Tag: Strategies

  • 8 Proven Digital Marketing Strategies for Universities

    8 Proven Digital Marketing Strategies for Universities

    Reading Time: 11 minutes

    Universities and colleges today face a highly competitive recruitment environment. Declining enrollment trends, shifting demographics, and the rise of alternative education options mean institutions must work harder than ever to connect with prospective students. Traditional outreach methods alone are no longer enough.

    That’s where digital marketing for universities comes in. By leveraging the right mix of online strategies, higher education institutions can build brand awareness, generate qualified leads, and foster lasting relationships with students. From content marketing and SEO to social media and data-driven analytics, digital tools give schools the power to meet prospective students where they are: online.

    In this blog post, we’ll break down eight proven digital marketing strategies tailored for universities. Along the way, we’ll answer common questions—like what exactly digital marketing in education means and how much universities invest in it—to give you a clear, actionable roadmap for success.

    Struggling with enrollment?

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    Understanding Digital Marketing in Higher Education

    What is digital marketing in education? Digital marketing in education is the use of online channels—such as websites, SEO, social media, email, and digital ads—to promote programs, connect with prospective students, and engage alumni. Unlike other sectors, the “product” is not just a service but an experience and long-term investment, so messaging must inform, inspire, and build trust.

    Why is digital marketing for universities so critical now? The stakes are high. With declining enrollments and growing skepticism about the value of a degree, institutions are investing heavily in outreach. According to SimpsonScarborough’s 2019 State of Higher Ed Marketing report, universities typically allocate between $429 and $623 per enrolled student each year to marketing efforts. The University of Maryland Global Campus, for example, committed $500 million over six years, half dedicated to digital ads.

    Digital channels offer clear advantages: precise targeting, interactive storytelling, and measurable results. More importantly, they allow two-way communication—helping schools nurture relationships from first contact through enrollment, turning digital marketing into both a recruitment engine and a trust-building tool.

    Below, we outline 8 proven digital marketing strategies for universities and colleges. These strategies have been tested in the education sector and shown to drive results – whether it’s increasing website traffic, applications, or student engagement. Along the way, we’ll highlight real-world examples (with sources) from reputable institutions to illustrate how each strategy can be put into practice.

    1. Content Marketing and Search Engine Optimization (SEO)

    In higher education, content is king. Universities that create valuable, student-focused content build trust and attract more applicants. Effective content marketing means answering the questions students and parents are already asking—through program pages, blogs, testimonials, videos, guides, and virtual tours.

    SEO ensures this content gets discovered. When prospects search “best MBA in Canada” or “colleges with digital marketing programs,” optimized titles, headings, and keywords help your institution appear in results. Consistent updates, quality backlinks, and keyword-rich program pages boost visibility even further.

    Example: Boston University runs an extensive content hub (“BU Today”) that publishes daily stories about student life, wellness, careers, research and more. This on-site news magazine – featuring contributions from students, faculty, staff, and alumni – builds trust and drives organic traffic by answering the questions prospective students are asking. BU Today’s engaging content strategy not only informs and inspires readers, but also strengthens the university’s visibility in search results through fresh, keyword-rich stories.

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    Source: Boston University

    2. Social Media Engagement and Community Building

    Students spend countless hours on social media, making it one of the most powerful tools for higher ed marketing. Platforms like Instagram, TikTok, YouTube, and LinkedIn allow universities to showcase campus life, share authentic stories, and build community long before students arrive on campus.

    Tailor content to each platform: Instagram thrives on visual storytelling, TikTok on fun, viral content, YouTube on long-form video, and LinkedIn on alumni success. Meeting students where they are ensures your message resonates.

    Authenticity wins: Many schools hand over the reins to students for “takeovers.” For instance, Babson College used Instagram takeovers for Q&As, giving prospects a candid look at campus life. Spelman College maximizes Instagram’s features—Stories, Highlights, and IGTV—to create a polished yet authentic presence that builds trust.

    TikTok’s rise: Universities like Oxford and Indiana University leverage TikTok trends to humanize their brand and showcase student enthusiasm, boosting engagement dramatically.

    The payoff is real: John Cabot University increased applications by 42% after ramping up its social media presence. Done right, social platforms don’t just market a school—they cultivate belonging and amplify word-of-mouth.

