More than likely, you’ve installed the required Google Analytics tracking code on your website. You already peruse the monthly totals for visits, session duration and bounce rate. You have an idea what pages are most popular with visitors. However, unless you’ve set up the right conversion goals, you don’t really know which pages lead to a request for more information or even more importantly, an application.
Once you begin tracking this information, you can start asking a whole host of important questions such as:
- What content is most likely to lead to a conversion?
- Do mobile visitors convert at a better rate than desktop?
- How can I get more conversion?
Setting Large and Small Conversion Goals
Your goals will depend upon the type of landing page it applies to. For example, for an admissions page it would likely be an application submission. By contrast, a request for a course catalog may be more appropriate for a program page.
Set both large and small goals, not unlike the way a football coach sets team goals for first downs as well as total points. After all, little successes often lead to bigger ones. This is particularly applicable for Higher Ed as the application process has so many touch points and each suggests an increased level of commitment.
A video view or email inquiry regarding a sporting event may be considered a small goal. A PDF download or request for a catalog suggests greater interest and may lie somewhere in the middle. An application submission is a more significant goal, obviously. Knowing what drives the earlier goals may very well provide you with the needed strategy to lead visitors to an application submission.
At a minimum, consider setting up conversion goals for:
- Video Views
- From Submissions
- Virtual Tour Views
- Requests for Campus Tours
- Emails to Admissions Office and Faculty
- PDF Downloads
- Class Registrations
Higher Ed: PPC and Conversion Goals
If you spend a dime on PPC and don’t have the proper conversion goals in place, then you must have a money tree outside your office.
It goes without saying that 99% of those who visit your website don’t complete an application. However, many have converted on a lesser level. You’ve invested a significant portion of your marketing dollars in PPC. The information you gain from the smaller conversion can help you direct these same people through the conversion funnel and eventually, to an application. Why would you ever let these leads evaporate into thin air?
How ‘Bout Remarketing?
The enrollment funnel is longer than that of normal sales funnels. This gives students ample opportunity to leave for a variety of reasons. Remarketing keeps your ads in the front row and your school in the consciousness of the prospect.
Here’s how it works. The student’s initial visit generates a cookie which triggers your ad after they’ve left your site. Your ad may appear once again when they visit similar or competing websites. Conversion rates are generally much higher for these types of ads as the prospect has already expressed some kind of interest in your school.
The Bottom Line
At Beacon, we’ve been helping marketing professionals in Higher Ed effectively grow their digital presence for more than 20 years. If you have any questions regarding your school’s Google Analytics conversion goal set up, I encourage you to email me or call a Beacon team member at 1.855.851.0109. We’ll help clarify the admissions funnel and get you on the road to increased enrollment in no time.