Expanding Client Relationships Beyond Leads

Here’s the scenario: your company has been working with a client for years, providing quality leads and producing amazing results. The relationship is rock solid, and you see the opportunity to expand your service offerings to drive additional results. How do you ask the question?

For Higher Ed Growth, we have had great success expanding client relationship beyond lead generation and management – some clients have even starting using our team as its agency of record.

Do Your Research

In the inquiry generation industry, the first step to expand products and services is to conduct marketing analysis. This includes finding out what markets already exist, what they need and seek, what products they currently offer and what can be developed and improved. Figure out what the problem is, find a solution and utilize company strengths to execute it. Companies have an innovative technological platform have the upper hand because it gives the opportunity to revolutionize lead management.

Be Detail Oriented

When creating and expanding solutions, ensure there is a detail-oriented precision in every step taken. Put in the extra effort to make sure that the solution is effective, compliant and easy to use. The big picture is made up of small details, and that attention to detail will be what really amazes clients. Use research to understand the client’s process and tailor the solution to not only fit current clients, but to also predict future client needs as well.

Keep Communication Lines Open

Stay in constant communication with the team on the development of the solution, and involve people from all parts of the company, which can gain insight into problems and improvements. Ask questions to understand what is working and learn about opportunities to improve. This two-way dialogue will also encourage clients to report back, allowing you to adjust the campaign as you go.

Being an exemplary partner means going beyond performing with excellence. Creating innovative ways to strengthen a client’s marketing efforts and improving inquiry quality is key. Take the time to broaden the relationship with the client into a trusted and respected partnership by having open discussions about their needs, and over time, strong products and innovative services can improve the client’s business processes to reach their goals.

The bottom line is that it is vital to not only maintain relationships with clients, but to also build them into successful partnerships. Companies that strive to improve the effectiveness of its services, including creative services, accountability, compliance and detailed data, often have the best marketing strategies and approaches – and reap the benefits of retaining long-term, satisfied clients.

LeadsCon Article Link: http://www.leadscon.com/expanding-client-relationships-beyond-leads/

Industry Trends Forecast for 2015

With 2015 just around the corner, organizations are starting to look into upcoming trends and insights that they can expect in the new year. Lead generators have begun developing new and innovative lead generation strategies, and some topics from 2014 are still trending hot.

So what can we anticipate for 2015? Below are Higher Ed Growth’s predictions for the coming year:

Redefining and Investing in Digital Marketing

Digital marketing will join forces with digital selling in a very meaningful way. We will see a more conscious effort to bring back the basics within digital marketing and selling. This change will come from reevaluations of the target audience to determine what is and isn’t working – making sure that both the service and the message is relevant to the customer. Many companies are also reprioritizing allocation and investments to improve on content distribution, with a focus on personalized, rich media that engages the audience.

Mobile-Friendly Forms and Sites

As the number of people using their mobile phones to research and purchase continues to increase, mobile-friendly and responsive websites and forms will continue to be vital. Users want devices to match their contextual environment, so expect to see a demand for highly customized experiences that give the user exactly what they want when they want it. Today, mobile device users expect a high performing, mobile friendly website. Not only does your site need to display and function properly, it also needs to have a layout presented in an eye-catching and attractive format.

Consumer Retention

It’s no secret that big data is changing the way marketers learn and measure success in the consumer lifecycle. This year saw the start of a push to focus on retention as the main success event. Companies will approach customer retention as a priority to ensure they are meeting the needs of consumers and keeping those customers satisfied. As a result, retention will start to become a metric of success for lead generators, instead of the traditional focus on acquisition.

From technology trends to changes in business processes, there is much to consider as we enter the new year. These trends will be a topic of conversation among all industries and companies.

As lead generators, be sure to evaluate and consider trends in your specific industry to prepare for changes in 2015, and use the year as an opportunity to test new ideas and make improvements within your organization. We look forward to another year of great strides and advancements.

LeadsCon Article link: http://www.leadscon.com/industry-trends-forecast-2015/

Industry Trend Recap for 2014

The higher education sector had multiple trends arise in 2014. TCPA regulations, compliance, transparency, online education and technology were hot topics throughout the year that made significant impressions on the marketplace.


In 2012, the Federal Communications Commission ruled to issue new rules and regulations within the Telephone Consumer Protection Act. The new changes, effective October 2013, required companies to obtain prior express written consent before making autodialed telemarketing calls or sending text messages for marketing purposes. This new ruling presented some obstacles for companies within the higher education industry, as the lead generation process had to be revised from top to bottom. Some corporations saw fallout over the past year from an inability to comply with the new regulations, but many companies saw the changes as an opportunity to improve current business practices and increase transparency in the industry.


In periods of new legislation, such as the TCPA revisions, transparency becomes a central part of daily conversations. While many viewed transparency as another buzzword, we know that it can be improved upon by providing accurate information to consumers, clients and partners. When everyone is transparent, problems are solved faster, campaigns are easier to manage and higher performance levels emerge. In the higher education industry specifically, schools and inquiry generation partners need to work together to ensure that potential students are fully aware of the process of finding and enrolling in a school.