    Example: John Cabot University, an American-accredited university in Rome, overhauled its social media strategy to engage prospective students and saw remarkable results. By partnering with Higher Education Marketing and tailoring content to its audience, JCU achieved a 300% increase in applications coming directly from social media and a 42% overall rise in student applications. In practice, this involved creating more audience-targeted posts and campaigns that funneled followers to the admissions site – demonstrating how active social engagement can translate into measurable recruitment gains.

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    Source: Higher Education Marketing

    3. Pay-Per-Click Advertising and Targeted Ads

    Organic content builds long-term visibility, but paid digital advertising delivers immediate reach. Pay-Per-Click (PPC) ads—on Google, Facebook, Instagram, LinkedIn, or YouTube—allow universities to target demographics, locations, and search intent with precision.

    Search ads help institutions appear at the top of results for competitive terms like “MBA program online” or “study in Canada.” Even major universities bid on their own branded keywords to capture applicants searching directly for admissions. These ads often lead to optimized landing pages designed to convert interest into inquiries.

    Social ads provide granular targeting. The takeaway? With smart targeting, strong creative, and optimized landing pages, PPC can deliver measurable results in recruitment, even on modest budgets.

    Example: Laurier employs highly targeted PPC advertising to reach international prospects in key markets. In partnership with HEM, Laurier runs country-specific campaigns on Google and Meta (Facebook/Instagram), even narrowing ads to specific cities to maximize relevance. For example, prospective students in India, Nigeria or Vietnam might see ads for Laurier programs, and search ads ensure Laurier appears for queries like “study in Canada university.” This precise targeting has boosted Laurier’s lead generation from countries such as India, Bangladesh, Ghana and more, illustrating how PPC can efficiently capture students in different regions.

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    Source: Higher Education Marketing

    4. Email Marketing and Marketing Automation

    Email remains one of the highest-ROI tools for higher ed recruitment. When a prospect shares their email, it creates an opportunity for personalized, direct communication that nurtures them through the enrollment journey.

    Lead nurturing works best through sequenced emails—welcoming inquiries, highlighting programs, showcasing campus life, and reminding applicants to complete next steps. Segmentation and personalization make campaigns more effective: tailoring messages by program, audience type, or student behavior ensures relevance and boosts engagement.

    Automation tools like HubSpot or Slate allow universities to trigger timely follow-ups—such as reminders for incomplete applications or pre-visit info before a campus tour. Done well, email serves as the connective tissue of digital strategy—tying content, events, and ads into one cohesive student journey.

    Example: Michael Vincent Academy, a private vocational school in Los Angeles, streamlined its recruitment process by implementing a customized CRM with marketing automation. The academy uses an automated system (HEM’s Mautic CRM) to follow up with every inquiry, score leads, and send sequenced emails. Routine tasks – from welcome emails to application reminders – are now handled automatically, allowing staff to spend more time on personal outreach to high-value prospects. The impact is significant: key elements of the follow-up workflow are now automated, improving efficiency and ensuring no prospective student falls through the cracks.

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    Source: Higher Education Marketing

    Pro Tip: Don’t overload inboxes—send 1 email every 7–10 days, keep designs mobile-friendly, and always include a clear call-to-action.

    5. Website Optimization and User Experience (UX)

    Your website is your digital campus, often the first impression prospective students have. A well-optimized site improves engagement and conversion by guiding visitors smoothly through their journey.

    Mobile-first design is non-negotiable. With most students researching on phones, responsive layouts, fast load speeds, and intuitive navigation are critical. Google also rewards mobile-friendly sites in search rankings.

    Clear navigation helps diverse audiences—prospective undergrads, grads, parents, international students—find relevant information quickly. Saint Louis University, for example, introduced an interactive admissions page with customizable “pathways,” simplifying content discovery and personalizing the student journey.

    Engaging media like photos, videos, and virtual tours immerse visitors in campus life, while CTAs such as “Request Info” or “Apply Now” nudge them toward action. 

    Example: University of North Dakota undertook a comprehensive website refresh that yielded strong results in both engagement and conversions. The new site introduced a powerful “Program Finder” tool giving prospective students one central place to discover academic programs by interest. The homepage and navigation were reorganized around key audiences (prospective undergrads, grad students, parents, etc.), making it easier for each group to find relevant info. UND also weaves in student stories and news in a way that reflects student life and values, rather than just facts. This focus on UX paid off: after launch, UND saw organic traffic climb and a 62% jump in undergraduate inquiries year-over-year, all while many peer institutions saw declines. It underscores that a fast, intuitive, mobile-friendly site can be a university’s best recruitment tool.

