Value Based blog

Creating & Sustaining Prospective Student Interest: The Marketer's Path

[fa icon="calendar'] Sep 15, 2017 8:28:38 AM / by McKayla Phillips posted in Higher Education, Sales, Marketing

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Choosing a 4-year university is a big decision with a lifelong implications.  Add to that the fact that  prospective students are looking at multiple schools, majors and locations to make their college choice and you can understand why the admissions process can be overwhelming for some.  Successful marketing is more than just capturing their attention. It's also about rising above the noise level of the competing messages bombarding them. 

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Admissions & Marketing: Partnering to Achieve Enrollment Goals

[fa icon="calendar'] Aug 16, 2017 3:19:40 PM / by McKayla Phillips posted in Higher Education

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In order to successfully achieve your enrollment goals, your marketing department must work in alignment with other departments within your school, specifically admissions. If the departments are not fully aligned, time and funds can easily be misplaced in pursuit of overlapping programs or misguided goals. When marketing and admissions come together as one, projected results and ROMI (Return on Marketing Investment) can be determined.  This allows leaders to assess the success of  campaign or project on enrollment revenue as well as the individual goals both departments may have had. 

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Sales Is Not A 4-Letter Word (But Maybe It Should Be)

[fa icon="calendar'] Jun 23, 2017 11:25:37 AM / by McKayla Phillips posted in Sales

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Sales tends to get a bit of a bad rap in many circles. Can you blame them? Sales has become nearly synonymous with unwanted noise: from doorbells ringing to cellphones vibrating with calls and message notifications.  Conversations turn ugly fast, with slammed doors and FCC reports highlighting the chasm between what we think our prospects need and what they want.

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[Video] Handling Objections: The Feel, Felt & Found Method

[fa icon="calendar'] Jun 9, 2017 11:50:16 AM / by Jim Allen posted in Higher Education, Sales

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Responding to objections has long been a focus of sales training courses. In my experience, many approaches to the subject have been negative or, at best, cautionary. I see objections as opportunities for an Admissions Counselor to represent more value for their school, and not as an obstacle to avoid or be anxious about. Like school exams, when I studied and was prepared to take a test, my attitude was "bring it on!" I think our feeling towards objections that we receive about attending our school should be the same.

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[Free Webinar] Settling the Debate on College Marketing

[fa icon="calendar'] May 31, 2017 12:00:00 PM / by Jim Allen posted in Higher Education, Marketing, Webinar

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Our newest upcoming webinar is titled: Settling the Debate on College Marketing: Why Centralized Marketing Under the Chief Enrollment Officer Increases Enrollments. Rob Westervelt, Vice President of Enrollment and Marketing at George Fox University will be the featured speaker. Under his leadership George Fox has recorded 4 consecutive record Freshman classes since 2013.

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The Missing Step in Win/Loss Analysis and Planning

[fa icon="calendar'] May 19, 2017 4:14:52 PM / by Vance Pascua posted in 4P's, Sales, Marketing

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      May 1 analysis can be celebratory for many, but over the past decade or so it's also become the time to ask hard questions around the million-dollar question, “What do we do now?” Or, more accurately, “What are you going to do, now, VPE/DofA, for next Fall (or else…)?!” 

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A Value-Based Approach to Aligning Your Sales & Marketing Departments

[fa icon="calendar'] May 3, 2017 1:33:47 PM / by McKayla Phillips posted in Sales, Marketing

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     The great divide between Sales and Marketing departments is legendary and, it often seems, unbridgeable. Research indicates that around 87% of the terms Sales and Marketing personnel use to describe each other are negative. The consequences this division has for your organization is nearly immeasurable. Much is at stake, including hard costs (sales and revenue growth, expense control and margins) and soft costs (personal grudges, turf battles, posturing and politics). 

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5 Takeaways From the #MKTGnation 2017 Summit

[fa icon="calendar'] Apr 27, 2017 2:41:58 PM / by McKayla Phillips posted in Healthcare, Software/Services and Information Technology, Higher Education, Marketing, MKTGNATION

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It's that time of year again, and if you're an avid social media user, you've probably spent the last few days with your feed full of #mktgnation and #engagementeconomy. The Marketing Nation Summit, one of the biggest events in the world of digital marketing, was held at the Moscone Center in San Francisco earlier this week.

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4 Ways to Handle Objections

[fa icon="calendar'] Apr 12, 2017 1:04:31 PM / by McKayla Phillips posted in Healthcare, Software/Services and Information Technology, Higher Education, Sales

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     Questions, objections, obstacles. Whatever you call them, most sales and admissions personnel try their best to avoid them. Objections can stall a conversation, create interpersonal tension and, in some cases, prevent a deal from closing (or a student from enrolling). However, objections also mean your prospect is listening. They present an opportunity for you to understand their real issues and resolve their most pressing problems. 

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[Free Ebook] Maximizing Your Organization's Potential

[fa icon="calendar'] Mar 31, 2017 3:00:00 PM / by McKayla Phillips posted in Healthcare, Software/Services and Information Technology, Higher Education, Value Based, 4P's, Sales, Marketing

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     At Value Based, we’re focused on maximizing the sales (admissions) and marketing functions of your  enterprise or school.  When both departments work as one, they’re more likely to achieve your revenue or enrollment goals. We've developed a 4-part profile of the individual components of a successful enterprise for your further analysis and development. It’s the optimization and synergy of these "4 P’s" within your departments that will make the difference in allowing you to increase your revenues from tuition or product/service sales.  

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