MacDonalds are masters in the retail space of the add-on sale and Amazon showed the world how to do it online. A growing group of Australian RTOs are doing the same and GROWING!
Since we last sent out the Online RTO we have seen an exciting trend towards sophisticated online sales techniques. When online enrolment started a few years ago it was a simple case of printing out a PDF or completing an enrolment form that sent an email. While many RTOs are still to get online other are pushing boundaries that Internet giants such as Amazon and Dell only contemplated a decade ago.
Here is a guide to what we have seen [and done] in the last quarter. We would normally include the names of the sites as examples but for competitive reasons they have declined …. we are sure you will understand why!
Don’t have VETtrak? While all our work online in the training sector has been on VETtrak integrated websites, our latest product release includes an API we are able to use to content to any AVETMISS complaint training management system.
1 Fries with that? From the MacDonalds school of sales training
There are many qualifications that rely on other related training, an example of this is First Aid. When selling the primary qualification why not offer the student the option of buying that training at the same time and reward them with a discount?
We have built enrolment forms recently that enrol a student in one course and then offer them related courses for a discounted rate – two enrolments at once!
2 Students who bought this also bought this. This from from Dell and Amazon:
JWG has migrated this popular feature from our non-RTO product set. It reviews the purchase habits of students over time and makes recommendations based on this behaviour – we are constantly surprised at how well this works both anecdotal in blogs and forums and also from our own experience.
3 Most popular Courses. Brought to you by Amazon
This tool is similar to the one above however is a simple ranking tool, similar to the Top 10 music charts. On a busy site often the smallest thing can trigger a sale and the extra trust generated by knowing this is what many other people have done is enough for the student to take the next step.
4 The Osmosis and the option to continue shopping
Because online enrolment and training sales is so new most RTOs breath a sigh of relief when the enrolment form is signed off. One of our more imaginative clients explained the obvious to us recently; “You have this really cool training pod on the right that shows up coming courses BUT how do I buy that course too without going back to the beginning?”. We look at each other in the office and added a new button to the end of the enrolment form “Add another Course” and now it is easy to book as many online courses as the user wants. AND the enrolment form only asked the questions that are different – so easy we wish we had thought of it!
5 Multiple Students on one course
Most RTOs have an enrolment form that allows corporate customers to add multiple students on the one course and to have a single point of contact. Yes, we can do that too and it gets RTOs VERY excited – one transaction, many sales. At JWG we believe the best online systems come from excellent paper processes. If you can do it on paper why can’t you do it online and it works!