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    Source: University of North Dakota

    Pro Tip: Audit your site regularly—outdated info or broken links can undo even the best design.

    6. Search Engine Marketing (SEM) and Local SEO

    Search engine marketing ensures your institution is visible when prospective students actively look for programs. Beyond broad SEO, local optimization and targeted campaigns make a significant difference.

    Local SEO helps capture location-based searches like “MBA in Toronto” or “universities near me.” Universities should claim and update their Google Business profiles, add campus photos, respond to reviews, and use city/region keywords across their site. For multi-campus schools, create individual location pages optimized with local terms.

    Long-tail keywords are equally powerful. Students often search specific queries like “best undergraduate business programs for entrepreneurship.” Creating FAQ pages, blog posts, or landing pages around these terms captures highly motivated prospects. Likewise, many universities now optimize program pages with alumni career outcomes and salary data to rank for career-focused searches.

    Example: Cumberland College, a career college in Montréal, used SEM and on-page SEO to significantly boost its visibility and inquiries. With expert help, Cumberland optimized its website content (in English and French) and refocused its keyword strategy – plus ran complementary Google Ads – to capture more search traffic. The impact was dramatic over a short period: organic web visitors rose by 27.5%, and overall leads (inquiries) jumped by 95% after the campaign, compared to the previous year. Even more striking, leads coming specifically from organic search increased nearly five-fold (a 386% increase) as Cumberland climbed higher in search results.

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    Source: Higher Education Marketing

    Pro Tip: Align SEM campaigns with the admissions cycle—boost spend before deadlines to capture undecided applicants.

    7. Video Marketing and Virtual Engagements

    In the digital era, video has become an incredibly powerful medium of digital marketing for colleges, and universities are uniquely positioned to leverage it. From campus tour videos and student vlogs to recorded webinars and live-streamed events, video marketing allows prospective students to experience a taste of campus life and academics from anywhere in the world. It’s engaging, shareable, and often more memorable than text.

    Campus tours and virtual experiences: When students cannot visit in person (due to distance or as we saw during pandemic lockdowns), a virtual tour is the next best thing. Many universities now feature immersive 360-degree virtual campus tours on their websites. These let users “walk” through the quad, peek into classrooms, dorms, and labs, all from their computer or phone. It’s an interactive way to showcase facilities and atmosphere. Even a simple narrated campus tour video on YouTube can be effective – guiding viewers through major spots on campus while current students or staff explain highlights.

    Storytelling through students: Prospective students trust their peers. “Day in the life” vlogs or testimonial clips highlighting internships and career outcomes resonate strongly. Short, authentic videos often outperform highly produced pieces.

    Example: Montgomery County Community College (USA) grabbed attention with an award-winning recruitment video campaign. Their 30-second video spot, “You in Motion,” is a high-energy montage that inspires viewers to envision their success at the college. In that half-minute, the video communicates key value props – an affordable, top-notch education; extensive support resources; and a wide range of programs – all set to uplifting visuals of campus and student achievements. The campaign succeeded in exciting prospective students and driving home the message that at Montco you can “make your own momentum”. It’s a prime example of how concise, well-produced video content can boost a school’s appeal and conversion rates.

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    Source: YouTube

    Takeaway: Video marketing builds trust through storytelling, making your institution both relatable and aspirational.

    8. Data Analytics and Continuous Optimization

    A major advantage of digital marketing for colleges is the ability to measure performance in real time. Universities that actively track and optimize campaigns consistently outperform those that rely on static strategies.

    With tools like Google Analytics, CRMs, and marketing automation, schools can monitor conversions such as info requests, applications, and event signups, while attributing results to specific channels. For example, McGill University’s School of Continuing Studies implemented eCommerce-style tracking with HEM, enabling them to connect digital ad spend directly to applications and enrollment outcomes.

    Example: McGill’s School of Continuing Studies struggled to connect its digital ad spend to actual enrollments – until it implemented an advanced analytics solution. Working with HEM, McGill SCS set up eCommerce-style tracking (via its Destiny One online registration system) to measure exactly how ads and web campaigns translated into applications, registrations, and revenue. This involved configuring Google Analytics and tag manager to capture each student touchpoint and conversion. The result was a newfound ability to make data-driven decisions on marketing: McGill can now see ROI by campaign and optimize accordingly, rather than guessing.

