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Recruiting Intelligence

Step-by-Step Digital Marketing with Intead Plus

Today we’re taking you behind the scenes of some of our most valuable Intead Plus tools.

Our Digital Marketing Worksheets.

Yep, you read that correctly. Good, old-fashioned pen-to-paper worksheets. Although if you decide to fill them out on your computer, we promise we won’t tell. After all, learning is moving online these days, haven’t ya heard?

Looking to engage a new market? Develop a new content strategy and dissemination plan? Get your new hires thinking through the international student recruitment process?


Last Chance: For our colleagues leading private high schools we are offering a free webinar today at 3pm (Eastern) with TABS (The Association of Boarding Schools) all about how student recruiting must be reimagined given the loss of recruitment travel. Register Here.


It’s all about the framework.

The Intead Digital Marketing Worksheets will guide you every step of the way forward — and ask the difficult questions. These are the worksheets we take folks through when we run our full-day global marketing workshops at AIRC and our International Student Recruitment Bootcamps. So, really helpful during those new recruitment season kickoff meetings.

All of the worksheets mentioned in today’s post are available to Intead Plus members and are tried and tested. Intead Plus members receive full access to an extensive (and exclusive) library of marketing intelligence materials (including our seminal eBook, 88 Ways to Recruit International Students, now an industry standard in its second edition), podcasts, webinars, and more, with new market research being released each year.

Read on for a sneak peek at these valuable resources to kickstart your global approach and your digital marketing strategy. Whether you’re just in the early stages of a new initiative or in the process of developing a digital campaign this content is going to be helpful. And if you want these tools at your fingertips 24/7, you know what to do.

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Do You Speak Gen Z? Part 2

Today's focus? Gen Z career aspirations and values. According to a recent study, over 50% of Gen Zers have their sights set on one single career plan.

Any guesses?

Let's just say, there are certain practical skill-building programs that might deserve more of your investment. More on that in a moment.


Boarding High Schools Take Note

Intead will be presenting tips and best practices for online recruiting along with TABS (The Association of Boarding Schools). "Recruitment Reimagined: Lessons from Higher Ed" -- online tools, digital campaign case studies, concrete results, great forum discussion. Specifically for private high school administrators. Wed, 10/28/20 at 3pm Eastern Time. Register HERE.


Last week we shared three key Gen Z traits to guide your recruitment marketing strategy.

This week we're diving a little deeper into the messaging part of enrollment management and student recruitment marketing. 

As usual, if any of the following insights get those marketing gears turning, we're here to talk. This is all just the tip of the iceberg when it comes to engaging and converting this new audience, and we'd love to learn about how your institution is evolving to meet the unique needs of Gen Z.

Plus, if you want to learn even more from us at the AIRC Conference, read on for the scoop. 

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Do You Speak Gen Z? Part 1

TikTok. Microinfluencers. Memes. Welcome to Gen Z.

There are now an estimated 1.2 billion Gen Z teenagers and young adults globally. So, yeah, they’re kind of a big deal, even if there’s no consensus on when exactly they were born (likely between 1996 and 2010) or what exactly to call them (iGen, Plurals, and Founders are among the other monikers that have been thrown at this diverse, tech-savvy bunch.)

But one thing’s for sure — Gen Zers are very different than the Millennials who came before them. And now they’re your student recruitment target audience.

You’ve heard the Gen Z generalizations: they’re inclusive and politically active. They’re anxious about their future, about the environment, about the economy. About, well, everything (cue melodramatic music).

But what exactly does all of this mean for your institution’s efforts to recruit and retain Gen Z students? 

In this two-part series, we'll be sharing the A-Z on Gen Z,  including the key traits of this new audience and how to tailor your institution's enrollment management and specifically, your digital marketing strategy to their 21st Century tastes.

Plus, if you want to learn even more from us at the AIRC Conference, read on for the scoop. 

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Working with Agents in a COVID-Era World

You didn’t think we’d forget about student recruitment agents in our COVID blog coverage, did you?

