About the client:

The client is recognized as one of India’s top online EdTech platforms, dedicated to providing an affordable and comprehensive learning experience for students through both online and offline models. The platform sources lead via various digital channels, including web and social media, as well as walk-ins at student centres. Inquiries primarily focus on admissions for competitive courses such as JEE and NET, course fees, and program benefits.

Challenges faced:

1. High Volume of Queries: The platform received approximately 6,000 queries monthly but struggled with conversions.
2. Drop in Enrollment: Many inquiries went unattended, particularly those from parents regarding program details and fees, leading to missed opportunities.
3. Low Connect Ratio: Only 16-18% of leads were successfully connected for follow-up discussions.

Impact of Challenges:

Solutions Implemented:

To tackle these challenges, the following strategies were executed:

1. Integration of Truecaller Business API: Enhanced connect rates to over 42%, allowing for more effective communication with potential students.
2. Focused Counselling Efforts: Established dedicated counselling sessions to address parent queries regarding program details and financial aspects.
3. Revenue Optimization: Achieved a revenue generation of ₹2.3 lakh per resource through improved conversion tactics.
4. Tracking Conversion Rates: Monitored the conversion rate which reached 18%, indicating a more effective follow-up process compared to previous attempts.

Outcomes Achieved:

The implementation of these solutions led to significant improvements:

– Increased Connect Ratio: The integration of technology facilitated a connect ratio exceeding 42%.

– Enhanced Revenue: The platform successfully generated ₹2.3 lakh per resource through effective lead conversion.

– Improved Conversion Rates: The conversion rate from calls attempted to courses enrolled rose to 18%, showcasing the effectiveness of targeted follow-ups and counselling.

Conclusion:

This case study highlights the importance of addressing student and parent concerns in the enrollment process within the EdTech sector. By leveraging technology and enhancing communication strategies, the client not only improved their connect ratio but also significantly boosted their revenue through better lead management. This approach serves as a model for other educational institutions facing similar challenges in converting inquiries into enrollments.