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    Source: Higher Education Marketing

    Optimization goes beyond tracking. A/B testing landing pages, refining email subject lines, or adjusting ad targeting can deliver significant lifts in conversions. Ultimately, analytics turn insights into action. By continuously refining campaigns based on real results, institutions ensure smarter spending, better engagement, and stronger recruitment outcomes.

    Bringing It All Together

    Digital marketing is no longer optional for universities—it’s the foundation of how students discover, evaluate, and choose their educational path. From content marketing and social media engagement to PPC, email nurturing, and data-driven optimization, each strategy plays a role in building trust and guiding prospects through the enrollment journey.

    The institutions that succeed are those that take an integrated approach: aligning their website, campaigns, and student communications to deliver a consistent, authentic experience. Real-world examples—from Boston University’s content hub to McGill University’s data-driven enrollment gains—show how strategy translates into measurable results.

    Ultimately, digital marketing is about connection. By telling authentic stories, engaging students where they are, and continuously refining based on analytics, universities can cut through the noise, reach the right audiences, and build relationships that last well beyond enrollment.

    Done right, digital marketing doesn’t just attract students—it creates advocates who carry your institution’s story forward.

    Struggling with enrollment?

    Our expert digital marketing services can help you attract and enroll more students!

    FAQs

    Q: What is digital marketing in education

    A: Digital marketing in education is the use of online channels—such as websites, SEO, social media, email, and digital ads—to promote programs, connect with prospective students, and engage alumni. Unlike other sectors, the “product” is not just a service but an experience and long-term investment, so messaging must inform, inspire, and build trust.

    Q: Why is digital marketing for universities so critical now? 

    A: The stakes are high. With declining enrollments and growing skepticism about the value of a degree, institutions are investing heavily in outreach. 

    Q: How much do universities spend on digital marketing?

    A: Universities now spend between $429 and $623 per enrolled student, per year on marketing.

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  • A Student’s Guide to Success: Six Strategies to Reduce Team Conflict – Faculty Focus

    A Student’s Guide to Success: Six Strategies to Reduce Team Conflict – Faculty Focus

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  • 3 College Student Retention Strategies to Prioritize at This Time of Year

    3 College Student Retention Strategies to Prioritize at This Time of Year

    Retention is not what you do. It is the outcome of what you do.

    It’s that time of year when retention committees, student success professionals, and leadership teams across the country calculate the retention rate for the fall 2024 cohort and compare it with their previous years’ outcomes. Some campuses have undoubtedly stayed the same, others decreased, and some increased, but the overall conversation is usually about how “it” can be done better for the fall 2025 class. 

    Let’s talk about “it” for a minute. Many of you have heard the message that two of our founders, Lee Noel and Randi Levitz, and the student success professionals who have followed in their footsteps, have shared for several decades: Retention is not what you do. “It” is the outcome of what you do. “It” is the result of quality faculty, staff, programs and services. As you consider improvements to your efforts which will impact the fall 2025 entering class and beyond, keep in mind the following three student retention strategies and practices. 

    1. Assess college student retention outcomes completely

    The first strategy RNL recommends is a comprehensive outcomes assessment. All colleges and universities compute a retention rate at this time of year because it has to be submitted via the IPEDS system as part of the federal requirements. But many schools go above and beyond what is required and compute other retention rates to inform planning purposes. For example, at what rates did you retain special populations or students enrolled in programs designed to improve student success? In order to best understand what contributed to the overall retention rate, other outcomes have to be assessed as well. For instance, how many students persisted but didn’t progress (successfully completed their courses)? Before you finalize the college student retention strategies for your fall 2025 students, be sure you know how your 2024 students persisted and progressed so that strategies can be developed for the year ahead. 

    2. Know what worked and what didn’t

    The second strategy we recommend is to consider what worked well during the previous year and what didn’t. Many of us have been in situations where we continue to do the same thing and expect different results, which has been called insanity! (Fun fact, this quote is often attributed to Einstein, but according to Google, was not actually said by him!) A common example would be the academic advising model.  RNL has many years of data which show that academic advising is one of the most important college student retention strategies. But just doing what you have always done may not still be working with today’s college students. Advising is an area which needs constant attention for appropriate improvements. Here are a few questions for you to consider: Does your academic advising model, its standards of practice, and outcomes assessment reveal that your students are academically progressing by taking the courses needed for completion? Can you identify for each of your advisees an expected graduation date (which is one of the expected outcomes of advising)? Establishing rich relationships between advisors and advisees, providing a quality academic advising experience, can ultimately manage and improve the institution’s graduation rate. 

