Admission officers have too many things on their plates.

Numerous student inquiries from several different platforms only increase the strain on your staff.

Amidst this, an Education CRM is the best bet to stay organized and efficient. You can automate routine tasks for admission officers, such as:

  • Capture new student inquiries
  • Qualify the best candidates
  • Set tasks for the admissions team
  • Distribute leads based on geography, courses, SAT scores and other factors.
  • Nurture they lead until they convert.

To give you an idea, here are 6 education workflow automation templates you can use right away.

Education Workflow Automation Templates for Your Admissions Team

If you’re spending more than an hour on tasks that software can do in minutes, you need to rethink your process.

Whether it is a simple task like sending a follow-up email or a complex process like automating the entire student journey, opt for solutions that make your life easier.

At the least, you can set up tasks and reminders to reduce your cognitive load. Or automatically update the student record as they move up or down in the admission funnel.

Here are some of the most widely used education workflow automation examples. Feel free to use these templates for your institution. 

1. Nurture prospective students based on call disposition 

Sometimes, your admissions team may reach out to potential students to see if they are interested in enrolling in your institute. Most of them will not enroll after a single phone call. They need to be contacted multiple times and screened to check if they qualify. Manually doing this can be a pain. This enrollment workflow template helps you automate this process.

Student recruitment automation - based on call disposition

2. Automate your entire application cycle

You can start tracking your lead right from the moment he places a course inquiry to enrollment. But, you need to engage them with the right content at the right time for this to happen. The admissions team can also find out if the candidate qualifies for the course he applied for. If he doesn’t qualify, or if the seats are filled, you can suggest an alternate course to them.

 

3. Follow-up after a campus tour is completed

Once a student attends a campus tour, you can follow-up with them to find out if they are interested in accepting the offer. Plus, you can always nurture students who are unresponsive after the tour.

 

4. Capture & nurture students from high school education fairs

You might visit multiple high schools to conduct events or educate them on the facilities and quality of education available in your institute. You can capture student leads & nurture them using emails or text messages.

5. Set up reminders for your admission officers

With the number of leads pouring in, admission officers can sometimes miss out on tasks & follow-ups. You can set up constant reminders to remind them to follow up. If they don’t follow up after constant reminders, you can escalate the issue to the admissions manager as well.

6. Manage your applications from international students

Every higher education institution wants a healthy cultural diversity on the campus. Attract the best international students, and engage them till they finally enroll with automations.

You can use these education workflow automation templates for your institution as well.

However, to do this well, you need a tool that helps you create and implement these automation workflows. That’s where LeadSquared’s Education CRM comes in. It has a drag and drop builder which it makes it easy for you build your recruitment or admissions workflows. And, it is very flexible, giving you multiple options to experiment and test your workflows.

So what are you waiting for? Book a demo and see how easy it is.

One of my colleagues constantly receives those no-value, clueless “just checking-in” kind of messages from a random salesperson he doesn’t even know. Naturally, he never answers them. Instead, he sends them over to our sales team and we discuss the approach was not good.

Do you know what conclusions we always come to?

  • Nobody is willing to waste their time listening to a person they don’t know.
  • No one would be crazy enough to buy a product they don’t even know about.
  • Sales reps are finding it make a sale when they use the same tired techniques that bore their customers to death.

Prospecting tips for moving your leads down the funnel:

What these salespeople have failed to understand is the art and science of lead management.  However, if you want to succeed at turning your leads into warm prospects, then here are some prospecting tips for you.

Establish a connection

prospecting tips - connection

What happens when you meet a person for the first time? A barrage of questions goes through your mind – about their looks, body posture and generally the image they project. You want to determine whether you can trust them. Failure to establish a good rapport means you are not going to listen or open up to them.

The same thing is true for cold market prospecting.

What happens when you pick that phone or fire that email off to your new list? Your recipients will be judging you on a subconscious level. They want to know:

  • Can you be trusted to deliver?
  • Are you an authority in your niche?

The magic formula to your success = trust + authority!

However, you can’t impress a lead you don’t understand. That’s why it pays handsomely to use a powerful lead management system. It will help you track, qualify leads and send them to the team(s) best prepared to handle them at every stage of the sales pipeline.

