Sender’s Remorse: How to Recover When Student Messaging Goes to the Wrong Audience

Category: Enrollment Marketing

  • Sender’s Remorse: How to Recover When Student Messaging Goes to the Wrong Audience

    Sender’s Remorse: How to Recover When Student Messaging Goes to the Wrong Audience

    If you have been in marketing and communications long enough, you have undoubtedly sent a beautifully crafted message to the wrong audience.

    Colleges and universities across the U.S. have experienced it at some time with email or text messaging. Some of these epic events make the headlines in higher ed articles; you hope yours does not.

    What do you do when sender’s remorse strikes after you launch a mass message? First, take a deep breath. You can often recover with some grace by using humor in the situation. Then, find someone to help you—a strategy partner or peer who understands the issue and can help brainstorm how to rectify the situation.

    In times like this, our brains can go into flight or fight mode, and our brain’s rational, problem-solving part leaves the room. But at the end of the day, it isn’t the mistake that defines you—it is how you handle making it right.

    That’s a big ask, and you’ll likely benefit from having a “buddy” to help put a plan together.

    Don’t Do It Alone

    Determine the gravity of the situation—some send mistakes are simply not that bad, no matter how awful you feel in the moment.

    For instance, if a recruitment email designed for juniors in high school is sent to seniors, the recovery is quick. But let’s say you sent an email notifying a group of students that they are on academic probation – but they really aren’t. Now what?

    This happened once to one of my teammates. She came to my office, proverbial tail between her legs. As the story rolled out, I shared my first observation, “Aren’t you glad you didn’t admit them when they should have been denied admission?” My deflated team member felt a little better when she realized it could have been much worse. Then I gave her the next steps: alerting the affected department.

    Communicate with the Affected Department

    When an unfortunate send occurs, you must tell the departments affected, since incoming messages about the mistake will undoubtedly start right away. In this case, it was the registrar’s office that would see the outcomes.

    Students, and potentially parents, will start calling, caught off guard by the message, wondering why they are on academic probation. The registrar’s office will not understand why such a message was sent to the student and will have to backtrack and confirm the academic standing of every student who calls.

    By getting in front of the rising wave, the affected office can head off confused and upset students and parents with grace. This also buys you time to start the repair work for the message sent. Involving the affected departments can create an alliance with them. By sharing what has happened and how you plan to repair it, the office can provide some insight and potential solutions.

    Providing a transparent approach helps build trust and keeps them on your team. This gives the department the ability to inform the students who call that they will soon get a message regarding the wrong sent message. It may be the hardest thing you have done in a long time. but it will buy you all kinds of trust for future issues.

    Follow Up and Be Authentic

    Once the department is in the loop, start to craft a follow-up message. Voice and tone are important for this message, as is staying humble and authentic. We all make mistakes and remaining professional is key. Keep to the point. As you do when crafting an effective communication plan, do not split the point or CTA in the message.

    Include a contact person in the message who the student can call for clarification. Do not assume the student has opened both emails; they may read your second corrective email and be equally confused. Make sure your buddy or someone in the office reads and proofs your message before sending. Remember, emotions are running high for you; it is better to have someone else who is not as close to the issue read the message before sending.

    Maintain a Sense of Humor

    Once, when I was sending communications from a spreadsheet, I sent the right message to the right audience. But inadvertently, I shifted rows on my spreadsheet and lined up parents to another student listed. The result provided an email to parents about steps toward their student going to college—for other people’s children.

    The message did not directly affect another department (thank goodness), but I needed to correct my mistake. I quickly wrote a second email explaining my error and apologized for adding another child to their household. The responses from parents helped lift my spirits in a rather humbling experience. One dad jokingly replied that he had twins and really didn’t think he needed another child in the house!

    When working through what kind of voice to carry for the follow-up, consider the recipients’ feelings after the erroneous message. An incorrect notice about academic probation can create high stress, so humor might not fit well in that corrective email. It is better to keep it simple, apologize, and include an explanation of what the email should have said or was simply sent in error.

    Using a sense of humor in messages is not always the best solution. However, don’t rule it out in the beginning, and see if there is a way to weave a bit of lightheartedness into your corrective messaging.

    Who Else Needs to Know?

    Realizing the wrong message is sent is a humbling experience on its own. Having to share with someone else, let alone your boss, is downright disheartening. Regardless, it is important that they are made aware of the issue.

    Determining when is the best time to tell them is better left to your work environment and relationship. Choosing not to tell them will probably not fare well in the end, as it will eventually come up in a meeting and they may be caught off guard. No matter how hard it may seem to confess your error, it is better to be upfront and keep them in the loop about what has developed.

    Sharing with your supervisor is an opportunity to come together and collaborate. When you share, come with a plan. Providing solutions and leaving the conversation open for discussion about how to address the issue can lead to natural collaboration. Showing up with a plan also demonstrates your willingness to own the mistake and make it right.

    Maintain Professionalism

    As much as you may want to throw something, scream, and stomp, it is better to do that at home (or at least away from the Zoom camera!). Stick to developing a plan for the best outcome to remain focused on the right decision at each given moment. Keep the right parties included in your plan and use your resources to address issues that arise. Remember, it isn’t the mistake that defines you. It’s how you handle the mistake that will create partnerships for future missteps.

    We’d love to help you develop your strategy, build a communication plan, or optimize your enrollment campaign. Connect with Stamats to learn more about accelerating your enrollment growth.

  • Refining Email Messages for Dual-Enrolled Students

    Refining Email Messages for Dual-Enrolled Students

    The dual-enrolled audience data set is a tripping hazard in higher ed communications. There may be times when it makes sense to send recruitment messages to freshmen or “just starting out” content to juniors who are enrolled in dual credit. And tracking all that data and messaging can get confusing, even with a smart CRM.

    So, how do you decide what to send, to whom, and when? My experience with dual credit and early college credit students runs the gamut from building workflows to marketing for this special subset. So, let’s talk about the elephant in the room: Messaging to dual-enrolled and early college-credit students is unique from all other outreach because they are not really students at your college.