    3. Don’t limit your scope of activity

    Once you have assessed the 2024 class outcomes and the quality of your programs and services, RNL encourages you to think differently about how you will develop college student retention strategies that will impact the 2025 class. Each college has an attrition curve, or a distribution of students with their likelihood of being retained. The attrition curve, like any normal distribution, will show which students are least and most likely to retain and will reveal the majority of students under the curve. See the example below:

    The Retention Attrition Curve showing that campuses should focus retention efforts on students who can be influenced to re-enroll. The Retention Attrition Curve showing that campuses should focus retention efforts on students who can be influenced to re-enroll.

    As you consider your current activities, you may find that many of your programs are designed for the students at the tail end of the curve (section A above) or to further support the students who are already likely to persist (section B). Institutions set goals to increase retention rates but then limit the scope of students they are impacting. To have the best return on retention strategies, consider how you can target support to the largest group of students in the middle (section C) who are open to influence on whether they stay or leave, based on what you do or don’t do for them, especially during their first term and their first year at your school. 

    Onward for the year ahead

    RNL congratulates those of you who have achieved your retention goals for the 2024 cohort. You certainly must have done some things right and must have had student retention strategies that were effective. For those of you who are looking for new directions in planning, consider the three practices outlined above. 

    And if you aren’t currently one of the hundreds of institutions already working with RNL, you may want to implement one or more of the RNL student success tools to support your efforts: the RNL motivational survey instruments to identify those students who are most dropout prone and most receptive to assistance, the RNL student retention data analytics to identify the unique factors that contribute to persistence at your institution, and the RNL satisfaction-priorities surveys that inform decision making and resource allocation across your campus population. RNL can provide support in all of these areas along with on-going consulting services to further direct and guide retention practices that can make a difference in your enrollment numbers and the success of both your students and your institution.  Contact me to learn more in any of these areas. 

    Note: Thanks to my former colleague Tim Culver for the original development of this content.

    Ask for a complimentary consultation with our student success experts

    What is your best approach to increasing student retention and completion? Our experts can help you identify roadblocks to student persistence and maximize student progression. Reach out to set up a time to talk.

    Request now

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  • From Lectures to Laughter: Strategies to Spark Joy in the Classroom – Faculty Focus

    From Lectures to Laughter: Strategies to Spark Joy in the Classroom – Faculty Focus

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  • From Lectures to Laughter: Strategies to Spark Joy in the Classroom – Faculty Focus

    From Lectures to Laughter: Strategies to Spark Joy in the Classroom – Faculty Focus

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  • Supporting the Student Researcher: Effective Teaching, Learning, and Engagement Strategies – Faculty Focus

    Supporting the Student Researcher: Effective Teaching, Learning, and Engagement Strategies – Faculty Focus

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  • Strategies for Personalized Learning in AI Age (opinion)

    Strategies for Personalized Learning in AI Age (opinion)

    How do we teach effectively—and humanly—in this age of AI?

    New advances in artificial intelligence break news at such a rapid pace that many of us have difficulties keeping up. Dinuka Gunaratne gave a detailed summary of many different AI tools in his “Carpe Careers” article published in July; yet more tools will likely appear in the next months and years in an exponential explosion. How do we, as educators (new and established Ph.D.s) design curriculum and classes with these new AI tools being released every few weeks? How do we design effective assignments that teach critical analysis and logical thought while knowing that our students, too, have access to these tools?

    Many existing AI tools can be used to assist with course design. However, I will provide some insight on methods of pedagogy that emphasize personalized learning regardless of what new technology becomes available.

    Some questions educators are now thinking about include:

    1. How do I design an assignment so the student cannot just prompt an AI tool to complete it?
    2. How do I design the course so that the student can choose whether or not to use AI tools—and how do I assess these two groups of students?

    Below, I outline some wise teaching practices with an eye toward helping students develop core skills including critical thinking, problem-solving, teamwork, creativity and—the most essential skill of all—curiosity.

    Making the Most Out of Class Time

    An effective course utilizes a combination of teaching strategies. I outline three here.

