Use SEM to attract college crowd

Share this content:

Rather than quantity, it seems quality has become the driving factor behind lead purchases for post-secondary schools. Tradi­tional direct marketing is giving way to more targeted messaging, with positive results. Forward-thinking marketers are focusing their efforts on smaller campaigns, using demographic targeting of those individuals most likely to respond.

At a basic level, if you know the profile of your ideal college prospect, you should be able to exclusively target that profile within the overall pool of prospects and thereby increase your ability to acquire applicants from that demographic. Further, if university and continuing education marketers contact only the targeted demographic, their odds of success will be significantly higher.

The disconnect in this value chain occurs because prospect profile information — what the college demographic is today and how it has changed over time — is not effectively communicated to the point of contact in the Internet lead generation chain. Publishers and providers attempt to gather leads into a mas­sive pool with little or no information about what types of leads they should be seeking. The scarce information they do have is pro­prietary and not shared with other points of contact. This greatly limits the effectiveness of this process. High-quality lead generation can be achieved efficiently through the applica­tion of database marketing and data analysis techniques used in other industries.

While many companies take a transac­tional approach to lead generation (they cast their nets, collect the leads, and hand them over), a true database marketing approach focuses on putting the right offer in front of the right prospect at the right time, using what is known about the prospect to increase the rate of success. This targeted market­ing approach focuses on all aspects of the enrollment cycle, from initial search engine terms, to specific school inquiry, to enroll­ment, ensuring that prospective students are matched with the programs and institutions best suited for them. The better the input, the better the output.

The key to successful search marketing is continuous monitoring, measurement, and adjustment. The application of database marketing and strategic analysis to academic recruitment allows schools to improve lead quality and increase enrollments.


Next Article in Marketing Strategy

Sign up to our newsletters

Company of the Week

Since 1985, Melissa has helped thousands of companies clean, correct and complete contact data to better target and communicate with their customers. We offer a full spectrum of data quality solutions, including global address, phone, email, and name validation, identify verification - available for batch or real-time processes, in the Cloud or on-premise. Our service bureau provides dedupe, email/phone append and geographic/demographic append services for better targeting and insight. For direct mailers, Melissa offers easy-to-use address management/postal software, list hygiene services and 100s of specialty mailing lists - all with competitive pricing and excellent customer service.

Find out more here »

Career Center

Check out hundreds of exciting professional opportunities available on DMN's Career Center.  
Explore careers in digital marketing, sales, eCommerce, marketing communications, IT, data strategies, and much more. And don't forget to update your resume so employers can contact you privately about job opportunities.

>>Click Here

Relive the 2017 Marketing Hall of Femme

Click the image above