Case Study 2: EN Universities in Finland

EN has been around for a year, and with our help, they recruited 100% more agents monthly.

Needs of EN

  • Knowing what are the top 5 markets that they should capture first
  • Reaching out to student recruitment partners to represent their universities
  • Negotiating with potential partners, so EN makes as many profits as possible

Challenge

“EN is a new company with limited staff and money,” said Harry, founder of EN. “We need more partners to recruit students for us, but Finland is currently not a popular study abroad destination, and not many know about Finnish universities and us.”

To have more partners recruiting students for us, it is important to let agents know our professionalism, experts in student recruitment, and get to the decision maker of every potential partner agents so they would work with us. “Not only do we need to sign partnership agreements with the student recruitment agencies, but we also have to maintain constant communication to build a relationship with these agents so they would promote our universities instead of others,” said Harry.

Solution

Researched for 5000 potential clients, gaining email contact with the decision makers

  • Writing sure-win emails to educate, entertain and delight the potential clients, so we score a meeting with them
  • Book meetings with decision makers
  • Negotiation with companies to get the best deals with EN
  • Convince and build a relationship with agents so they send more students to us versus our other competitors who provide more incentives
  • Held deep-dive interview with existing partners and understand their questions and concerns
  • Communicated the interview findings with the product development team, so that they can refine the programs and offerings
  • Revamped the unique selling points of the company, so that the offerings become more attractive to students and partner agents
  • Create additional materials and FAQ pages to shorten the sales process and effort

Result

We were able to identify the top potential countries and focused on those potential partners where 30% of them were converted to leads, and 95% of the leads turned to partners. On average, each of their current business developers only gets five to six sub-agents onboard to promote their universities.

For our company, we helped them get an average of 12 sub-agents for every single month. They have two full-time business developers in the team; their subagents (around 20) recruit 50% of the students while we helped them recruit the other 50%. This means that not only did we recruit more subagents; we also nurture our subagents for them to recruit more students on their end. Our costs are better than hiring 2 business developers, as we also help to create materials and refine your sales process.