sacac 2013 signed sealed delivered

Sheri SalmonJennifer WatersSydney Hawk

Jeff Kallay

Session BMonday, April 22, 2013

Download Session Slides PDF at www.slideshare.net/targetx

Signed, Sealed, DELIVERED...I’m Yours!

The Importance of Perfecting Your Closer Event

CAMPUS VISITS PROGAMS

Jeff Kallay TargetX

The Importance of Perfecting Your Closer EventI’m Yours!

Signed, Sealed, DELIVERED...

2012 TargetX Xpert Summit

CAMPUS VISITS PROGAMSWorked with campuses!250

Jeff Kallay TargetX

DOES YOUR CAMPUS VISIT CONNECT WITH BEST FIT STUDENTS?

Brands are mirrorsWe based.purchase

upon conforming

self imageJeff Kallay

TargetXThe Importance of Perfecting Your Closer Event

I’m Yours!Signed, Sealed, DELIVERED...

“I visited campus and it felt right!”

Jeff Kallay TargetX

CAMPUS VISITS PROGAMSOur passion to help campus visits be:

AuthenticEngaging

MemorableJeff Kallay

TargetXThe Importance of Perfecting Your Closer Event

I’m Yours!Signed, Sealed, DELIVERED...

CAMPUS VISITS PROGAMSMost influencial information in application process

Arts & Science Group Student Poll

Campus Visit 65%

Parents/Family Members 39%

Current Students/Graduates 33%

Website 26%

Printed Materials 25%

Guidance Counselor 24%

Admissions Staff 24%

Jeff Kallay TargetX

Eduventures survey of 7,867 high school juniors and seniors reprorted in The Chronicle of Higher Education

Use the web most heavily in researching colleges84%

71% Say the campus visit is

the most trusted source of information

Jeff Kallay TargetX

Noel Levitz

Jeff Kallay TargetX

But most college tour scripts are numbingly similar, and information is not really the point. Students and their families are looking for the ineffable moment when, through some alchemy of atmosphere, setting or vibe, they suddenly know this is the place for them.

Read the LA Times ArticleRead the LA Times ArticleRead the LA Times ArticleRead the LA Times Article

Read the LA Times Article

Jeff Kallay TargetX

CAMPUS VISITS PROGAMSHave a full time Campus Visit Director...

And, get them active @ www.civsa.org

Jeff Kallay TargetX

CAMPUS VISITS PROGAMS“It’s all about the experience!

Jeff Kallay TargetX

CAMPUS VISITS PROGAMSIntegration of the Four E’s / Experiences

Absorption

Immersion

Active Participation

Passive Participation

Education

Escape

Entertainment

Esthetic

Strategic Horizons, “The Experience Economy”

Jeff Kallay TargetX

CAMPUS VISITS PROGAMS“I visited and it felt right!” (But it better look good.)

“The study by the Association of Higher Education Facilities Officers sought to determine “the relative importance of an institution’s physical assets on a student’s choice of school,” so they surveyed about 16,000 students from 46 colleges.

More than half the respondents indicated that the “attractiveness of the campus” was essential or very important in their decision where to attend school. Students said that poorly maintained open spaces played a key role. And 50 percent either strongly agreed or agreed with the statement, “When I first saw the campus, I knew this was the right college for me.”

The Impact of Facilities on Recruitment and Retention of Students by David Cain, Ph.D. & Gary L. Reynolds, P.E.

Jeff Kallay TargetX

That Connect with Best Fits Students

Fix your “P” basics!3 Parking

PlumbingPlace

Jeff Kallay TargetX

Fix your “P” basics! ParkingPlumbing

Birmingham-Southern College Office of Admission

CAMPUS VISITS PROGAMS10 Tenets of “Experiences”1. Integrate Four E’s

2.Aesthetics/Esthetics3. Real and Authentic

4. Customization 5. Sensory Engagement

6. Emotional Engagement7. Anchored in Stories (not stats)

8. Signature Moment9. Themes

10. Mix in Memorabilia

Jeff Kallay TargetX

Read the Philadelphia Inquirer Article

Trend we’re noticing: many families are delaying

until after they’ve been

first visit

Jeff Kallay TargetX

accepted.