A word to the wise: many of those institutions that have weathered the COVID-19 storm best made strategic investments in enrollment marketing during past downturns while competitors snoozed.

We know that agents are top of mind for many of our readers. Our post on how much to pay commission-based student recruiters was #1 in our top blog hits of last year and continues to inform those seeking perspective and justification. Our agent management eBook has been well read (downloaded) for years (thank you, AIRC!).

Recent surveys of education agencies around the world paint a clear picture. Agents have been hit by the pandemic. Hard.

From the Federation of Education and Language Consultant Associations (Felca): 46% of agents surveyed in a recent study reported a 90% drop in business between February and August of this year. Nearly a quarter reported a 100% drop.

Our university partners around the world are feeling this pain as well. The international student recruitment pathway that produced so many great applications has become a trickle or stopped completely.

Some leading agencies predict agent use will soar post-COVID as some institutions double down on their in-country strategy and others begin honing their agent channels to make up for lost opportunities in traditional international recruitment travel and student fairs. Take that with a grain of salt. The near-term future is still exceedingly ambiguous. Physical gathering (conferences and fairs) remain a desired state, not reality. International travel, well, when was the last time you took out your passport?

Though we aren’t seeing the rebound we all want just yet, there are several indicators in the agent market that suggest the way forward. Agents have long been a reliable and valuable source of students (all caveats about vetting your agent network still apply. Thank you again, AIRC and ICEF!).

Read on for a look at the pandemic’s impact on agents and what it means for your institution’s international recruitment strategy going forward.

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The Data That Informs Us Part 3

Today we ask, “Right, what about international”?

Honestly, don’t even think about skipping this post. Long because: worth it.

With schools now publishing their actual fall 2020 international enrollment numbers, the proof is in the pudding for many.

Recent survey data offered up by Inside Higher Ed tell us fewer institutions are planning to recruit international students this cycle. While they might rightfully point to the market turmoil, travel restrictions and the like, the underlying concern for many, from our point of view, is a lack of confidence in what the institution has to offer.

So, where is the opportunity for international? The good news: student desire springs eternal. Below we consider recent SEVIS data and data on India, Nepal and China that point the way forward.

Speaking of the way forward, ever notice that those who anticipate opportunity and plan for it are in a vastly better position to capitalize? The opposite is also true. Fear of the future and planning for scarcity perpetuate the same.

To put it simply, you can’t harvest crops if you don’t plant seeds.

And yet, this perspective shared by an SIO of an important US public university in one of our recent email exchanges: Public universities always have their speed set to “caution”. When universities deal with a complex or unprecedented situation, they switch gears to “Halt”. If they are scared, they engage the public university turbo, a button that reads “Ignore”.

This scenario gives the proactive the opportunity to take tremendous leaps forward. So few take this opportunity.

The past two posts in this three-part series largely focused on the data that points to opportunities for domestic student enrollment growth and what to do next. Now, in Part 3, we speak to yet another student segment everyone is scratching their heads about.

Coming next week, more discussion about the latest research on Gen Z and their preferences to help reduce the head scratching about domestic student enrollment plans. Stay tuned for that.

Now, Part 3, what can we offer to international students to overcome the obstacles to enrollment?

The reality: managing international enrollment in the near term is going to be an uphill climb, especially if your institution was slow to develop a robust and flexible remote learning pathway for students throughout the spring and summer. Your plans now (seed planting) will set you up for future harvests as international students continue to seek education and adventure. They won’t be stopped, even if they are slowed. Know that we’re just a call away if you want help making those plans data driven and successful.

Note: if you’re still struggling with the faculty and student processes and fostering engagement, read our earlier post on global turnkey campuses for a clear path to flexible opportunities. Take steps to salvage the spring enrollment numbers within the next few weeks. We have a plan and examples from the 8 universities that innovated and are now reaping the benefits.

Read on as we dive into the latest international student data and what it means for your 2021 enrollment marketing strategy and beyond.

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The Data That Informs Us Part 2

In last week’s post we shared the findings from the National Student Clearinghouse Research Center’s latest report on summer enrollment numbers.

