Energy Resources. ( B. Pharmacy, 1st Year, Sem-II) Natural Resources
Face the (Country) Music
1. Face the (Country) Music:
Utilizing Connect to Measure ROI
and Stop Wasting your Resources
Marcus Hanscom
Associate Director of Graduate Recruitment and Outreach
University of New Haven
July 17, 2012
2. Agenda
• Introduction
• Assessing where we are
• Building the funnel
• Engaging prospective students
• Measuring ROI
• Q&A / Online Evaluation
3. University of New Haven
• Private, nonprofit university
in West Haven, CT
• 4,600 undergraduate/1,800
graduate students
• Centralized graduate
admissions
• Grad using Connect, AY, VIP
• Client since December 2007
4. Learning Outcome for Today
• We will recruit more efficiently and deliver
higher ROI if we:
– Evaluate our current student base
– Use student information to make educated
decisions on marketing channels and relevant
messaging
– AND track student data throughout the funnel
including activity on our website, social media
5. The “Informed” ROI Process
Assess
Incoming/
Current
Students
Lead
Tracking Generation
Funnel
Management
/Marketing/
Recruitment
8. Your existing funnel
• Assess the demographics of prospective
students
– Geographic Origin?
– Male/Female ratio?
– Previous major?
– Referral Source?
• In an ideal world, assess by program
– Easier for decentralized admissions
9. Assignment #1
• Create a “demographic dashboard”
– Utilize a broad filter for all reports
• Ie. All graduate students for fall 2012
– Potential reports
• International /Domestic Breakdown
• Gender Breakdown
• Applicants by State (Geo-targeting)
• Applicants by Source (ROI)
• Applicants by program
– Use dashboard attribute filtering
10. Dashboard Filtering
• Customize data reporting in real-time
• Helpful attributes:
– Gender
– State (Geographic Origin)
– International/Domestic
– Referral Source
– Status
– Funnel Status
13. How we fix the funnel
• Bulk edit based on current status
– Populate all related options in a separate
attribute: Funnel Status
14. Helpful Bulk Edits
• Funnel Status
• Program name
– Collect concentrations under one title if necessary
• College name
– Filter with related college programs
• Use for dashboard filtering
15. Food for Thought
• Is there a correlation between those that
apply? Enroll?
• Are particular sources more productive?
• Are certain groups benefitting from custom
communication plans? Support?
16. Assignment #2
• Conduct a program demographic assessment
– Age/Gender, state, domestic origin
– Referral Source
– Previous Major
• Filter dashboard by program for data ease
• Present to program faculty
– Engage faculty in process if not already
– Are faculty using Connect on your campus?
– Faculty buy-in is crucial
21. Generating Awareness
• …but this is so 2012
– Directory Sites (Gradschools.com, Petersons.com,
GraduateGuide.com…)
– University Website
– Social Media (Facebook, Twitter, Pinterest, LinkedIn,
FourSquare…)
– Google/search engines
– Blogs
– Virtual Information Sessions/Chats
– Open Houses
23. Lead Sources
• Purchased Lists • Open Houses
• Directory Sites • Webinars/Chats
• Social Media • Word of Mouth
• University Website • Click-thru campaigns
• Search Engines
• Mailings/BRC
(Paid and Organic)
• …and more
• Graduate Fairs/Visits
24. Purchased Lists
• Importing into Connect?
• Critical to prevent purchased leads from
getting into communication plans for true
inquiries
– Unsolicited vs. solicited interest
• What triggers the inquiry?
– VIP pages are a great option
25. Key Questions
• What is the total budget allocated to
generating leads?
• Are lead generation techniques/processes
customized by program?
• What role do faculty members play?
Administrators?
• How do you manage your prospect leads
versus your inquiries?
26. Assignment #3
• Do a lead generation audit
– List all current lead sources and costs
– Identify financial goals: spend more or less?
– Are you doing some things because “that is what we
always do?”
– Just the basics: How many students are applying or
enrolling from each source? (Dashboard)
27. Where are you sending
prospective students?
• Generic page on your site?
• An inquiry form?
• A specific landing page for just the leads from
a particular source?
• A specific inquiry form?
29. Assignment #4
• Set up Unique Source Pages
– Set up landing pages or inquiry forms unique to each
lead source
– Create vanity urls (ie. www.newhaven.edu/nytimes)
for print advertising
– Create pages for your generic lead generation and for
event advertising management
– Pursue potential custom options with Hobsons
30. A Referral Source Policy
• Define your data captures
– Created source, how did you hear?, Referral
Source, Lead source (custom pages)
• Create attributes to centrally collect data
• Identify means of collecting:
– Specific sources
– Broad source categories
31. Bulk Edits
• Move each data set from source attributes
into one attribute (ie. Referral Source)
• Use new attribute to help further “funnel”
sources into broad attribute (Referral Source
Category)
• Use broad attribute to get a pulse on what
channels work or need improvement
33. Referral Source Category Collection
International
GRE Search
Search
Names
Names
International
GMAT Search
Hobsons
Names
Leads
Purchased
Lists
34. Assignment #5
• Create a referral source policy
– How do you accurately report where students
came from?
