remember to talk value

22. Post Tour Strategies (cont…) • Phone conversations are preferable • Again we are selling personalization • Show appreciation • Show your value to prospect • I can get it done • How can I serve you further? • We want you here! • Push the funnel • Are you comfortable to deposit? • Can you turn in your documents? • Would you like to apply?

23. Keys to Campus Tours • Passion • Integrity • Constant connection • Adaptability • Personal touch • Be a great resource • Be genuine!

24. Discussion • Questions • Comments • What are some other successful strategies?