When did you last talk to one of your adult students?

When did you last talk to one of your adult students?

This is an interesting question that often goes unanswered. Why? Most of us are sitting in our offices, toiling away at each daily project given to us by our boss, a department head or some other project that is critical for our institution's success. We know there are adult education classes on campus (or on a nearby campus) and we know that there are students in those classes (after all, we in Marketing were instrumental in getting them there) yet, we rarely if EVER go talk to them! The excuses are many. "These are night classes, I have to be somewhere." or "What can they tell me? What would I ask them?" or maybe "I don't get paid any extra to stay late and track down these classes, talk to the professor, get permission to talk to a few of the students either before or after class, what a hassle!"

Well, let me tell you, you are missing a fabulous opportunity for some primary market research. Research that will answer any of the following questions:

·         Why did you decide to get your degree from XYZ University?

·         Was cost an issue to you?

·         Who influenced you in your decision to attend our school?

·         Have you had a good experience while attending classes here?

·         What were your expectations when you first started and what are they today?

·         Is there anything specific that you can tell me that made our institution stand out in your mind when looking for a (degree completion, advanced degree) program?

Imagine what you could do with all of that information! Say a majority of the students reference location as a key motivator. If there are a few students who have that point of view, I guarantee there are others who have the same issue. What if they say "fear" was a roadblock to going back to school. Fear of failing. Fear that they will be the oldest person in the class. Fear of not having enough time for work, class, family and hobbies. Ask them how they conquered their fear. Learn from them.

As with direct marketing, each mailing is a new test. What are you testing? If you don't know the answers to the above questions (and those are the tip of the iceberg) you have NO idea how to market your institution. Ask, learn, grow, test new ideas. That's what direct marketing is all about. The ability to test new ideas, new thoughts, new markets. But without a sound basis for the testing you're just wasting dollars and time.

Focus on learning as much as you can about your audience, not only demographically but also psychographically. Get out of your office. Walk around campus, set up a routine EACH semester to visit at least three different adult education classes and talk to the students. If you feel up to it and have the budget (ok, stop laughing now) invite a class to dinner on marketing. A small investment in a few meals will reap huge rewards with marketing success.

Contact David@marketmappingplus.com for more information on how to identify and reach your target markets.

Quantity or Quality? Do e-mail campaigns have to be large to be effective?

I have been conducting a number of e-mail campaigns lately and have uncovered some interesting facts. More is not necessarily better. Many campaigns have been running in the 100,000+ e-mails sent range, with about a 28% open rate and 1,300 click throughs. Yet, two recent campaigns were under 50,000 emails (one was under 6,000) and they acheived 1,560 click throughs (on 50,000 sent) and the other 1,200 click throughs (on 5,890 sent). Other campaigns with 180,000 e-mails sent got about the same number of click throughs.

In analyzing the difference between the large versus small campaigns the results can be explained in one way. Targeting! Both of the small mailings were for very targeted programs in a VERY specific geographic area. The name recognition of the school, combined with simple, uncomplicated design and copy allowed the recipient to:

1) Identify quickly that this was an institution with name recognition
2) Was in their target area of interests.
3) Was worth looking into more deeply for more information.

Each of these programs, received 100% of their click throughs for follow up. I will be checking with my clients to see what their conversion rate may be. However, in the meantime, e-mail marketing can deliver large numbers of prospects to your door. People waiting to complete their degree, or advance their degree. Will you get them to attend YOUR school? Or will another school win their business?

For more information, contact:
David Fant
Market Mapping plus LLC
616-956-7129
david@marketmappingplus.com