subject: How to Close Education Leads [print this page] How to Close Education Leads How to Close Education Leads
One good reason why salespeople don't close on education leads-They don't offer the WHY. They are so focused on discussing the HOW, How their university offers better classes and teacher then other universities, or how they can earn a college degree
Since the education vertical is so vast, there are many areas you can explore to market to your customers. One is why your customer should go back to school, especially if they are middle aged.
1. Your Leads Need to Update Their Skills: Promotions are no longer based on seniority. Instead, the first one who gets the job title is given a higher spot later. Today, it's all about performance. Sure your leads put in five years working hard at their company, but there is a huge chance that raise will be given to someone new. The reason being, that new person has a higher performance and therefore has a higher marginal product of labor.
Now your leads may say that their company offers higher training or seminars to increase their productivity. Perhaps that's true, or they just don't have the money to take extra classes at a college or university. The amount of knowledge they receive from seminars and training is minimal. Classes will help improve their knowledge in the long run and allow them to perform better. A few hours at a seminar or training wont really help an employee get a raise. So on this point its easy to convince your lead to go to school.
2. They can get better jobs. Perhaps your leads are working at a dead end job, or a company they don't want to move up in. Convincing them to go back to school is simple. Targeting there passion is key to success in closing a lead. Perhaps they really want to work at a hospital. You need to convince them to get a nursing degree, it will benefit their career. In sales, finding the niche in each lead will allow you to close 100% of the time. Another example, perhaps you ask your lead what they do for a living and they say I work at this company etc. Well they didn't say they are managers. That's when you mention having a boss is tiring. If they get a masters degree, then they can be a manager. They can tell other people what to do.
Always find a way to market to them by expressing how important it is to have an education. Even if they have a Bachelors, they can always get a masters. Perhaps they have a Masters, well encourage them to get a PhD. Make them believe this statement: More education always means more job opportunities. If you convince them of this, then you will close your education leads. At Underground Elephant, we offer quality education leads that you can close easily.