    They’re Not Your Students…Yet

    Dual-enrolled students have not committed to enrolling with you full-time after graduating high school. So, we can’t treat them like they are in our messaging. For instance, I know of one school that decided to auto-admit all students who came in as either an early college credit or dual credit student. That led to confusing communications. Family members started contacting the institution trying to understand what was happening, as they had never applied to the school. Internally, we had to reverse and alter admission records to “clean up” what we had created. This is not uncommon behavior that institutions continue to practice. A current article from The Wall Street Journal touches on “direct admissions.”

    In our customer relationship manager (CRM), we had to create another workflow internally and a complete communication plan for this special group. A special code or attribution for these students is crucial to send clean communication lists. A CRM is helpful for dual credit and early college credit because data points can be set to trigger on each step in the system. Be careful about a student who is considered an active student and an inquiry in the same system, as it can be tricky.

    Include Fresh/Soph Parents in Student Messaging

    Parents or family members often are deeply involved in helping their dual-enrolled student through the process of registering and paying for credits. It is imperative that communications for this audience are shared with the family as well as the student.

    Messages to this audience should be steps-based and centered on how to find information in small bites. Communications to parents and students might include:

    • Free credit offers which are great for families budgeting for college.
    • Stepwise instructions to access the college portal.
    • Special FERPA forms for students to sign that allow parents access to their student account—even for freshman and sophomore students. If you can digitize this process to populate to the student’s record, you are a rockstar.
    • Recruitment material to start the conversation about attending post-high school. Set it up as introducing the student and family members to the school.
    • Meet and greet content: In some cases, the student or family has never heard of your school until the opportunity of dual credit was presented to the student in their high school classroom. Share information about how to find your institution and where it is located.

    Nurture campaigns fit well for dual-enrolled students, and the quantity of messages is important. Sending messages that are relevant to the student and the stage of where they are in school is the key to keeping them engaged. For instance, sending messages about new dual credit opportunities through your institution may encourage them to keep taking classes with your institution—and may help them along the path to eventually enrolling.

    Junior Year is a Dichotomy—Your Messages Should Be, Too

    Communication with high school juniors requires a two-pronged approach. Keep including instructions on how to access the portal—some will have started dual credit in previous years but have forgotten their credentials and the login link. Some will be new to the system and need all the steps for the first time.

    Many dual credit/early college credit juniors are high achievers and are starting to make plans for where they want to go to college. These students may not have set foot on your campus yet, so this is a great opportunity to invite them for a feature event like Preview Day or a personal tour.

    Keep the family members involved with the communications going out to this group. Most likely, these same family members will drive or come along with the student to these events.

    CRM data should have juniors set as an “inquiry.” Inquiries need a more robust communication plan than leads. Get insights on creating audience segments.

    Seniors Are Ready for Special “Apply” Messaging

    Weave these students in with your recruitment communications for juniors. However, the call-to-action (CTA) for seniors should be to apply to your college or university. Include an internal CRM code that allows you to include or exclude this audience in your communication lists. For instance, if this is the group where your school is looking to adopt direct admissions, pull a list to send a special message of congratulations about being admitted.

    Consider sending a message highlighting the cost and time savings in submitting transcripts to your school versus another college or university. From my personal experience as the mom of a senior, this is a royal pain! From my experience, the average cost for submitting is about $10. Multiply that by three schools, and the family has spent $30 moving digital transcripts from one school to another. Take this pain point and make it a benefit statement for your school!

    A Few Closing Thoughts

    Approach communicating with dual-enrolled students as a two-pronged plan:

    • Provide tactical information about how to log in, register, and contact someone for help.
    • Send journey-centric recruitment messaging.

    While honing your messaging for dual-enrolled students and parents takes time and finesse, the return of doing it right will be worth it. Effective marketing is all about meeting people where they are with the answers they need—and with a few strategic adjustments, you can be that standout resource for high school students considering college.

    We’d love to help you develop your strategy, build a communication plan, or optimize your enrollment campaign. Connect with Stamats to learn more about accelerating your enrollment growth.

  • Drinking from a Fire Hose? 5 Tips to Manage Higher Ed Marketing with a Lean Team

    Drinking from a Fire Hose? 5 Tips to Manage Higher Ed Marketing with a Lean Team

    For the decade prior to joining Stamats, I was part of a very slim, hybrid higher ed communications and recruitment team, which was embedded in the admissions department.

    Shortly after joining the team, reality set in how one can drink from a fire hose working in higher ed. As I graduated from one role to another, more responsibilities were added—and then more.

    As someone who had never managed a communication plan, I searched desperately for outlets and resources to learn how to create emails, schedule them, and connect with my audience. At one point, I had a wall full of post-it notes in an attempt to teach myself to segment audiences.

    At the same time, we were launching our first CRM. I was accountable for managing the social media accounts, and we were still trying to connect social to recruitment, marketing, and communications—and paving a lot of new roads.

    As technology continued to grow, I felt like I would never catch up. My beginning encompassed SIS Banner (Ellucian) and spreadsheets that were uploaded into an email system to send.

    Like a fire hydrant that can’t be turned off, the work continued to come but hours were not added to the day. I wrote policy and created new workflows and management for the systems. The ever-imposing question loomed—how does one get the work done?

    • We needed a new person to manage the CRM data
    • We needed someone to run social media
    • We still needed a website manager
    • And we got zero additional budget dollars with which to do it all

    This scene is not unusual in higher ed. As we continue to add, we start looking for snorkel gear to stay afloat. We know we can’t take away from the growing tasks and duties for marketing and communications. So, what’s a marketer to do?

    In retrospect, much of my time in higher ed was spent riding a wave of rapid information download. It was a crazy time. But the information gained from those experiences set me up for my success today and gave me insights to help higher ed marketers like you rise with the tide when you start to feel underwater.

    5 Tips for Finding Resources—and Giving People Chances

    In a world where higher ed enrollment is declining, this is the time to strategize and find the help you need to be a rockstar.

