Applying 'Click to Close' for Strategic Growth
An established and respected college offering Professional Business and Life Coach Training was struggling to boost enrollment and revenue. The future of the company was at risk. “Sales were bad,” says Erickson Executive Director Lawrence McGinnis. “We had two people in charge of growing enrollment and were getting lots of traffic on our company website but the rate of closure for our selling opportunities was just 3%” In addition, the company’s financial position was unclear to top executives.
Erickson’s team realized they needed a business turn-around specialist. Priority Solutions’ President Heidi Hamilton identified the problem: Erickson’s had not clear growth goals, structure or framework for the sales people and no clear follow-up and nurturing process for sales prospects. She developed and helped execute on a clear Go-To-Market plan including creating a dedicated enrolment team and implemented a click-to-close email campaign framework, and fully inbound based sales process.
- Massively improved enrollment; annual revenue has more than doubled from $700,000 to $5 million
- Identified and penetrated new markets as a leader – Erickson Online Coach Training Academy
- Expanded sales channels to regional and international markets