We also made a prediction — that the typical recession uptick in people trying to upskill will look a little different this time around. Remember that large drop off in summer community college enrollments we saw in the NSCRC data?

Yes, there will be market demand for new skills as the economic effects of the pandemic persist, but with the job market drastically altered by a new reality of virtual work and the decimation of roles (retail, restaurants, tourism) in the service industry, specific programs will have outsized interest in a way that we’ve never seen before.

In Part 2 of our data-focused series, we turn our focus to one of our favorite topics: non-traditional students. Or more specifically, the pool of 36 million individuals in the US who have some college, but no degree (SCND, as defined by the National Student Clearinghouse Research Center.)

We wrote the book on this back in 2018. Literally. (Don’t worry, a free copy of our non-traditional student eBook, complete with strategy recommendations and case studies from your peers is available for download below.)

This is an audience of 36 million potential students that is yours for the taking if you’re ready to get to work. And if you know how to recruit them. It gets a bit tricky as they are not all 18 years old and following a standard pathway from high school to college. Hence the term non-traditional. Our point: they are harder to target en masse.

And although their rate of enrollment during the pandemic is not yet clear, we have some predictions on how this is going to play out.

Read on to learn who these students are, what they’re looking for in the COVID-era, and what this means for your marketing.

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The Data That Informs Us Part 1

This just in: undergraduate enrollment at the George Washington University fell nearly 25 percent this year based on preliminary estimates. That decline includes more than 600 upperclass undergrads and more than 900 international students. A budget impact of ~$76 million

This is only the start of the pandemic impact figures from institutions set to roll in over the next few weeks. 

But there's no time to wait around for the bad news. It's time to work with the data we have now

Fortunately, the National Student Clearinghouse Research Center has preserved a crucial record of the last few months that provide a wealth of indicators of what is to come: summer 2020 enrollment numbers.

Today’s post is the first in a three-part, data-focused series in which we’ll be diving into the latest enrollment trends and early indicators of COVID-19’s impact — plus what these findings mean for your marketing, of course.

The web has been rife with clickbait headlines and data from student sentiment surveys since the early spring, each claiming to predict COVID-era student decision-making in the fall and beyond. Despite our love for data around here, you might have noticed that we haven’t given these surveys much attention on this blog. 

Think: when was the last time you accurately predicted your own thoughts and behavior six months in advance? What about the last time you predicted anything in the evolving economic, health, and employment conditions of the COVID-19 reality?

Chances are, many students don’t even know what they want for tonight’s dinner, much less what decisions they’ll be making in the months ahead. And any of those surveys regarding their stated future COVID-era educational plans from six months ago? Well, we hope you took them with a grain of salt.

So much of the planning we see being done by individuals and institutions is based on hoping that things will improve in 2 weeks, 2 months, 6 months. Hope is SO important to developing vision and inspiring the team, but when it gets down to academic and business planning to execute on the strategic vision, stability is what feeds accurate predictions. We are sorely lacking in stability these days, making predictions far less reliable.

We look for data that can support the work – data that is not based on point in time records of hopeful sentiments.

In the National Student Clearinghouse’s newly released report, which includes data from 7 million students enrolled in May-July summer sessions across 2,300 colleges, we have our first look at concrete, behavioral insights on the enrollment effects of COVID-19 across various degree levels, institution types, and demographic groups. This is the type of data that gets our marketing gears turning.

 Read on for these early enrollment signals and a few hints at what’s to come.

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What Your Students Need Now Part 2

Last week, we put your prospective students’ SOS call on your radar.

Today, we’re going to show you exactly how to answer that call.

(Those of you reading to the end of this post, we can feel your thanks. You're welcome).

From the Naviance data we covered in Part 1 of this series, one thing is clear: your digital strategy and shifts in messaging are crucial right now. With COVID-19 agitating the waters, many students (domestic and international) are lost at sea in the college search and decision-making process. It’s your job to throw them all a life jacket. Metaphor alert: that life jacket is: engaging, informative, customized digital marketing content.