You are in control when they visit prior to them

but, they are in control when they visit

after you’ve

applying

Jeff Kallay TargetX

acceptedthem.

yield!

Jeff Kallay TargetX

campus visitis now all about

Four year private national liberal arts collegeAffiliated with the United Methodist Church

1250 students on 192 “Hilltop” acresMember of the Colleges That Change Lives

Sheri SalmonBSC

CAMPUS VISITS PROGAMSThree Years Ago - A Public Relations Nightmare

Birmingham News Reported BSC would eliminate 29 facultyand 51 staff positions

BSC would close 5 academic programs

Then President of BSC resigns amidst the crisis and from pressure by faculty, staff and alumni

Decreased applicant pool

Myths about lack of scholarships

Drop in morale

Uncertain future

Lack of leadership

REALLY bad timing

A climate of overwhelming pressure

Huge drop in alumni support

Sheri SalmonBSC

AlabamaWICHE Knocking at the College Door

CAMPUS VISITS PROGAMSHail Mary Spring ’11In the NFL, Eli Manning threw the most recent successful Hail Mary pass in January 2011 to beat the Green Bay Packers.

Senator Chuck Schumer criticized John McCain’s Vice Presidential pick, Sarah Palin, by calling it a Hail Mary pass.

Jennifer WatersBSC

Connect Emotionally to Birmingham

Jennifer WatersBSC

Connect Emotionally to Birmingham

Connect Emotionally to Campus

Jennifer WatersBSC

Connect Emotionally to Faculty and Staff

Jennifer WatersBSC

Connect Emotionally to Current Students

Jennifer WatersBSC

Connect Emotionally to Each Other

Jennifer WatersBSC

Connect Emotionally to Each OtherSee Themselves Graduate from BSC

Jennifer WatersBSC

Sydney HawkBSC

march 6-7, 2011march 4-5, 2012

Connect Emotionally to Each Other

Sunday Check-in

Sydney HawkBSC

Jeff KallayHarvest Temple Christian School

Personalized Welcome

Sydney HawkBSC

Birmingham, Bowling & Bonding

Sydney HawkBSC

Late Night Experience in “The Cafe”

Sydney HawkBSC

Connect Emotionally to Current StudentsOvernight in Freshmen Halls

Sydney HawkBSC

201176 Attend47 Enroll

and Select ‘Southern

201268 Attend45 Enroll

Sydney HawkBSC

201268 Attend

45 Deposit67% Enroll

Sydney HawkBSC

2013“The General”

President Charles “Chuck” C. Krulak

“The General”President Charles “Chuck” C. Krulak

201268 Attend

Sydney HawkBSC

2013“The General”

President Charles “Chuck” C. Krulak

Photo fromThe Chronicle of Higher Education

201268 Attend

Sydney HawkBSC

201268 Attend

Sydney HawkBSC

201268 Attend

Sydney HawkBSC

2013134 AttendOn Goal for

72% to Deposit

201268 Attend

Sydney HawkBSC

2013134 AttendOn Goal for

72% to Deposit

Be Organized Generate Buy-In Close the Deal--Ask! Bring Them In

Jennifer Waters, Director of Admissionjwaters@bsc.edu

Sheri Salmon AVP for Admissionssalmon@bsc.edu

Sydney Hawk Asst Dir of Admissionshawk@bsc.edu

205.226. 4696www.bsc.com

Jeff Kallay VP, Consultingkallay@targetx.com

877.715.7474www.targetx.com

Recruitment TechnologyEnterprise CRM for Recruitment, Retention and Advancement

Jeff Kallay VP, Consultingkallay@targetx.com

877.715.7474www.targetx.comwww.renderexperiences.com

TargetX Campus Visit Consulting is Becoming:

Sheri SalmonJennifer WatersSydney Hawk

Jeff Kallay

sacac 2013 signed sealed delivered

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campusvisits progamsthat

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campusvisits progamsits

retention of students

campus visits

p basics

Education

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