Lead Engagement

Goal

Increase 2-way conversion rate (enrollments) through robust conversations and engagements with prospective students via phone (inbound & outbound), chat, SMS, and email.

Metrics

• > 50% 2-way connection rate

• # of two-way connections varies based on seasonality but averages X connections per month per rep

• > 30% of total company enrollments - 2-way CVR

Our Consultative Sales Approach

1. Research: learn and study the prospective student lead through their Zoho profile (target school, time zone, degree interest, lead source type, etc)

2. Ask: Ask open-ended questions to learn more about their education goals, budget, work/life challenges and study plan

3. Listen: Actively listen - focus on the lead talking and be ready to respond and repeat what was said

4. Teach: As you actively listen, look for opportunities to teach. Help your lead build a plan and overcome their challenges to get to their goal (graduation, pre-reqs, work advancement, etc).

5. Qualify: Determine whether the lead is the right fit (qualified) for SL or not. Do not continue to close on leads that are not a good fit.

6. Close: Work with the qualified leads to map out a timeline to get them enrolled in SL courses. If pushback or apprehension occurs try to dig into what the reason is and the potential consequences for not completing their general ed courses