    1. Find yourself first. Establish your position in your department—trying to do it all helps no one. It will create frustrations for you and for the staff looking for your assistance. Create boundaries and work toward a solution to include others. Then you can work toward building successful communication plans.
    2. Customer relationship management. If you already have a CRM, find a great marketing firm to help strategize your communications and organize your emails in the CRM. A great partner can help you create impactful digital ads. If you don’t have a CRM, then find an email platform and get on top of your data. Managing data outside of a system is painful and will lead to disasters, like sending the wrong message to the wrong parent on a recruitment list (yes, I did this once in a previous position). Find someone like me to help organize your data and create a system within the budget.
    3. Social media campaign management. If your college has a student intern for social media, include them in learning how campaigns are created and launched. Don’t give them the keys and turn them loose. While they likely won’t have the expertise to run the campaign solo, adding a student worker can create a win-win environment. I remember a time when our department was asked to lead a marketing effort on campus to help students showcase their work at the end of the year. We were at full capacity, and I knew that if we added another project, stuff would simply start breaking, including my staff’s morale. I already had a student worker in our department, so I assigned the campaign for her to manage. We had weekly check-ins and I shared my collateral on managing campaigns to help get her started. I approved all final products to provide constructive feedback. The faculty involved loved working with a student and giving her a positive experience. She did a great job. It built her resume with practical experience and our department got the job done. In the second year, she took the project and was able to improve on what had been done the previous year.
    4. Google Business Profile optimization. Another example I recently saw is the constant growing points marketing departments need to oversee for risk management. Google Business Profile is one of those examples. I have not taken a poll but would surmise that this is not on the radar for most colleges and universities. Leaving this unchecked puts the institution at risk for someone unaffiliated or unqualified claiming a location. Locations that are never claimed and are a poor representation of the institution affect brand and search engine optimization (SEO). Marketing directors and similar roles may not know much about this lengthy process and its ongoing maintenance. Find someone who can help claim sites. Add expertise to your team to get this done or partner with a service that can meet your budget and adjust to fill your department’s needs.
    5. Partner with an empathetic, actionable firm. I remember there was a time when I was looking for a marketing firm to help our department with social ads and retargeting. When I approached an organization I wanted to try and gave them my small budget, they never returned my calls. I laughed at the time and still to this day; I guess we didn’t fit their budget. Connect with a firm that serves as an extension of your team rather than a receiver of your money. A worthy firm will give you the best value for your budget dollar—even if the approach is a bit different than your original vision.

    Related reading: Program Decision Tree: A Tool to Select the Appropriate Digital Strategy

    Don’t Do This Alone

    As each additional channel and technology are added, your team will need new skill sets, adding a level of expertise for each solution. Skills for managing a website are different than those for managing email, print, or digital ads. It is unreasonable for one person to do it all, or at least do it all well. Trying to cover all areas will lead to mediocre performance and more errors.

    If the marketing budget can allow you to hire another team member, determine your greatest area of long-term need. For big or short-term projects, it is easier and often more cost-effective to hire contractors or a firm to help with the digital piece.

    Digital marketing, whether it is web, social ads, search ads, email, and more, is a growing specialized business. It makes sense to hire outside to add expertise to your marketing team, even when it is a team of one—you. How can I help? If you need communications support (or just want to scream into the void), let’s schedule a time to talk.

  • Communication Timing: Send Students the Right Recruitment Message at the Right Time

    Communication Timing: Send Students the Right Recruitment Message at the Right Time

    The enrollment funnel is a roadmap to understanding what or how to schedule communications. What you send to Leads is generally not appropriate messaging for Applicants, and messages for Applicants aren’t meant for Enrolled Students.

    That makes sense, but higher ed marketers often get stuck on where to start. What are the right messages for each stage? And when should we start sending?

    The answer? It depends on which stage you’re focused on and how your goals align with audience needs.

    Right place, right time, right message. Make sure you focus on the right audience!

    Contemplating College

    Start messaging for this group right now. These folks aren’t in your data set—they’re out there in the ether right now, scrolling the web and pondering their current and future life. They might be thinking:

    • What will I do after high school?
    • I hate my job. Get me out of here.
    • I love my job, but I need a promotion.

    You can reach this audience by creating blog stories, videos, and social posts that answer these questions. Your stories will plant the seed to get Contemplators thinking about making a change. It’s the softest of sells, and when they graduate to the Leads and Prospects stage, your brand will be top-of-mind.

    Leads & Prospects

    Leads are sometimes referred to as prospects—who don’t necessarily know about your institution yet. They should be the largest data set for your communication plan. If it is currently the smallest, this is your sign to spend resources on widening your outreach to the Contemplators and growing your L&P list of students discovering your institution. Get tips on how to set up data sets for recruitment.

    Messages for the L&P group should be about taking them along for a ride. Show them what you have to offer and make them crave engagement with your school. Key topics to hit on at this stage include:

    • Programs you offer
    • Value and cost to attend
    • How to visit campus

    If you want to dabble in some exploratory options and have a killer team, include L&Ps in campus activities, such as sporting events or theatre productions. Is your college hosting a summer camp? Send them an invite. This is a soft approach to get the student on campus and increase familiarity.

    For key messages to current high school seniors or adult learners looking to start college, weaving in the above messaging will increase the urgency to apply. Remind them of key deadlines—such as when to file the FAFSA—to start building a relationship and position your institution as a trustworthy resource for information.

    Inquiry

    When a potential student has reached this level, they know about your school and have raised their hand to engage with you. So, messages for this group are a little more specific. The data sets on these students are more robust than leads. For example, you might have an idea what program they are interested in and may also have their parent or family member contact information.

    Your communication plan for Inquiries should focus on key elements of what a student needs to know to choose your school, such as:

    • Programs you offer
    • Cost of attendance
    • Admission and application steps
    • Whether the school is a good fit
    • Financial aid offerings, such as FAFSA and institutional scholarships
    • How to visit campus

    If a student is a senior in high school, include a link to apply with each message. No one can entirely predict when a student will convert to the next stage, so it’s best to keep that link handy. High-performance students tend to make decisions early in the year. Go ahead and send a mailer in early August to increase awareness of your college or university as a precursor to your digital communications.