Students will be receptive to your messaging this fall. They want your guidance. Do you know what to say?

With the help of more Naviance data and our own market research, this week’s post is all about the how, where, and what of your digital marketing messaging in this unfamiliar time of COVID-19.

Our goal: helping you create messaging that will guide your prospects through those choppy waters…right to the safe harbor of your institution. Don't worry, we’re done with the ocean metaphors now. 

Read on for the digital tools and key topics your prospects need this fall and how to incorporate them into your admissions and enrollment strategy. 

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What Your Students Need Now Part 1

Today’s post has been eighteen years (and six months) in the making. 

Today we're talking domestic. Because: enrollment.

We had this this post ready to go at the start of the year – a look at Naviance’s inaugural Student Survey with data from over 1.1 million students from the Class of 2019 on when and how they search for colleges, as well as their greatest decision-making factors. Naviance, the college readiness tool from Hobsons, Inc. has been collecting data from its users since 2002, but this was the first survey report of its kind ever released to the public.  

And then COVID-19 happened.  

The when and how of students’ college search process has changed. Those decision-making factors? Well, they look a bit different now. Those insights and data from over 1.1 million students all made irrelevant overnight.

Or not.

Maybe Hobsons knew something the rest of the world didn’t when they decided to launch this inaugural survey research in 2019 BC (Before COVID). The survey, while no longer a guide for recruitment strategy in itself, has become an invaluable benchmark for new research on how students’ college search processes have been disrupted by COVID and what that means for your future marketing.

Hint: You’re not thinking of buying lists, are you?

Helpful: A planning resource we've just recently released -- The New Student Enrollment Playbook - COVID-19 Edition.

Our goal: rescuing students who are lost at sea as they weigh all their options.

Read on for the insights from Naviance and what they mean for your admissions and enrollment strategy. Spoiler alert: your path to success will mean using digital tools to provide students what they need, now.

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Short Form Video Players Set For a Showdown

When it comes to marketing, content is king – but distribution is queen and the right channel matters. Smart marketers know to go where their target student audience lives, learns, and connects online. 

With recruitment travel off the table for 2020, it's time to get creative in how you reach (attract) and convert student leads. Up-leveling your digital efforts will be essential as you plan for your Spring and Fall 2021 cohorts. Your challenge: translating those engaging IRL recruitment experiences, think on-campus tours, student fairs, sample lectures and the like, from people to pixels

Luckily, your Gen Z prospects have a particular penchant for a certain type of  content that lends itself very well to the digital reproduction of in-person experience: video.

According to Think with Google, 71% of Gen Z teens spend 3+ hours per day watching videos online. Competition for eyeballs is fierce, to say the least, especially in the newly crowded short form video arena. TikTok is the it-app. Instagram wants its Reels to be the vanguard of viral video tomorrow. Or, wait, will it be YouTube’s Shorts? Or Bytes? Knowing which content belongs where is key to brand awareness and conversion. 

We don’t have a crystal ball, but we do know a few things for sure:

  • Online video consumption is incredibly popular—232 million digital video viewers just in the U.S., in fact. And internationally? Consumption of video in China, many Middle Eastern countries and in South Africa, for example, are off the charts. as compared to other digital channels.
  • Video sharing is widely used not only to entertain, but to educate and inform. Several institutions that hopped on the short-form video bandwagon early are already using social platforms to engage their prospects with an authentic, #nofilter look at campus life. 
  • Considering your domestic recruitment channels, digital video penetration in the U.S. is projected to reach almost 84% in 2021, according to Statista.

We also know that the student recruitment and enrollment marketing rules have changed as of 2020. So, of course, we wrote an insightful ebook full of perspective and recommendations. The downloads have been pretty steady since we launched it a couple weeks ago. If you are not among them, click here.

There is no question that video is the future, but predicting where that video will live is still uncertain. Will TikTok users quickly adopt Instagram Reels? Maybe. Where should you invest your ad dollars? That’s a larger discussion. 

Read on for our perspective on each of these video-sharing platforms to help you weigh your options. 

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