After fully qualifying the lead, guidelines dictate that you need to educate the lead about your product. Yes, I still advocate that. However, if you want your cold leads to remain interested, find a clever way to completely change how they perceive your product or services.

For example, we all know that junk food is not exactly healthy. But, to sell it to your prospects you need to reassure them that eating junk food can actually have a good effect on their health. If not eaten on a regular basis, junk food can actually give them quick bursts of energy. This will help you perform day to day activities more effectively. But you need to prove this to them without a doubt for them to buy it.

You’ll have successfully created a paradigm shift. That person will trust you more and you’ve likely made a new customer.

Don’t keep talking about your services/products

It can easily bore your prospects. Especially when they don’t even need your products or services. A CEO friend of mine once spoke about how she had received a call from a salesperson for an SEO company in Atlanta. As soon as she picked the call, the man went on a rant about his services and how he could get them high-quality backlinks.

My friend patiently asked him if he had visited their site, to which he said yes. Unfortunately, the company did not sell their products online. The communication ended even before it began. The reason? It wasn’t relevant to them.

Study the leads. You can do a quick Google search for the person or their company.  Invest in a good lead tracking software. For example, you can use your CRM software to search for any recent action they might have performed previously. Make sure you know exactly what the customer needs.

It doesn’t matter how great a product you have built, Customers don’t have time to listen to your ‘what we can do for you narrative’. That’s not going to draw people to you. If you want to grasp your prospects attention, let them know the benefits they get by offering their time to you. Focus on providing value. Be a resource person: that go-to advisor your customers will rush to if they run into a challenge.

Reach out to prospects through social media

prospecting tips - funnel

When done correctly, social media platforms can used a cost-effective way to grow your brand, generate more leads for your business and connect with your current customers. While most decision makers hate responding to cold emails, majority of them don’t shy away from having a conversation on social media.

Besides, advanced targeting allows businesses to focus on highly qualified leads, making social media platforms quite popular for lead generationhttps://www.leadsquared.com/lead-generation-concept/. Using social CRMs will help you discover prospects and leads faster, participate in conversations with the leads and stay tuned to what people are saying about you.

Here is a little homework for you:

Identify LinkedIn groups where most prospects are spending their time. Understand what interest they have in the group, comment on the posts and possibly spark debates and let people discuss.  You can also connect with people on Twitter and engage in discussions based on shared blog posts, interests as well as tweets.

Once you have created enough rapport, you can personalize your email based on what you’ve learned and focusing on their specific pain points. That way you will get them to respond to your emails. For instance, if your prospect is struggling with a problem in their CRM software, you can craft an email around that problem. (see the email below)

prospecting tips - email

Turning cold leads into warm prospects is a journey fraught with a lot of uncertainties. You don’t want to start conversations that never get you anywhere. You don’t want to send emails that end up in the bin. To succeed at getting into people’s nerves,  you need to find a way of creating a good a rapport with the prospects by delivering value in your conversation, being relevant and where possible, implementing a paradigm shift in a way that motivates people to respond.

Have anything more to add? Leave a comment below.

The rapid evolution of the digital world has changed the way B2B marketers think and how they create and launch marketing activities. Marketers have learned to lean more heavily on technological tools. B2B digital marketing has started implementing traditional ‘B2C tactics. This is because they are often easier to measure, more straightforward, and are designed to provoke emotional responses.

For the average traditional B2B marketer, this shift can be overwhelming. B2B marketing in the digital era is so different from what it used to be. It’s almost like learning the whole profession again, from scratch. New measurement methods, endless tools, new ROI metrics, updated ‘tone of voice’ standards, working processes, ways to define goals and KPIs, etc.

To master their profession, B2B marketers need to be constantly updated on new B2B marketing trends, technologies and growth tactics. They also need to be smart and vigilant. They should take a look at what their peers are doing and try to replicate or improvise on them.

via GIPHY

Yes, the life of the B2B marketer isn’t always easy…  

That’s why this post focuses on some of the major changes that have happened in B2B marketing. I have also included some tips for creating winning B2B digital marketing campaigns.