    If a student is a junior in high school, be careful about including links to apply. Generally, institutions do not enroll students younger than 17. There are exceptions to the rule, such as accelerated students. And if you think they are in your pool for communications, then it is wise to review your data on their anticipated start year. Messages to this audience should focus on visiting campus and taking them on a journey into the next recruitment year when they can apply. Topics are the same as for seniors but the call-to-action may be different, depending on the message.

    When to include parents or guardians: For Inquiries ages 15-19, include key family members who typically help with college options. Regulations for digital communication such as email or text have parameters about who your school can “talk” with, and including parents early helps with meeting regulations. Positioning yourself as the expert on college admission information builds trust with family members, which can make your school their go-to for resources.

    Applicants

    The applicant pool has three phases to build communication around, each with specific messaging to help coach the applicant along in the process:

    • Not submit
    • File incomplete
    • Decision made

    Not submits need information about completing their application. This is akin to an online retailer saying, “you left something in your cart.” Your messages should prompt the individual to complete and submit their application. These messages usually have a specific link not found on the website for the student to access and complete the application.

    Often institutions do not include this phase in their communications, yet it is a crucial step for students. A client of ours recently discovered that students were struggling to complete a profile that was tied to authentication. By fixing that issue, they could provide a useful link to log in and complete the process. This simple communication can easily increase yield each term.

    File incompletes should receive a confirmation message with crucial next steps after submitting their application. This is an excellent step to include in the admissions checklist as a dynamic webpage or PDF with steps to complete. Each step on the checklist should have a link to click and complete.

    The checklist is a great tool to build emails that are specific to key steps. For instance, if a student needs to submit seventh-semester transcripts, send an email about that step. Include the link to the checklist if they complete this step and are ready for the next one. Send the next message about submitting their medical history and where to submit it, such as the student health center.

    Monitor your communications at this stage and watch the engagement. If certain messages are not opened or clicked, they may need to be reworked, folded into another message, or eliminated.

    Decision made is the final leg of the applicant’s journey. Here, messaging takes another turn and starts talking about steps one must take to be ready for class. This includes messages like:

    • Confirmation of attending
    • Housing registration
    • Reminder about submitting medical history
    • Orientation day
    • Accepting their financial packet
    • How to register for class and meet with their advisor
    • Move-in day
    • Anything that is custom to your school and will help a student be ready to start

    Once a student has completed these steps and made it through the admission process, communication is about reminders and keeping the student engaged. If you use an app, make sure students are receiving messages and engaging with it to get the most recent information.

    Some institutions send acceptance packets. This is a great opportunity to engage the student on social media and invite them to closed groups centered around new students or family members. Use this opportunity to send a poster with a hashtag about starting college and encourage them to post to their favorite social channel to help build organic positive postings on your school’s site.

    Matriculated

    After move-in and the first day of classes, continue the conversation to keep students engaged. General messaging to this audience can include available services, such as student health and tutoring. Send messages, post on social media, and hang flyers on campus about events, clubs, and other activities—don’t let up on the brakes at this stage.

    The percentage of students who do not return after the first term or semester is staggering. Continuing to engage and keep students in the loop about events and activities can help them find their place at your school.

    Continuing to engage with each phase of the enrollment funnel is imperative to your headcount on the first day and the fourth week of school. Schools that become complacent with matriculated students are missing a key opportunity to engage more.

    Review your data. Take inventory of the size of groups and make business decisions accordingly. Find the holes in your communication and provide information in small bites as a potential student moves through the college or university’s recruitment cycles. Then check your engagement rates and adjust the message or plan. Rinse and repeat.

    We’d love to help you develop your strategy, build a communication plan, or optimize your enrollment campaign. Connect with Stamats to learn more about accelerating your enrollment growth.

  • Designing Email Content? Answer These 5 Questions to Start Off Right

    Designing Email Content? Answer These 5 Questions to Start Off Right

    Designing emails is tricky business. Finding the right amount of text and images is an artful practice. Having too little content leaves an email less desirable, whereas too much can overwhelm the reader. This can spawn a reaction from the reader to delete the email before reading the content.

    So how do you design a recruitment email that is beautiful AND functional? Answering these basic questions is a good place to start.

    1. Do you know who your audience is?

    Identifying who you are talking to is the foundation of the message. This helps create a plan of who to talk to and what they need to know based on their knowledge about your institution.

    For instance, applicants go through several communication stages, each requiring unique information and prompts to move to the next stage—they don’t need the same content as a student who hasn’t yet submitted an application. In contrast, a lead may not know your school exists or know very little about it. I think you get the idea.

    Working with clean data is a deal-breaker for sending segmented messaging to the student and their family. To obtain clean data, there must be a plan for ongoing maintenance. To learn more about the importance of clean data and how it should look, make sure to check out my piece on SMS Texting and data.

    2. What is the one thing you want to tell them?

    Sending multiple messages pulls a reader in multiple directions. Keep the message clean and simple. If you need an applicant to complete their application, then keep the message to that call-to-action (CTA). And if possible, do not exceed more than three sentences at the beginning. If you have to share more, break it up with subheadings or white space to help the reader digest the information.

    Once a student completes the application, this triggers the subsequent messaging about submitting final admissions paperwork to complete their file. The other steps you may need a student to complete come later with a carefully curated communication plan.

    After the message is created, create the CTA. This is important because you will want this metric to watch the effectiveness of your email and campaign. Ideally, the CTA is a button included in the email following a quick explanation of why the action is needed. Be careful not to bury the CTA too low in the email content— the reader may miss the CTA simply because they skimmed and moved on.

    Recently I experienced a similar situation when purchasing my child’s school pictures. I navigated through the process, and when I arrived at the transaction, I failed to complete it. I didn’t notice my error until school pictures came and went and the packet we received was basically empty. Upon further investigation and checking to see where my pictures were, I discovered the button to submit the transaction was low on the page and the other information was higher. I grumbled a little for poor design and made sure I selected “submit’” on my second run on the process.

    This is an excellent lesson in making sure that whatever you want the reader to do is visible, front and center.

    3. How many links do I put in an email?

    I recommend that marketers let the message dictate how many links should be included in a given message. For instance, an invitation does not need to include more than a couple of links. A quick link to RSVP after the introduction is all you really want the reader to do.