– Identify how the created source versus a “How did
you hear about us?” question will vary in your
data
• Create one data set/attribute to collect this
data
– Greatly reduces reporting headaches
38. Keys to Success
• Automated Communication Plan
• Relevant Messaging
• Cross-channel messaging with common brand
message
• Regular social media participation
• Personalization whenever and wherever
possible
39. Communication Plan
• Automation = efficiency
– Particularly for small offices
– Does not necessarily mean impersonal
• Integrated marketing opportunities
– Letters, emails, VIP pages
– Phone call management
• Ensure communication consistency to all
audiences
40. Relevant Messaging
• Students want personalization
• Avoid the fluff communications
• Provide program information as soon as
possible
– Preferably through multiple channels – mail,
email, phone
• Clear, succinct, “What’s in it for me?”
communications
Initial Email Communication Interaction Rates
General 4% Program-Specific 20%
41. Tips for Email
• Toss out the “HTML graphic email” is king
mentality
– Keep in mind personalization, smart phones
– Perception of your message
Counselor Email Interaction Rates
HTML 0.25% Plain text 6%
• Send one-time emails to targeted audiences
with program-related news
42. Social Media
• Engaging students on SM means exactly that
– Regular interactions
– Go beyond the “press release” posts
• Remember the audiences for each platform
• Create opportunities to request information,
learn more, “see” your experience
• Hobsons can create interest form for iframes
(Facebook)
43. “You got to know when to hold ‘em, know when to fold ‘em…”
MEASURING AND
UTILIZING RESULTS
44. Measuring Results
• Results in Connect
– Email Results (Open rate, interactions)
Email Interaction Rates
General 4% Program-Specific 20%
– VIP page results
• Source Coding (Referrals)
• Unique Landing Pages w/tracking
• Google Analytics (or other software)
45. VIP results
• 8% of all visitors clicked an “Apply Now” link
• 59% of those completed and submitted an application
• Average visits per user: 5.7
• Average login time: 27 minutes
• 6,245 active visitors in last 12 months
• 1,267 engaged visitors (20%)
46. Google Analytics
• Hobsons can put university code on interest
pages
• Request to have redirect to your site
• Use goal gauges to determine percentage of
traffic completing form
47. Assignment #6
• Become a user on Google Analytics
– Learn how to find your specific site content
– Evaluate metrics as a whole
– No single metric on its own is helpful
• Use metrics to make educated decisions about
page content
– Do you need to adjust content on your admissions
pages? Program pages?
– Would new landing pages help?
48. Tips on Tracking
• Minimize options on how students get to your
website
– Tracking does little good if you have too much to track
• Use vanity URL’s for ease of use or hidden
tracking URL’s
• Use short inquiry forms if directing students there
first
• K.I.S.S.
• All tracking involves a grain of salt
49. Utilizing Results
• Allocation of financial and human resources
• Development of new channels/expansion of
current ones
• Strategic advertising timing
• Strategic planning for links/awareness
• Restructure/rewrite existing content
50. A Starting ROI Argument
• Avg. Rev/Student x # enrolled from source =
Estimated Total Revenue/Source
– Can simplify numbers by funnel status
– Determine the “value” of a given inquiry
or applicant
• Compare revenue to annual spend per source
– Is your return worth the investment?
51. ROI Example
Directory Listing College Fairs
• Avg. Total Revenue/student = $25,000 • Avg. Total Revenue/student =
• Students enrolled = 10 $25,000
• Total revenue from source= $250,000 • Students enrolled = 2
• Annual Directory spend: $32,000 • Total revenue from source=
• ROI: 681% $50,000
• Annual Travel Spend: $30,000
• ROI: 67%
**Remember this is using a gross revenue figure.
52. Assignment #7
• Assign revenue to lead sources and determine
estimated ROI
– Gross revenue is a start
– Determine average revenue/student
• Can be most helpful at program level
– Can compare to other sources by percentage return
on the dollar
53. Assignment Review
1. Create a “Demographic Dashboard”
2. Conduct a program demographic assessment
3. Do a lead generation audit
4. Set up unique source pages
5. Create a referral source policy
6. Become a user on Google Analytics (and use
it)
7. Assign revenue to lead sources for ROI
54. Final Thoughts
• None of this happens overnight
• Need commitment of human (and in some
cases, financial) resources
• Involve faculty if not already doing so
• Be adaptable
55. Marcus Hanscom
MHanscom@newhaven.edu
203.932.7277
Twitter: @MarcusHanscom
Questions?
THANK YOU.