B2B Marketing is becoming much more measurable

Nowadays, your prospects rely on digital channels to do their research for new services and products. A study reveals that 53% of B2B prospects say that social media played a role in their buying decision.

B2B digital marketing - measure

As a B2B marketer, you need to collect and analyze data from websites, emails, social media and mobile applications. You can use these findings to build a comprehensive and data-driven marketing strategy. If you do this well, it can give you an astounding average ROI of 224%.

B2B marketers need to play a larger role in nurturing leads

Earlier, B2B leads were passed on to the sales team, before even 73% of them were sales-ready. But now, you can take advantage of digital marketing tactics like social media, content marketing and more. You can get a full customer lifecycle view and nurture them accordingly.

B2B digital marketing - lead nurturing

88% of B2B marketers use content marketing to produce superior marketing materials. They carefully craft ‘content hooks’ for the different lead generation and nurturing channels (newsletters, emails, paid campaigns, landing pages, etc.). Having content coupled with your data-driven strategy will allow you to nurture your leads to make purchases faster. This way your sales team will have no complaints.

B2B marketers need to start using MarTech more

In 2017, over 5000 companies have attributed their efficiency to MarTech (marketing technology). There are many tools available in the market for B2B marketers. These tools help you optimize performance and make personal connections with your target audience.

B2B digital marketing - marketing automation

I personally use MarTech tools to enhance my marketing activities. They help me perform efficient and smart marketing operations for the companies I work with. And, in most cases, the ROI speaks volumes.

Best practices for a B2B digital marketing strategy:

Now that you are up to date on B2B digital marketing trends, here are seven best practices you should know about.

1. Make sure you always know who your target audience is

Sometimes, marketers have a false impression that they know their customers well. For example, the people who do the research on behalf of decision makers are usually millennials. That would be men and women between 18-34 years of age. These millennials are a largely online generation. So, instead of thinking in terms of the decision makers, you should think of the researchers. include a strong digital presence and an optimized tone of voice in your B2B marketing strategy.

2. Increase the frequency of your KPI reviews

You must constantly re-evaluate your existing KPIs to determine how they can affect your overall business marketing goals. Set goals such as lead generation, nurturing, sales and client retention. You can then measure them according to objective measures of success, including website traffic rates, conversion rates, and signed subscriptions.

3. Don’t neglect your brand

B2B prospects are much more likely to show interest in a brand they are somehow familiar with. Therefore, B2B marketers need to make their presence prominent. For instance, keep making noise in online communities, like Reddit, Quora, LinkedIn, Facebook and more. Your activity on these social channels will up your product or service’s chance of standing out and being selected by a company.

(Editor’s note: Learn more about social media marketing)

4. Leverage your data

Data should be a key source of valuable insights. Yet many B2B marketers are still not making the best use of the data available to them. You need to determine what you want to measure and find out if and how you can make it possible. If properly harnessed, this gift can lead to a potential 224% growth in ROI.

5. Experiment with new marketing technologies and strategies

B2B marketers should try out new tactics and strategies that match the unique characteristics of their product or service. Using an all-in-one marketing automation system that includes multiple widgets and integrations may help run multiple tests. For instance, an automation system that includes a CRM and additional sales tools is a sure way to align sales and marketing and make all communications seamless.

6. Mobile marketing must be prioritized

Over 42% of B2B prospects use a mobile device at some point during their mobile journey. Some later head over to your desktop before contacting the company. But, you should ensure that your website, landing pages, social pages and any other digital footprint must be mobile-friendly. But you don’t stop at just that. You must embrace the mobile-first approach and treat mobile as your main digital channel.

7. Explore alternate content formats

Infographics, guides, whitepapers, and videos should be used smartly across the funnel. You can create backlinks and give your target B2B researchers and decision makers the feeling that you and your product/service are everywhere. SEO should be used in conjunction with your branded content strategy. Focus on quality and you will attain the variety, frequency and digital presence to thrive.

To master content marketing, visit our full content marketing methodology guide.

Bottom Line

Slowly but steadily, the digital and MatTech era has conquered B2B marketing. Like it or not, industry standards have changed accordingly. 