    If the message is talking about programs at the college, embedding several links in the story can make it more engaging as you explain the great and many options. Variety can help validate what you are telling the reader. Additionally, a content section below the CTA—not burying it—can help upsell your institution with links to the FAFSA and scholarship page.

    4. Picture or no picture?

    Does adding an image help tell the story better? Or does this image help the student see themselves at your college or university? Rely on the tone and theme of the message to make this decision.

    Quick update messages or confirmations to actions—such as a form submission—rarely need an image because adding one won’t enhance this experience. In contrast, if the message is to continue the recruitment and selling of your school, a picture is valuable because it can help demonstrate your value.

    If you use a photo, make sure it is relevant and that it reflects the tone of the story your message is telling. For example, you may have a lovely aerial photo of your campus, but that won’t do much to excite students about getting involved with campus activities. An action photo of students playing pickleball would be a more suitable choice.

    5. Who can the recipient contact for help?

    Sometimes overlooked but crucial to all communications are the required housekeeping items. Make sure you include an opt-out or unsubscribe link. It is the law and an important tool to help clean up your list and send it only to those who want to hear from you. In the end, this helps with metrics by including only the most engaged recipients.

    The second item to include is the contact information for someone on your team who can help. Include an email and/or phone and a description of who they are and how they can help.

    There are many items to consider when creating an email. These are the basics to get started on the road toward successful recruitment messaging.

    We’d love to help you develop your strategy, build a communication plan, or optimize your enrollment campaign. Connect with us to learn more about accelerating your enrollment growth.

  • 3 Steps to Build a Higher Education Communication Plan for Student Recruitment

    3 Steps to Build a Higher Education Communication Plan for Student Recruitment

    Colleges and universities often grapple with planning and executing dynamic recruitment communication plans. The reasons for this may center around the lack of staff and technology resources to launch and maintain the plan. Sometimes it’s due to underestimating the importance of strategically communicating with potential students—or not knowing how or where to start.

    When I started working with communication plans over 10 years ago, there were little to no resources available to extract from and synthesize into something to use. Over time, I learned (sometimes the hard way!) a series of key steps to consider when building a communication plan to reach engaged prospective students, families, and influencers—and ultimately increase matriculation.

    If you run into a snag, please feel free to reach out to me—I am happy to clear up areas that may be particularly tough to navigate. 

    1. Define Your Audience

    In the beginning, it may be difficult to come up with dates. Most key dates are part of the lexicon of higher ed and are second nature to internal business processes. Because of the second nature of a regular cycle of dates, it is difficult to slow processes and identify key items that are highlighted in a communication. Examples of events that you could message may include:

    • High school seniors  
    • High school juniors 
    • High school sophomores 
    • High school freshman
    • Parents/family members of potential students
    • Transfer students
    • Online students
    • Applicants, all phases

    Messages may overlap later in the recruitment cycle, but early contact should ALWAYS stick with one message and CTA and include only information that is timely and relevant for that audience.

    2. Identify Key Dates for Students to Act

    In the beginning, it may be difficult to come up with dates. Most key dates are part of the lexicon of higher ed and are second nature to internal business processes. Because of the second nature of a regular cycle of dates, it is difficult to slow processes and identify key items that are highlighted in a communication. Examples of events that you could message may include:

    • When it is time to apply for FAFSA
    • Foundation scholarships are open to apply
    • College event(s) for students to register and attend
    • High school visit days
    • Financial Aid assistance event
    • Deadline for applications

    And remember to include dates that matter to the applicant pool. Students who have entered the application process are still at a recruitment stage and could benefit from strategic messaging about key application dates. Generally, applicants are found in three phases:

    • Application started, not submit
    • Application submitted, admission file is not complete
    • Admit (admissions file is complete)

    It is not unusual for applicants to apply to multiple schools when choosing a path. Make sure you continue to communicate with and recruit this audience, so you continue to shine and help them find their way to your college.

    Once dates for deadlines and events are cataloged, the next step is to organize messaging to the appropriate audiences with dates to send, including reminder messages that may follow these key dates’ announcements.

    3. Organize Messaging

    As part of this step, you’ll need to decide how many messages and when to start the campaign leading up to the event. Different kinds of events warrant differing lead times. For example, the average Preview Day is usually promoted 60 days prior because of the lead time families need to plan the trip, budget, and take time off work.

    If your school is offering a recruitment event that is longer than a day or half a day, provide a bit of a longer lead time for travel planning. Also, consider the size of the event to host. If the event is sized for 30 students, the lead time can be closer to 60 days.

    Another tip is to pull demographics of the past three years’ worth of events (acknowledging COVID-19 outliers) for distance and learn the average radius from which your school pulls. If driving time averages less than a day, this helps provide insights into the audience’s potential travel plans to attend. If the radius is less than 200 miles, this is considered “in proximity.” And if the draw is more than 250 miles, give extra marketing time to help accommodate travel arrangements.

    In contrast, events needing a longer lead time—such as homecoming, commencement, or multi-day recruitment events—may tax the city or town’s lodging capabilities. So, it is best to give ample time for families to book accommodations. The audience your school is communicating with expands for larger events, too. This means longer lead times for promotion to reach audiences that are farther away.

    I usually use a spreadsheet format to organize my messaging—that way, it’s easy to move from data-segmented campaign contact lists to crafting messages, without having to switch between programs. Each column supplies the header of pertinent information such as the title of the message and important notes to keep in mind when building the communication.

    Examples of headers can include:

    • Timing to send message
    • Title of message
    • Kind of message, e.g., SMS texting, email, social media
    • Audience—to signify subcategories within an audience such as on campus and online
    • Notes about the message

    Messages to consider are all about the students and families:

    • If your school is sending a message about attending an event, keep the message solely about attending that event. Adding more will muddy the message intent, which is to generate attendance.
    • If an email is sent to keep the cost of attendance transparent, make sure the message is about tuition, fees, and other relatable costs to attend. Adding a notice to attend an event, for example, creates a split message that leaves the recipient feeling overwhelmed.

