(from ISM's The Source) What can schools do to encourage families to actually visit your school's campus, rather than stopping at the inquiry stage?
- First, get personal. Collect information about the family and their child/children during the inquiry that you can use to personalize future conversations and communications. Find out how they'd like to receive future outreach from you, then follow up accordingly.
- Second, always follow up after they've made that initial inquiry. End your correspndece with a call to action to tour the school and meet with your colleagues.
- Then, continue to follow up with frequent reminders — maybe a combination of emails, direct mail and word-of-mouth, based on what you've learned about their interests and preferences.
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Also from NBOA: Getting Personal with Prospects (logged-in members only)
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