Paskill Stapleton & Lord Announces the Launch of SMART 2016

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SMART is All About Relationships and Communications with Prospects

“SMART is about academic sales and one-on-one recruiting. Other factors covered that are important to directors of admissions include meeting enrollment goals despite increased competition and fewer students to recruit, and affordability issues.”

Higher education enrollment marketing firm Paskill Stapleton & Lord (PS&L) has announced the launch of the firm’s 2016 SMART program.

SMART (Sales Management and Academic Recruitment Training) is a two-day, on-campus training workshop conducted every year nationwide by PS&L consultants that is designed to provide universities and colleges with more effective recruiters.

SMART, PS&L’s long-running program, will be incorporating feedback from the almost 50 workshops held during 2015 and the knowledge gained from consulting with the firm’s college and university clients.

The key to SMART’s success is that PS&L consultants get to the basics of recruiting – relationship development and how to communicate.

“SMART is about academic sales and one-on-one recruiting,” says PS&L consultant Janet Sieff. “Other factors covered that are important to directors of admissions include meeting enrollment goals despite increased competition and fewer students to recruit, and affordability issues.”

The two-day training program builds sales skills for higher education admissions teams. In all, SMART focuses on eight areas: recruiting vs. promoting; relationship building; prospect management; differentiating; building value; social media and closing techniques … all with the goal of helping admissions counselors effectively recruit and yield their top prospects. In addition, all workshops include interactivity such as role-playing and breakouts. A debriefing session with leadership follows each program.

While one could find these topics in any sales training program, the differentiator is that the SMART workshop relates all of these skills and concepts to higher education.

For more information on SMART, contact Sieff at janet(at)psandl(dot)com or (412) 904-3133.

The workshop and PS&L’s philosophy is that academic sales and marketing go together hand-in-glove. The recruiter is an important part of the larger sales and marketing picture.

“Our approach is to view all marketing and sales components holistically, plus our training is consultative,” says Sieff, who also notes that SMART is highly adaptable to all types and sizes of educational institutions.

“Our workshops don’t just apply to the private sector, the publics have to grow enrollments, too,” she says. “And, whether your recruitment goal is 100 students or 5,000 students, our consultants will adapt their material to you.”

Headquartered in Glenside, PA, Paskill Stapleton & Lord is a higher education enrollment management and education marketing firm focused on the long-term enrollment health of our client institutions.

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Janet Sieff
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