    Carefully consider the audience when crafting messages. Any emails that have a link to apply should never land in the inboxes of juniors in high school. Generally, juniors in high school cannot legally apply to attend college. There are exceptions, but these are rare. If you have a message for all audiences and there is information about applying, clone the email. Then send two emails: one for those who can apply and one that has no reference to applying for younger audiences.

    Once send dates are established, layer in the additional supporting materials to use for communications, such as postcards, texting, and social media.

    Don’t Do This Alone

    These three steps will start you on your way toward a planned and strategic communication plan that will support recruitment and retention efforts. If you have these established and are looking to grow, we’re happy to meet and discuss what your institution wants to achieve. Stamats provide services that are scalable to extend areas where your institution is functioning and supplement where there are opportunities to grow.

    These steps will help with the framework of how to take your recruitment outreach from good to great. A strategic communication plan can increase matriculation and help new students start class with less frustration, thanks to your proverbial trail of key dates in obtaining an education.

    We’d love to help you develop your strategy, build a communication plan, or optimize your enrollment campaign. Connect with Marianne Sipe to learn more about accelerating your enrollment growth.

  • How to Create Customized SMS Text Messaging Campaigns to Increase Enrollment

    How to Create Customized SMS Text Messaging Campaigns to Increase Enrollment

    SMS text marketing is a largely unexplored opportunity for many colleges and universities across the U.S. This common communication tool from our everyday life has room to grow in higher ed recruitment. What is the most effective way to connect (or in some cases, reconnect) with target audiences to increase student enrollment?

    Pima Community College in Arizona made great strides in their enrollment numbers for Fall 2021 by pivoting and sending strategic SMS text marketing reminders to reduce stopouts, which had increased nationally due to the pandemic. The focus audience for the campaign was stopout students.

    In summer 2021, Pima reported an increase in enrollment by 17%, at a time when most colleges and universities in the U.S. were losing students—generating 308 re-enrollees in just five days and earning thousands of dollars in tuition. To date, their two text campaigns have totaled over $531,000 in potential ROI.

    Texting is effective because of the inherited precision for sending a message—particularly shorter messaging, because you must consolidate and get right to the point. The specific audience segmenting that texting requires ensures you are speaking to the right students who need your message most. Everyone is checking their phones constantly, so messages sent via text rise to the top, as opposed to getting lost in a crowded email inbox.

    You can increase enrollment by implementing SMS texting alongside your email marketing strategy. Finding your best audience and getting them to connect with you requires a two-fold approach.

    First, you must focus on defining and refining your data to articulate the exact student segments on whom you want to focus your enrollment efforts. Then, you must write a focused message that resonates with your audience and drives them to action.

    Reach Students Efficiently with a Focused Data Strategy

    Follow these three tips to use data strategically and identify the perfect audience(s) for your messaging:

    1. Collect key data points.

    Long before a single message can be sent, culminate a set of data, and organize it to reach the precise audience, at the right time. The information you compile is only as valuable as the integrity of the data.

    Make sure your data is correct. Spelling errors, outdated information, incomplete fields, duplicated records, etc., can throw off your marketing efforts from the onset by eroding student trust in your carefully curated messaging.

    Review and clean your data periodically, ensuring it is accurate and relevant. To build a strong data foundation, we recommend you collect as many of these data points as possible:

    • First and Last Name
    • Date of Birth: You cannot require this field, but you can always ask.
    • Mailing Address
    • County
    • Cell Phone Number
    • Permission to Text: This is important for SMS campaigns and can be gleaned from a number of forms at the inquiry or application stage. Record the date of their response for further data accuracy.
    • Email
    • Anticipated Start Year and Semester/Term
    • Type of Student: Is this their first year or are they transferring into the school? Are they dual credit?
    • Student Stage: This is important for crafting relevant messaging. Stages include Leads (likely have never heard of your school), Inquiry (submitted a request for the school to send information), or Applicants (either unsubmitted or submitted).
    • Program(s) of Interest
    • Self-reported GPA
    • Data Source: Where did you acquire the information about the potential student?
    • Source Date: This will track how long it takes to yield a potential student and other great recruitment data discussions. It is also useful for messaging purposes.
    • Family/Parent Contact Information
    • Alumni Affiliation: Is a parent an alumnus of the school?

    Collecting these key data points and storing them in your customer relationship management (CRM) system provides a framework for you to focus your SMS messaging efforts to reach, recruit, and retain salient student segments. If you do not have a CRM, you can store data in an email platform, spreadsheet, or custom database such as Access or in the SISS.

    Want a hand getting started? Email Marianne Sipe for help reviewing, streamlining, or updating your data collection process.

    2. Follow a logical hierarchy to locate pertinent audience data.

    Remember your enrollment funnel. Data searches start wide—your entire CRM database—and then you filter values again and again, until you reach the specific audience needed for a message.

    For instance, starting at the Student Stage allows you to collect all inquiries—potential students who raised their hands and asked for your school to send information.

    However, you may want only students who are transfer students for this message.

    Add an additional filter to find only students who are transfers. Focusing your search narrows the audience further. Next keep adding filters as needed, until you precisely reach the audience you are trying to target.

    Eventually, you polish your list into a fine-tuned, customized audience. You are now ready to create tailored text messages.

    3. Gain permission and be transparent with your motives.

    Before you write any messages, make sure you have permission to send them. Following the rules and being courteous is crucial when sending text messages in large batches.

    Partner with your legal department to ensure your marketing communications follow regulations applicable to your institution (i.e., CAN-SPAM Act, California Privacy Act, GDPR). Not following the rules can lead to legal claims or reputational harm.

    For SMS campaigns, make sure you always:

    • Document the response and the date the permission to text is collected.
    • Offer a clear and simple option to opt out of communications.
    • Include who the text message came from in the body of the message. It is off-putting to receive a text message and not know who it came from.

    Following these basic steps helps schools remain on the right track to following regulations for texting. Not following the rules can lead to more opt-outs, meaning your school can no longer communicate with the students.

    Next, curate focused SMS messages that encourage your audiences to take the intended next steps.

