In full disclosure, I work in higher education marketing. But I’m here to say: Marketing can’t fix a bad program. OK, maybe “bad” is too strong of a word, but degree programs that aren’t aligned to the modern learner’s needs and expectations — or the job market — can be challenging. Let’s discuss.
For this article, we’ll primarily focus on adult online learners. And these prospective students are very different from those coming right out of high school. According to Common App, first-time college students apply to about six different colleges, on average. The online learner typically inquires with only two institutions, according to an EducationDynamics report, and 45% apply to just one.
What does this mean for schools with online programs? You have to get in front of your target audience quickly and make your case clearly. But if you don’t have the right mix of features or programs for these students, it doesn’t matter if your marketing is excellent.
Give Online Learners What They Need
Online learners typically work at least part time and often full time. They have different needs and expectations for their higher education experience. They need flexibility. They also don’t want to be in school longer than necessary. Most are earning a degree to improve their career options.
Below are a few things to consider when formatting your programs and processes for online students.
Efficiency
Once online learners have decided to take the step of applying, they’re committed and want to get started quickly. According to the EducationDynamics report, 80% enroll in the school that admits them first, and more than 50% expect to begin courses within a month of being admitted.
That means admissions teams have to move quickly and the programs must offer multiple start dates per year. If you make prospective students wait, you lose out. Delays can make an otherwise good program fall into the “bad” category.
This one can be challenging. You need enough students to merit multiple start dates. That’s where that good marketing comes in!
Relevant Skills
Online learners choose online because they’re working and need a flexible school schedule to accommodate their work and personal commitments. But let’s focus on the work part here. These students need skills and credentials that will boost their earnings and opportunities. That’s one of the most cited reasons for returning to school.
So, again, the degree must match the skills students need to find work. If the only online programs you offer are in computer science, you may find that you’re wasting your marketing dollars. Yes! Computer science! In the age of artificial intelligence (AI), computer science and engineering graduates are struggling to find work.
Personal opinion: Liberal arts and studies will become more important if they can teach students the durable skills needed in the AI era — communication, critical thinking, and research skills.
Clear Information
Degree program pages and websites sometimes obscure information users need to make decisions. And we saw above how quickly online learners are making decisions and want to get started. If your program page hides costs, financial aid information, credit hours, and requirements, you’re going to drop out of their consideration set.
Online learners want to weigh available information and make informed decisions. Some will certainly have price sensitivity, but it’s not the only consideration, so don’t hide tuition rates and fees. The EducationDynamics report notes that “flexibility can even overcome cost, with 30% of respondents indicating they would enroll at a more expensive institution if the available format, schedule, or location were ideal.” Show your cards. Let the students make their decisions with the information available.
If your program doesn’t meet student requirements in this area, marketing won’t make a significant impact on your enrollments.
Be Discriminating in Your Marketing Spend
Sometimes there are politics at play or other reasons to market or support certain programs, but when possible, be thoughtful and intentional about where you spend your marketing dollars. Because marketing can’t solve for a challenging program, you must put your budget toward programs that meet student needs, including those that meet the criteria above.
It’s tempting to give equal shares to all programs, but unless you have an unlimited budget, that’s not the best use of your funds.
If you must give some marketing love to all programs, even the “bad” ones, try a brand-focused approach that connects to an all-programs page. For example, send some limited traffic to a dedicated landing page that briefly covers all available programs. That way, you’ve covered the challenged programs without dedicated resources.
Use the remainder of your budget on programs that align with students’ needs, so you can enjoy a lower cost per enrollment. Who doesn’t love a “chase the winners” strategy?
Need More Help?
Archer Education has deep expertise in both of these areas: marketing and program assessments. Our Strategy and Development team can help you take an unfiltered view of your programs and processes to create a plan for future success, even as the market shifts. If you have good programs and need marketing support, we’re here for that, too.
