Lead distribution is an essential aspect of the education industry. It enables them to manage and track student enquiries effectively and enrol them. By implementing lead distribution strategies, educational institutes can target specific groups of students, increase efficiency, and improve customer service. From round-robin to lead scoring, automated lead distribution to personalised communication, lead nurturing, and follow-up, in this blog, we will explore different lead distribution strategies and how they help education industry in enrolling more students.
What is Lead Distribution (LD)?
Lead distribution refers to the process of distributing leads, or potential customer contacts, among members of a sales team/ admission counsellor team or other stakeholders. This process is typically used by businesses to ensure that leads are quickly and efficiently passed on to the appropriate person or department for follow-up and nurturing process.
LD can be done manually or through the use of software. Many CRM (Customer Relationship Management) systems have lead distribution functionalities that allow businesses to automatically route leads to the appropriate salesperson based on certain rules or criteria, such as geographic location or industry.
It helps businesses maximise the potential of their leads by ensuring that they are passed on to the right person at the right time. It also improves the efficiency of the sales process by reducing the amount of time and effort required to follow up on leads.
Lead distribution can be used in different ways depending on the business, some of the common lead distribution strategies are:
- Round-robin: Leads are distributed among team members in a rotating fashion
- Geographic: Leads are distributed based on the location of the lead
- Lead Scoring: Leads are distributed based on the lead score, which is assigned based on certain criteria such as the lead’s behaviour, demographics, or the source of the lead.
Importance of Lead Distribution in Education Industry
Lead distribution is particularly important in the education industry as it enables educational organisations to effectively manage and track student inquiries and convert them into enrolled students. Here are some of the key benefits of lead distribution in the education industry:
- Quick follow-up
- Better targeting
- Increased efficiency
- Improved customer service
- Accurate tracking
- Personalised communication
LDS for Education Industry to Enrol more Students
There are several lead distribution strategies that educational organisations can use to increase the number of enrolled students. Some of the important ones are mentioned below:
- Round-robin lead distribution: This strategy involves distributing enquiries/ leads to different members of the recruitment team in a rotating fashion. This can help to ensure that all team members have an equal opportunity to follow up on leads and convert them into enrolled students.
- Geographic lead distribution: Distributing leads based on the location of the student. This can help to ensure that leads are passed on to the appropriate recruitment agent or department based on their area of expertise or responsibility.
- Lead scoring: Every lead is assigned a special score called lead score. It is based on certain criteria such as the student’s behaviour, demographics, or the source of the lead. Leads are then distributed based on their score, ensuring that the most promising leads are passed on to the most experienced or effective admission counsellor/ sales representative.
- Automated lead distribution: One of the most common lead distribution strategies is using a CRM system to automatically route leads to the appropriate counsellor/ sales representative based on certain rules or criteria, such as geographic location or program of interest.
- Personalised communication: By using the data collected through the lead distribution process, educational institutes can personalise communication with students, by addressing their needs and preferences, which can increase the chances of converting the inquiry into an enrolled student.
- Lead Nurturing: Educational organisations can track and monitor the leads, and send them personalised and timely communication, which can help to nurture the leads and convert them into enrolled students.
- Follow-up: Establishing a follow-up process that is consistent and automated, with reminders and escalations, can help institutes to track and follow up on leads, ensuring that no leads are left unattended.
Overall, lead distribution strategies can help educational organisations to effectively manage and track student inquiries, increase efficiency, and improve counsellor/ sales representative productivity, which can lead to more enrolled students. You get to distribute all your leads the way you want with Meritto’s (formerly NoPaperForms) Education CRM as it comes with logic workflow builder. Simply set up your workflow and distribute the right leads to the right counsellor based on location, course/ program, campus, class, round-robin, or any other business logic. Get your hands on the best today! Schedule a demo.