B2B marketers are expected to follow a comprehensive data-driven approach, to understand both branding and performance, become fully synchronized with the sales team and run reliable tests with multiple tools and technologies. Well, B2B marketing isn’t easy, but it sure is more exciting today than ever before.

If you would like to add something about this topic, let me know in the comments below.

Ranked no 5 fastest growing tech company

We attribute our 523 Percent Revenue Growth to consistently meeting the need for a marketing and sales execution platform across various industry verticals

On Wednesday Nov 6th, 2017, The Deloitte Technology Fast50 India 2017 awards, organized by Deloitte recognized us, LeadSquared, as the 5th fastest growing technology firm in India. The rankings of 50 fast growing technology companies are awarded based on percentage revenue growth over three years. Our business has grown 523 percent during this period.

Nilesh Patel, our CEO credits the steady growth to a consistent and ever-evolving need for a simple yet powerful marketing and sales execution solution, and the whole team’s focus on customer experience. “The automation market has evolved drastically,” he notes. “Modern marketing and sales teams now need a solution that goes beyond just automating their tasks. They want intelligent suggestions from their system about what to do next. We successfully cater to that requirement, and so, are seeing broad-based traction across industry verticals.”

About the award he said, “We are thrilled to be recognized by the Deloitte Fast50 awards for the third time. It’s very encouraging. This is a big recognition and acceptance of the approach LeadSquared has taken to solve marketing and sales challenges for our customers.”

A few of our customers were also recognized in the Deloitte Fast50 awards 2017 – we extend our hearty congratulations to them for the award!

“Making the Deloitte Technology Fast50 is commendable in today’s highly competitive technology industry,” said Rajiv Sundar, Partner, Deloitte India. “We congratulate LeadSquared on being one of the 50 fastest growing technology companies in the region.”

LeadSquared previously ranked no. 26 on 2016 Deloitte Technology Fast50. Earlier, we were recognized as among the top 50. From just being one among the 50, to being the 5th, we have come a long way in three short years. It could not have been possible without such happy customers and an enthusiastic work force. We would like to you thank you all for making it possible!

About Deloitte Technology Fast50 India Program

The Technology Fast50 India program, which was launched in 2005, is conducted by Deloitte Touche Tohmatsu India LLP (DTTILLP), and is part of a truly integrated Asia Pacific program recognizing the India’s fastest growing and most dynamic technology businesses (public and private) and includes all areas of technology – from internet to biotechnology, from medical and scientific to computers/hardware.

The program recognizes the fastest growing technology companies in India based on their percentage revenue growth over the past three financial years.

Universities and other higher education institutions today have the daunting task of targeting the most connected generation – millennials, and post-millennials. This modern student is savvier, constantly online in one form or other, always restless, and highly skeptical.

This means, the challenge for higher education admissions teams has amplified 10-times over. They still need to select the right students from thousands of applicants every year, but they also have to be constantly in front of these ‘right’ students on the channels of their preference, hold their attention there, and gain their trust.

One thing is clear – higher education institutions need to invest in technology if they want to compete for the attention of the potential student that fulfills their definition of ‘right.’ But, what technology?

ERPs are important for higher education – there is no doubt about that. They increase the campus efficiency and bring down operating costs. Student academic lifecycle management, attendance management, curriculum design, admin, finance and HR functions – every function needs a well-connected ERP.

But, is just an ERP enough?

To attract the modern student, you need to constantly engage and engage right. For this, new-age CRMs with inbuilt tracking and communication features can give a real edge to your marketing & admissions teams.

Therefore, here’s a case for using ERP and CRM together to get the best out of your university’s tech investment. For that, here’s an infographic explaining how are both different, and complementary.

 

ERP VS CRM: How they are different

How they complement each other:

While an ERP performs one essential function, a CRM performs another. The two appear mutually exclusive, they are still complementary software that every university should have. While one would enable you to make admissions easier, the other will enable you to make life on campus easier for your students and for your internal teams as well. You can even continuously pass data from one to another.

What do you think? Let’s talk in the comments.

The holiday season is near and if you’re just planning your holiday email marketing campaign, this means you’re already behind.

It may not sound good. But the truth is the earlier you start planning any of your holiday email marketing campaigns, the better it would be for your business. Most marketers do it almost a month earlier. So when it comes to a New Year’s campaign, the planning usually starts early in November.