    Related reading: How Strategic Calls-to-Action Improve the User Experience and Marketing ROI

    Create Customized SMS Messaging Content

    Follow these three best practices every time you create a tailored text message for your customized student segments:

    1. KISS Principle: Keep it short and simple.

    Use simple language and focus on your main point. Keep every text message to 160 characters or less, including spaces. Any longer and it breaks into two or more messages.

    The breaks can confuse or irritate the recipient. Sending lengthy text messages turns many recipients off and may lead them to opt out. Once that happens, your school can no longer reach or communicate with them through this channel.

    When a system sends messages and breaks them into parcels during transit, additional costs accrue for your institution. If you only send 25 messages, this extra cost is insignificant. But if the batch of sends is more like 3,000, this steadily eats away at your communications budget.

    Use a character count tool providing characters including spaces to check all message lengths.

    2. Make it pertinent, or don’t send it.

    While developing any communication plan, ask yourself if the message is about a crucial date or a crucial step. If the answer is no, it is better not to send it by text. Find a different avenue to send the message—and in some cases, don’t send it at all.

    Some examples of appropriate reasons for SMS messaging include:

    • Announcement to register to attend orientation
    • Reminder to submit a transcript or medical documentation
    • Reminder to register for classes
    • Request to confirm whether the student plans to attend school in the upcoming semester

    Consider the best time to send a message. For example, the first day of school is probably not the best time to send a reminder message. Sending reminders a week before classes start can be effective for community colleges.

    Then, verify the message is pertinent for every person you plan to send it to. Imagine your messaging campaign is focused on getting stopouts to register for the upcoming semester. In that example, you would remove data points for and avoid sending the message to students who:

    • Are dual credit
    • Are high school students
    • Are on academic probation
    • Have a hold on their account
    • Cannot access the steps to register because of other barriers

    Sending an unnecessary or irrelevant message creates issues for the student and the college. This can lead to bad PR on social media as students post disgruntled commentary about the poorly sent text.

    Less can be more. Exclude additional, irrelevant data points from your send list to create a clean and strategic audience for your specific call-to-action. Sending texts to the right people the first time helps you reach the intended goal of the message faster—and positions you for a win-win with the audience.

    For example, Pima launched another stopout campaign in 2022. Over 30 days, they contacted nearly 13,000 stopout students and earned potential immediate revenue—plus ongoing potential revenue for subsequent semesters. In other words, they earned a return on investment for increased tuition for the institution from students who clicked a link in the message and registered for classes on the spot.

    3. Begin with the end goal in mind.

    When you craft every message, ask yourself, “In an ideal world, what action will your student take with this message?” That is your end goal.

    Messaging for stopouts is specific, with a small number of branches where the student can land to reach the goal. The goal of the college is for the stopout to register for class. Carefully design your messaging to clarify where a student currently is in the process.

    Set the flow of the messaging to find out if the students are:

    • Ready to register
    • In need of assistance
    • No longer interested

    The response places students into the appropriate audience bucket to share with your internal staff tasked with helping students. This conserves resources, encourages enrollment, and sets a school up for success.

    With each campaign you send, you will gain valuable insights to help you hone your student segments further and fine-tune your messaging based off previous efforts. Consistent, versatile strategies are important to any marketing plan.

    Consider including SMS text marketing in your multi-channel digital marketing strategy. It can help you get in front of the right students, at the right time. We’d love to help you develop your strategy, build a communication plan, or optimize your enrollment campaign.

  • Empowered Enrollment: Making the Most of Multigenerational Teams

    Empowered Enrollment: Making the Most of Multigenerational Teams

    The 2022 NAGAP GEM (Graduate Enrollment Management) Summit was held in Chicago and wrapped up on April 23. This year’s conference focused on a crucial and timely theme: Change Management.

    Especially, post-Covid, change management is on the minds of every business and organization. How do we re-engage employees, adapt to a marketplace that’s still rebounding, better prepare for the future, and connect with broader and more diverse audiences?

    One session really hit home for me: Enrollment Managers: Exploring Support and Development for Baby Boomer Staff was presented by Sarah Wanger, Director of Admissions, Indiana University, Kelley School of Business. Though we may not think about it, many graduate enrollment management teams are comprised of Millennial leaders and Baby Boomer direct reports. Sarah’s session examined this unique relationship dynamic and offered valuable insights on how to cultivate team talent―regardless of age norms―through respect, trust, and reciprocal mentorship.

    To tap into the special skills and talents of Baby Boomer staff, Sarah’s research suggested that Millennial supervisors:

    1. Pay attention to incongruent workplace expectations.

    Bring out the best in each team member by focusing on the individual. Without sacrificing an older employee’s status, consider practical ways to modify projects, workload, and turnaround times as needed. Also, examine what accommodations could be made to help older employees adapt to the cognitive and physical effects of aging.

    2. Craft individualized plans for professional development.

    Each employee comes with a unique work history, skill set, and career plan. Instead of applying a one-size-fits-all professional development program, consider how you can customize your team members’ professional journeys.

    3. Be mindful of historical context and Boomer professional background.

    Explore ways to integrate Boomers’ professional accomplishments into new roles and build on current skills by investing in personalized training. Encourage decision-making at every level of your team and empower older employees to take the lead on projects.

    4. Take time to listen and establish relationships.

    Listening is the heart of every good personal and professional relationship. Take time to understand the unique perspective, skills, and insights that Baby Boomer staff members bring to the table.

    5. Anticipate fears and insecurities.

    Since Boomers aren’t digital natives, some may feel intimidated by new, quickly-integrated technology. Extend training windows for Boomers and maintain an open dialogue so that workplace challenges are addressed proactively and with sensitivity.

    6. Build awareness of change management strategies to gather buy-in and provide support

    Change is a universal stressor. Reduce its negative effects by preparing teams early, working together on decision-making, and fostering a spirit of cooperation and mutual support. Broad buy-in not only creates a more positive team atmosphere, it empowers every change management strategy.

    At the root of this session is a core truth: Every generation adds value. In spite of rapid changes in technology, communication tools, and marketing trends, some insights are timeless and universal. But engaging all team members must be intentional―driven by a culture that values and elevates all perspectives.

    At Stamats, we understand the constancy of change. Every day we help institutions of all sizes respond to the dynamic higher education marketplace and build more sustainable futures. Email us to get started today.