    1. Make sure that your class is generative so that when you give an assignment, it reaches as far back as day one. A generative learning model is one in which each week is built upon the previous one, and in which a student is assessed on the knowledge they have cumulatively accrued.
    1. Hold interactive in-person activities in each class, building upon the previous assignments and content.
    2. Flip the classroom so that class time is used for discussion and not a monologue presentation from you. If you can assign videos or reading assignments for students to view or read prior to class, then you can use class time to discuss the content or reinforce the learning with group activities.

    Here is an example of combining these tools in the buildup to a presentation from one of my classes.

    • Week 1: Each student writes and brings a one-page summary of their research so that peers can provide feedback. I provide feedback training in class before the peer readings take place.
    • Week 2: Using the peer feedback of the summary, each student creates one slide summarizing their research for a three-minute thesis (3MT) and brings the slide to class to receive peer feedback.
    • Week 3: Students practice presentation skills through an activity called “slide karaoke,” in which a student has one minute to present a simple slide they have never seen before. They are then given feedback by peers and the instructor on general presentation skills. I provide peer feedback training before the presentations.
    • Week 4: Students implement the general feedback from slide karaoke and give practice 3MT presentations to receive specific peer and mentor feedback on the content. These mentors are usually students from the year before who revisit the class.
    • Week 5: Students give the final 3MT in front of judges and peers for evaluation.
    • Week 6: Students write a summary of what was learned from the entire generative experience.

    This sequence of assignments is personalized so that the final report can only be about the student’s individual experience. While students might want to use AI tools to edit or organize their ideas, ChatGPT or other AI tools cannot possibly know what happened in the classroom—only the student can write about it.

    For larger classes in which a presentation from each student may not be possible, here is another example.

    • Week 1: A video or reading assigned to students to view/read before class discusses the basics of DNA and inheritance. An in-class assignment involves a group discussion on Mendelian inheritance problem sets.
    • Week 2: Before class, students read an article on how DNA is packaged; the in-class discussion focuses on the molecules involved in chromatin structure.
    • The next classes all have either prereads or videos, which students discuss in class, and the content builds up to a more complex genetic mechanism, such as elucidating the gene for a disease. The final report could be “summarize how one could find a gene responsible for a certain disease using the discussion points we had in class.” In this scenario as well, the student is taking the personalized class experience and incorporating the ideas into the final report, something that cannot be wholly outsourced to any AI tool.

    If you decide to embrace AI tools in the classroom, you can still teach critical thinking and creativity by asking the students to use AI to write a report on a topic discussed in class—and then in part two of the assignment, ask them to assess the AI-generated report, cite the proper references and correct any mistakes, content or grammar-wise.

    I sometimes show an example of this in class to demonstrate to students that AI makes mistakes, rather than giving it as an assignment. But it is something you might want to try making an optional method for an assignment. Students can declare whether they used AI or not on their submission. As an instructor, you will need to design two rubrics for these different groups. Group one will have a rubric based on content, grammar, references, logical thought and organization, and clarity. Group two (those who use AI) will have a rubric consisting of the same components in addition to an evaluation of how well the student found the AI mistakes.

    Applying for Teaching Positions

    If you are applying for a teaching position, you should address AI in your teaching dossier and how you may or may not incorporate it—but at the very least, discuss its effects on higher education. Many articles and books on this topic exist, including Teaching with AI: A Practical Guide to a New Era of Human Learning, by José Antonio Bowen and C. Edward Watson (Johns Hopkins Press, 2024); Robot-Proof: Higher Education in the Age of Artificial Intelligence, by Joseph E. Aoun (MIT Press, 2017); and Generative AI in Higher Education, by Cecilia Ka Yuk Chan and Tom Colloton (Routledge, 2024).

    Yet even as we consider how to integrate AI in our teaching, we must not forget the human experience at work in all that we do. We can emphasize things like 1) encouraging students to meet with us in person or even for a walk as opposed to a virtual meeting and 2) assessing what emotions students bring to the meeting or class and how that may affect the dynamics. We as educators should harness the human side of teaching, including the classroom experience and the in-class group work, so that the “final” assessments build directly out of these personalized learnings.

    For those venturing into a career that involves teaching or mentoring, develop teaching strategies and tools that center the human experience and include them in your teaching dossier. Your application will shine.