Regulations have increased over the past year, and the higher education industry has seen multiple companies face legal consequences as a result of non-compliance. Organizations are learning to adapt and apply new procedures quickly in order to avoid legal action and maintain trusting business relationships. Compliance also goes beyond cooperating with the law – it includes being proactive and staying aware of the constantly changing regulations. Compliance will continue to be a concern and priority for the industry.

Online Education & Technology

Although online education is not a new industry topic, it has remained a topic trend throughout 2014. Online education, along with its technical advances, has been recognized for its continued growth and improvement over the past years. It has completely transformed how students learn and interact, and the emergence of MOOCs (massive open online courses) has altered how students think about higher education. More and more schools are rebuilding their websites and creating apps in order to make technology student friendly. As education and technology continue to merge together, there will continue to be advances in the academic sphere.

LeadsCon Article Link: http://www.leadscon.com/industry-trend-recap-2014/

Slow job market impacts higher education

In the United States, recent news surrounding the economy is optimistic as the country’s GDP grew at a rapid 3.9 percent during the third quarter of 2014. The nation has now recovered all of the 8.7 million jobs lost during the recession, and the national unemployment rate has dropped to 5.8 percent, the lowest since July 2008. Some states who had been hovering at an unemployment rate of 8 percent have also seen a steady drop, but remain above the national average. Arizona is among these states, with the unemployment rate at 6.8 percent in recent months.

When there is an economic downturn, people have historically gone back to school as the value of a higher education increases, which for some outweighs the benefits of returning to the job market. Higher Ed Growth, a leader in post-secondary education marketing, has analyzed its data over the past year to pinpoint trends in higher education as a result of the recovering economy. Its findings show that the nation as a whole is currently experiencing reduced growth in college enrollments compared to previous years as students enter the job market again.

However, Arizona has seen an increase in students enrolling in higher education institutes from 2013 to 2014.

The Enrollment Pursuit Report released by Higher Ed Growth at the beginning of the year illustrated multiple changes in the higher education industry that reflect the current shift in the job market. Developments in both technology and health care are driving an increase in career opportunities to those fields. Degrees within the health care industry have grown more than 15 percent since 2011 as students pursue more in-demand fields. Business degree enrollments are down by about 10 percent, and because business degrees account for a majority of online programs, there has also been a decrease in online class enrollment in recent years.

In Arizona, certificate-level programs saw a decrease of about 18 percent, while associate and bachelor-level degrees increased. This differs from national statistics, which show a steady increase in certificate-level programs. This indicates that Arizonans are investing more time and resources into their education than those in other states.

As the Arizona economy continues to recover and reach a lower unemployment rate, the enrollment rate will likely drop as well. The most significant change in higher education will likely be a shift in degree types offered as new programs are both created and phased out. Students will continue to flock to degrees within health care and technology, and schools should focus their efforts on these along with other programs that are high demand and have high job placement rates.

AZ Big Media Aritcle Link: http://azbigmedia.com/ab/slow-job-market-impacts-higher-education

Inc. 5000 Conference Recap

This year, Higher Ed Growth (HEG) was recognized as #4,791 on the 2014 Inc. 5000 list of fastest growing privately held U.S. companies.

The contributors to HEG’s three-year revenue growth rate of 49 percent included new partnerships, technology development and team expansion. HEG gained significant exposure as a result of its growth, including local and national press and new industry contacts. The recognition from the award has added fuel to Higher Ed Growth`s continued progression. Achieving this momentous award presented multiple opportunities for the company, and HEG is honored to receive this recognized award.

Joe Laskowski, Higher Ed Growth`s Chief Marketing Officer, attended the three-day, invitation-only Inc. 5000 Conference & Awards Ceremony in Phoenix this October. The conference was held for 5,000 of America’s fastest growing, privately held companies of 2014.

Representatives from more than 2,000 of the award recipients were present during the event. Higher Ed Growth attended the conference to not only celebrate this outstanding achievement, but also to network with fellow innovative companies and gain insight into new, progressive business trends and ideas.

Attending a conference, occupied with numerous successful and inventive companies, gave attendees a one-of-a-kind learning opportunity. Keynote speakers included Michael Dell, founder and CEO of Dell Inc., Marcus Lemonis, Chairman and CEO of Camping World and Good Sam Enterprises, and Kip Tindell, founder and CEO of The Container Store Group Inc. These successful entrepreneurs revealed their own candid successes and failures while building their empires. They also highlighted many commonalities that small companies face while expanding, such as growing pains, taking on calculated risks and hiring and retaining talent.

No two businesses are identical, but a common theme among all who attended the conference was growth; all companies in attendance were recognized for expanding their business financially. The Inc. 5000 Conference was an opportunity to discuss, learn and share helpful insight on the daily challenges and successes small private companies face while growing.

Our team was delighted to be a part of this inspiring event, and is proud of all the hard work its team has contributed in the path to this award. The lessons and insight gained during this conference will influence HEG as it continues to grow and expand in the new year.