  • The Marketing Action Plan

    The Marketing Action Plan

    Every marketing strategy benefits from a well-written marketing plan, and at the core of every successful plan is a handful of carefully developed marketing action plans.

    By definition, a marketing action plan (MAP) outlines a specific activity that will help you accomplish one or more marketing goals.

    For example, you might have a marketing goal to increase retention by six percent over a three-year period.

    Some of the individual marketing actions for that goal might include:

    1. Conduct a research study on why people leave
    2. Assess the current freshmen advising program
    3. Create a clear profile (persona) of a persisting student
    4. Conduct an evaluation of courses/programs with high withdrawal rates

    As you can see, a marketing goal is the “what,” and the marketing action plan is the “how.”

    Marketing Action Plan Template

    Notes on Marketing Action Plan Elements

    1. A clear but simple title of the action plan. This title is used on the planning calendar and appears as a line item in the overall budget.

    2. The marketing goal or goals this plan supports. If the action plan doesn’t clearly support one or more marketing goals, it should be discarded or refined.

    3. A detailed description of the action plan. This description is a brief overview of the action plan. In some cases, it includes milestones for action plans that will take longer to complete.

    4. The person who is assigned to complete this action plan. This can be an individual working alone or the leader of a team. The key is single-point accountability.

    5. Timeline or calendar for completion. Often includes a begin date and an end date.

    6. The budget includes the dollars and other resources required to accomplish this action plan and often includes information on whether this is a request for new dollars or reallocated dollars.

    The budget for individual action plans, when rolled up, becomes the overall marketing budget.

    It is important to remember that the budget commitment is often for multiple years. Be wary of leaders who refuse to commit long-term dollars to marketing.

    7. How and when evaluated. This includes not only whether the action plan was completed but also whether or not the action plan had the desired results. In other words, did it move the needle?

    8. Retrospection. This evaluation can also provide information on how to improve the action plan if it is to be repeated. For example, if the action plan involves holding an open house for campus visitors, this evaluation would include insights into how to improve future open houses.

    Improving the Effectiveness of Your Action Plans

    1. Make sure each action plan clearly supports one or more marketing goals.
    2. Properly sequence your action plans. For example, an action plan that involves market research should be completed before the action plan for implementing the results of that research is undertaken.
    3. Break larger marketing action plans into smaller, more easily managed and evaluated action plans.
    4. Always make sure you have a single, empowered person who is responsible for the plan.
    5. Make sure you have sufficient resources. This includes both available dollars and available talent.
    6. Schedule action plans that are relatively easy to accomplish early in the planning calendar. Accomplishing these action plans helps build momentum.
    7. Plot all action plans on a calendar. This helps you properly sequence and space your individual MAPs.
    8. Do not assign too many action plans to a single individual. You must counter the temptation to overuse and burn out your most talented people.

    By clarifying what is done and by whom, marketing action plans become an essential tool for both developing and managing your marketing strategy. Ready to get started? Email us today!

  • Considering a New Academic Program? Use Our Checklist to Decide

    Considering a New Academic Program? Use Our Checklist to Decide

    There are few endeavors that have greater financial and political risk (but also potential reward) than identifying and launching a new academic program.

    To help reduce the risk, we offer a set of key questions to pose both inside and outside the institution for critical examination.

    New Academic Program Checklist

    Internally, consider this checklist of questions:

    1. Is the proposed program consistent with our mission and vision?
    2. Is the proposed program consistent with the strength and core competencies of the department? If not, can these be reasonably developed?
    3. Will the new program allow us to leverage existing faculty/curriculum/facility assets?
    4. Will this program require a lengthy and perhaps uncertain accreditation process?
    5. Is the proposed program sustainable on a long-term basis? If not, what is the projected life expectancy of the proposed program?
    6. Do faculty support the proposed program?
    7. Has a faculty leader (“champion”) with sufficient bandwidth been identified and associated with the proposed program?
    8. Can the proposed program serve as an anchor for other potential, corollary programs?
    9. In what format(s) will the proposed program be offered (e.g., traditional face-to-face, hybrid, online)?
    10. Are you confident we can deliver a top-quality program?
    11. Will the proposed program attract a type/cohort of student that we are well equipped to serve?
    12. Are the new student/cohort numbers and financial projections for the proposed program realistic?
    13. Are start-up costs affordable and sustainable?
    14. What are the realistic expectations for break-even and revenue generation for the proposed program and over what time frame?
    15. Will the proposed program offer us a clear point of compelling differentiation?
    16. Will the proposed program attract new students or compete with existing programs for students?
    17. Is the proposed program free from duplication or competition with a current or planned program within the institution?
    18. Does the proposed program have a high barrier to entry (e.g., if successful, will it be difficult for competitors to replicate)?
    19. If successful, can we easily enlarge capacity and grow the proposed program?
    20. Will the proposed program require excessive political capital to launch?
    21. Will the proposed program enhance our academic reputation in the marketplace?

    Externally, determine answers to these questions:

    1. Do we have clear marketplace data that the proposed program is in demand?
    2. Are graduates from the proposed program in demand by employers?
    3. Does the proposed program allow for co-branding opportunities with other entities?

    Making Your Decision

    Finally, here are three additional thoughts.

    First, no program will get a “thumbs up” on all these points. The goal is to identify those programs that receive many more yeses than nos.

    Second, use these questions to vet and score just a handful of potential programs so you can select the one with the greatest potential for success. This is much more effective and efficient than screening a single program, deciding, and then considering the next program. Choosing from a constellation saves time and heightens the likelihood for success.

    Finally, it is extremely important, regardless of the program selected for pursuit, to ask: Do we have sufficient funding to successfully launch and then aggressively recruit students to the program? If the answer is no, no matter how amazing the new program might be, success will be greatly hampered without strong marketing investment and support—for years (not weeks or months).

    If you need help addressing these questions (and/or determining how to launch a new program), please reach out to me at [email protected]. Stamats has a comprehensive set of insights and services to help clients identify and promote new academic programs.

    Read Next: Student Communication Plan Fundamentals for Higher Education