What the fluff is MEDDPICC?

It sounds like a secret code from the sales world, that's because, in a way, it is. But don't worry, I'm here to crack it open and see how we can use its wisdom for our noble cause: student recruitment.

MEDDPICC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. It's a fancy way of breaking down the sales process, making sure nothing slips through the cracks. But let's be honest, it sounds like something straight out of a corporate playbook, right? Let's demystify it:

- Metrics: What's the real impact of your program/school to the student of family? It's not just about numbers; though it could be - grades, levels.. but it is also about the positive change you can bring to their long term dreams and lives.

- Economic Buyer: Who's making the big decisions? In our world, it could be parents, students, or perhaps agents or group leaders. Identifying them is key to understanding how decisions are made (hands up those that have done their Ideal Client Avatar Work?)

- Decision Criteria: What factors are influencing their choice of school or agency? Is it the prestige, google reviews, the programs offered, or maybe the extracurriculars? Find out what is the biggest influencer.

- Decision Process: How do they decide? What steps do they take from considering their options to actually enrolling? Where might they come a cropper? Prevention is key.

- Paper Process: Ah, the joy of paperwork. It's all about understanding the enrolment process and making sure it's as smooth as possible. Check your forms, language used, buttons to click and reduce where possible. Friction costs you.

- Identify Pain: What's holding them back? Financial worries? Program indecision? Overwhelm? Fear of flying? Identifying these helps us address their concerns directly.

- Champion: Who's rooting for us inside their decision-making circle? Could be a counsellor, a friend, or an alum.

- Competition: Who else is vying for their attention? Understanding our competition helps us highlight what makes us uniquely appealing, and knowing how they approach their leads means we can better it.

So, while MEDDPICC may sound like it's all about clinching the deal in a high-stakes sales environment of suit-wearing, champagne quaffing dudes in glass high rise offices - we can perhaps learn from it. When we adapt its principles to student recruitment, it's really about understanding and connecting with prospective students and their families on a deeper level. We're not just selling; we're guiding them towards making one of the most important decisions of their lives.

With a little tweak here and there, we can take these corporate-sounding steps and turn them into a strategy that's all about empathy, understanding, and building meaningful relationships. After all, choosing an educational path is a journey, not just a transaction. Let's make sure we're the best guides they could ask for.