As marketing experts, our job is to work tirelessly to understand market habits and trends in a way that allows us to effectively position our university’s strengths to align with those very trends; however, we often forget that market research reports and conversion charts are more than just numbers. While these resources are, of course, extremely important facets when making any decisions in our field, too often we forget the humanity behind those very reports and what drives them. Using research from Chet Holmes, esteemed corporate trainer to greats like GNC and Estee Lauder, and his book The Ultimate Sales Machine, here’s what you and your team can do to make sure your messaging has the greatest impact on the right audience.
1: Target More Than Just The Active “Shoppers”
According to Holmes’ extensive research, every program, product, and service has an ideal audience that is broken down into 5 segments.
(source: The Ultimate Sales Machine, Chet Holmes)
The first 3% are students who are active in their pursuit of a higher education degree. The second 7% aren’t as committed as the first 3%, but they’re open to the idea of pushing their career to the next level. The next 30% are people who A) have no idea that they need a higher diploma or B) are unaware your university or degree program exists. This group is your “unconscious” market. Then, there’s the next 30% that knows both that they need a degree to get where they want in their career and that you offer that program, but the need isn’t their top priority. It’s simply something they want “sometime in the future.” And finally, we have the 30% who will just never be interested. Unfortunately, pursuing the final 30% would result in a colossal waste of time and money, but the good news is that the remaining 70% is free game.
SOLUTION: Even though 3% have made it their priority to actively seek out a way to change their lives for the better, every other university is angling to enroll those same students into their program as well. This is precisely why the remaining 67% cannot be neglected, but the challenge will not go without struggle. Awakening the unconscious will take more than a nudge. Mobilizing the aware but uncommitted will take more than a suggestion. Solving this is, of course, much easier said than done, but this article will guide you to find new ways to mobilize your otherwise inactive 67% of potential students to enroll.
2: Hone in on only one Student Profile for each Targeted Campaign
When setting the various targeting parameters for any given ad campaign, you’re usually given a set of checkboxes or drop-down lists. First, they start out fairly generic: location, check; age, check; gender, check. Then, the good stuff: education level, check, check; profession, check, check, check; interests, check, check, check, check, check. The problem with this strategy typically stems from the crippling desire of not wanting to miss a single community that might be interested in your school. What’s worse is that this same strategy is likely forcing your ad copy to fit the needs of a broad set of compiled personalities and interests. Not only does this approach water down the extraordinary features your program has to offer, but it robs the potential student of the intimacy and inspiration they crave to push their career to the next level.
SOLUTION: Strive for intimacy. To achieve this, you need two things. The first is an effective egoic label: a label demonstrates both what a person identifies with and role they serve within that label. For example, the strongest egoic label is “mother.” Not only is it a word that many women intensely identify with, but it also demonstrates their role and function within a family. Egoic labels can come from a number of different categories like vocation (entrepreneur, professional women, doctor), nationality (American, Canadian, Mexican), relationship (mother, married, single), or even ownership (homeowner, dog owner, mac owner), but what’s important is that only one is chosen per campaign.
The second thing you’ll need is your egoic label’s symptom. For example, working mothers who struggle to make ends meet with their hourly job tend to have “symptoms” like the following: not enough time, don’t make enough money, or, the most common symptom of any egoic label, hate their job. You can use simple verbiage that taps directly into these symptoms.
Take Snickers for example. They may not have names on every candy bar, but when you see “Grouchy,” “Feisty,” “Sleepy,” or “Rebellious” written on the wrapper, the candy bar is no longer selling the chocolate inside; it’s selling a cure to the symptom the consumer self-identifies with. By turning Snickers’ “grouchy” into “mom who hates her job,” your marketing will allow your reader to self-select themselves. Rather than tirelessly working to get your prospective students to say “okay, I’ll check out your university,” you’ll have marketing that allows them to opt themselves in by inspiring them to say “this was made for me!” All too often, it’s easy for us as marketing professionals to forget to look beyond the analytic reports and trending topics and see our job for what it is – inspiring and motivating people to better their lives, their jobs, and their happiness with the knowledge and expertise you know your university can provide for them. Which brings me to my next point:
3: Show Your Prospective Students Value Immediately
All too often I see ad campaigns float across my Facebook feed begging their reader to “check them out!” The reality of this rhetoric, however, is that the reader, or a prospective student in this case, has little to no incentive to need what you’re offering. By not presenting an immediate value that your hopeful student can both immediately benefit from and use, a much too large margin of error can occur. Campaigns should never be a space for bragging about how excellent your university is; it should create a space where working professionals can A) recognize that they have a “symptom” that needs to be solved, B) understand clearly the long-term benefits in pursuing your degree program, and C) show them what service or resource they can take advantage of immediately which can change their “maybe later” answer to an outright yes.
SOLUTION: Several simple ways of accomplishing this could be a free consultation from one of your university’s advisors, a free (easy-to-grasp) whitepaper, or perhaps an exclusive free webinar. The point here is that your potential students will see, perhaps unconsciously, that your university is willing to put in as much effort in educating them now as they will be when they’ve enrolled and started classes.
What we, as marketing professionals must remember is that marketing materials aren’t just a compilation of research. It’s a message to an individual that they don’t have to be unhappy with their job, boss, or even their career path all together. We must remember that enrolling a student isn’t just another tally to add to the books, it’s an individual who has committed to creating the change they crave. It’s those 2AM problems that keep us awake at night that should be the forefront of any marketing strategy. If we can recognize these problems and effectively illustrate how we can help solve them with our services, then we’re much more likely to break through the clutter and speak to the audience who wants to listen.
Tami is one of our in-house social media gurus with a passion for content marketing and public relations. After earning her degree in communication and marketing from the University of California, San Diego, her dedication and multi-faceted skillset for creative marketing strategies has led her to become a crucial team member driven to expanding Circa Interactive’s digital marketing value.