Educational Fairs are one of the richest resources for potential students to apply to your university. The sheer number of people coming alone would boost exposure in ways that marketing would need weeks to plan for. Sadly, counselors often overlook the function of these fairs or overestimate themselves when approaching potential students.

In this article, Sales Ninja will share with you tips on how to boost your sales within educational fairs.

Approach Everyone

It’s almost like retail during these fairs. Whereby the counselors just sit by their booths and only explain their campus and facilities to those who approach and ask them. This is very wrong and should not be practiced at all.

You need to approach everyone even if they aren’t at your booth. Just don’t get too snoopy at other people’s booths, only the ones who have their eyes wandering around.

Share A Story, Not Hard Sell

Do you know when someone is trying to hard-sell you the latest phone? You would get defensive and uninterested because you already have your favorite brand. It would be the same when selling your university brand.

You don’t want the student to be uninterested and defensive, you want them to be enticed and excited about entering your university even if it means going against the parents’ decision. And this requires the selling technique of story-telling whereby you do not sell your brand but share the excitement and life within it.

Approach The Parents

In this day and age, the younger generation is highly managed by their parents. You can sway the potential students all you like but if their parents have the final say, you may want to turn the tables as well.

About half of the students enrolling in any university came about by their parents deciding for them to do so. It would be due to many reasons be it financially capable (or incapable) or a choice of university to apply to.

Winning over the parents would definitely add an advantage to your brand and your booth. Without this, the student can be swayed to other universities especially by their parents OR friends.

Rapport Building

The best recipe for sales in any environment. When selling the features of a place of their future, it’s important to not appear as someone who sells something in a one-off style. Long-term relationships will leave a long-lasting impression on not only you but also your campus brand.

It’s important to ensure that the potential student will remember you in the long run, so they do not forget your offer and your counseling. It is also necessary for you to follow-up with the parents more than the potential student especially if they have the final say in their children’s preference.

Training For Educational Fairs

Fairs can be highly venturous and rewarding. Many people assume that fairs are just a marketing attempt for the universities and “sign-ups” are just a way to get people interested. The truth is far from it and with the right type of training, you can pull in MANY interested potentials. With Sales Ninja, we can train you how to:

  • Pitch to students the right way instead of just counseling
  • Up-sell the programs available for any type of student
  • Negotiate with parents who make decisions for their children
  • Present professionally instead of an informal behind-the-table style
  • Approach anyone without fear beyond your booth

Click HERE so that our Senior Solutions Manager can contact you with a fully customized solution!