One of the biggest mistakes universities make is promoting their distinctives, thinking that's enough. The problem is many institutions promote the same distinctives. If it's cross-app schools promoting the same ones as your institution, you won't be seen as different or memorable. Additionally it gives those at your institution that voice the distinctives a false sense of confidence.

Another form of differentiator can actually be a distinctive that is expressed or delivered different or "better" than how another institution does.

In short, a differentiator is something that is completely unique about your institution that no other institution offers or a differentiator can begin as a distinctive but your institution finds a way to offer, deliver, or execute it better than others.

Broadcasting or promoting the same distinctives as cross-app schools can work against a university's efforts to differentiate their school brand. Why be a lemon in a bin full of lemons? To appeal to students in a competitive market, stand out from the crowd.

Many universities promote their acclaimed programs, small class sizes, and beautiful campuses but successful enrollment teams know and can confidently share what makes their university truly different. This doesn’t mean that these aren't valuable or that a university shouldn’t pride itself on these qualities. However, to stand out in a market full of similar noise, say less but mean more. Find a way to focus on what is truly unique and unparalleled then dive into the why and how of the differentiator as it will help counselors communicate the value(s) of the university's brand as well as present authentic, relatable examples.  

Which brings us to the next point: back up those differentiators with authentic, relatable examples. Consider George Fox University: they found distinct and unparalleled value in their “Be Known” promise that students are known academically, spiritually, and personally at their small Christian university. They then took this and backed it up with their heightened dedication to campus visits because the “Be Known” promise can then be felt and seen by a prospective student and their constituents. (For the full story, click here.)

To help discover and articulate disctinctives, start with these questions: What are we doing right? What do students say?  We've developed an eBook to help colleges and universities work through these and other helpful questions in this process:

Lastly, don't forget to research cross-app schools. What are they saying? What's their brand promise? Once the differentiators are isolated, then weave them into the institution's value proposition and associated messaging (more on this, click here).

To build this into the cross-university culture, leaders should continually reward and reinforce (with living examples) any and all behaviors that deliver on the university's brand promise. For more information on how to build a successful enrollment team that delivers confidently, read Vance Pascua's blog on the topic, here.