Holiday email marketing - cover

Perfect Your Holiday Email Marketing Campaigns:

It doesn’t matter whether you are still planning or are looking for ways to improve your already designed campaign. You can benefit from this article, either way, learning how to make your holiday marketing emails even better.

1. Personalize

Which of these would you choose? An email that looks mass sent. Or one that addresses you by name and is written in a more personal and friendly manner?

Holiday email marketing - personalize

For your audience the answer is quite obvious: according to CampaignMonitor’s research, emails with personalized subject lines are 26% more likely to be opened. This doesn’t necessarily mean that you need to address people by their names in the subject line (though this will definitely work). Sometimes, even using words like “Thank you” or “Is something wrong?” can attract the attention of your audience.

Moreover, being grateful is always a good thing. So even if you’re not going to use «thank you» in the subject line, still try expressing your gratitude to your customers for staying with you all this time. It’s what your audience needs to hear from time to time, especially during the holidays.

Another thing that is especially important to remember during the holiday season is that your audience consists of people of different beliefs. Therefore, it’s crucial to invest time into segmenting your email lists – otherwise, you might accidentally offend your Jewish subscribers by congratulating them with Christmas, for example. Religious sentiments can become quite the touchy topic

2. Make them time-relevant

One of the most important things about writing holiday email marketing campaigns is that you have to keep them season-oriented as well as holiday-oriented. For example, if you mention «New Year’s Gift Ideas» in the subject line, people will more likely open your email, knowing that you don’t simply offer the discount or sale – you also offer some ideas they can use.

So try to think how you can make all (or at least most of your emails) holiday-tailored. This is always possible.

3. Be careful with the subject lines

According to the research conducted by YesLifecycleMarketing, people like shorter subject lines better than the long ones. However, this doesn’t mean you should stick to short subject lines only if you feel like a longer one would be more appropriate.

(Editor’s note: Here’s how you can increase your email click-through rate)

It’s okay to use long subject lines as well, but you should focus on making them as specific as possible. For example, a subject line that says “How Can You Save $1000 On Online Shopping At Amazon” would look much better and appealing than using the same one, but without a number. When people see specific numbers, dates or terms they become more interested in the subject and are more willing to open your email.

4. Don’t overdo the design

Of course, email template design matters – but only when it’s done properly. When designing a template for a holiday season, try not to overdo with the overall look as well as with visual effects. Keep in mind that most of your audience still open your emails on mobile devices, so there’s a chance they won’t even notice your complex template design – or get frustrated because it takes too long to load.

The template below is really simple and uses holiday colors without going overboard.

 

 

But whether the email would be opened on a laptop or PC, it’s still not a reason to excessively decorate your template. Remember that a design should be minimalistic and shouldn’t distract the readers from your content. So one of the best ways to develop a holiday email marketing template is to use traditional holiday-oriented colors but make it simple at the same time.

5. Keep your past successes and mistakes in mind

If you’ve been doing this for a while, make sure to check the previous year’s data while designing a campaign for this year. This data will allow you to detect emails that performed the best as well as emails that didn’t perform well. Study them carefully and think how you can use this information for your current campaign. Maybe there are some things that worked well previous year and can be added to your emails this year as well? Or maybe it’s time to cut something out because it wasn’t successful before?

6. Remember the basic marketing principles

Holidays are an extremely profitable season and there are some special tips you should keep in mind. But, this doesn’t mean that you need to treat a holiday email marketing campaign differently than any other normal marketing one. Sure, it’s often more massive than an ordinary one, therefore preparing in advance can indeed benefit you. But your basic knowledge and your experience still matter. So while it’s important to add some holiday-oriented features, you shouldn’t forget about the basic principles of email writing.

(Editor’s note: You can also check out this popular article on Email marketing best practices learned after sending over 2 million emails).

Another important thing you should keep in mind is that you can adjust campaign if it isn’t as successful as you had hoped it to be. Moreover, changing it is sometimes the only thing that can help you to get profit from it. So do invest time in developing a holiday email marketing campaign – but at the same time don’t hesitate to change it if something goes wrong.

Happy holidays and happy marketing!