    Nana Lee is the director of professional development and mentorship, special adviser to the dean of medicine for graduate education, and associate professor, teaching stream, at the University of Toronto. She is also a member and regional director of the Graduate Career Consortium—an organization providing an international voice for graduate-level career and professional development leaders.

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  • 9 Proven Strategies for 2025

    9 Proven Strategies for 2025

    Reading Time: 12 minutes

    Steady lead generation for colleges and universities is what keeps enrollment strong. Without a consistent flow of qualified inquiries, even the best programs struggle to meet their targets. The challenge, however, is that prospective students now have more options than ever, online and on campus, at home and abroad. Competing for their attention requires more than just a few ads or a static website; it demands a thoughtful, multi-channel strategy that builds trust and delivers value.

    The good news is that digital marketing offers powerful tools to do just that. From content that tells your school’s story to SEO, social media engagement, targeted ads, and personalized email campaigns, every channel plays a role in capturing interest and moving students closer to enrollment. Add in technologies like CRM systems, chatbots, and virtual events, and institutions can create highly tailored experiences that convert browsers into applicants.

    This article explores nine proven strategies to boost lead generation for higher education in the current industry. We’ll highlight real-world examples, including case studies from HEM’s own work, and show how combining smart tactics with the right technology can help your institution attract, nurture, and convert more qualified student leads.

    Struggling with lead generation?

    Our expert digital marketing services can help you attract and enroll more students!

    1. Leverage Content Marketing to Attract and Engage Prospective Students

    Content marketing is one of the most reliable ways for higher education institutions to generate quality leads. By creating blog posts, videos, and downloadable guides that address real student questions, schools can attract organic traffic, build trust, and guide prospects through the enrollment funnel. Effective content also boosts SEO, keeping your institution visible when students search for programs or career paths.

    How can content marketing help universities generate more leads? Content marketing attracts prospective students by answering their questions and showcasing institutional strengths. Blogs, guides, and videos build trust, improve SEO visibility, and highlight success stories. This engagement draws high-intent visitors to program pages, where they can convert into inquiries or applications.

    Example: Discovery Community College’s official blog uses program-specific keywords in post titles to boost SEO. For example, one post is titled “3 Great Skills to Practice During Your Accounting and Finance Program,” directly incorporating the Accounting and Finance program name. This keyword-focused approach makes it far more likely that the content appears in search results when potential students are googling that training area. By optimizing blog content for high-intent queries, Discovery Community College increases its visibility to the right audience and draws in quality traffic (prospects already interested in those programs).

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    Source: Discovery Community College

    Gated content like e-books or checklists can add another layer—prospects are more willing to share contact details if the resource provides clear value, such as a scholarship checklist or career outlook guide.

    2. Optimize Your Website for Search Engines (SEO)

    Even the best content won’t generate leads if students can’t find it. That’s why SEO is essential. Since most students begin their school search online, ranking on the first page of Google for program- and location-based keywords (“MBA programs in Canada,” “best nursing degree in Ontario”) is critical. The higher you rank, the more qualified traffic you attract.

    Effective SEO starts with understanding what prospective students are searching for and weaving those terms naturally into your program pages, blog posts, and FAQs. On-page basics, like strong titles, meta descriptions, mobile-friendly design, and fast load times, should work hand in hand with technical SEO and local optimization.

    How can universities leverage SEO to improve their lead generation efforts? SEO boosts visibility when students search for programs, scholarships, or career outcomes. By optimizing program pages, blogs, and local listings with relevant keywords, universities appear in top search results. This organic traffic delivers high-intent leads, students actively seeking education opportunities, directly into the recruitment funnel.

    Example: Partnering with HEM, Cumberland College invested in multilingual SEO, optimizing its website in both English and French. Within a year, organic traffic grew by 27.5%, and leads from SEO traffic surged by 386%. This data-driven strategy directly fueled a 20–35% increase in new enrollments, proving how powerful SEO can be for lead generation for higher education.

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    Source: Higher Education Marketing

    3. Optimize Your Website’s Landing Pages and Lead Capture Forms

    Attracting visitors is only half the battle; converting them into leads is what drives enrollment. Landing pages and inquiry forms are at the heart of conversion rate optimization (CRO) for higher education. With education landing pages averaging a 4.5% conversion rate, small improvements can mean a big jump in inquiries. To maximize results:

    • Mobile-first design: Students browse on their phones, so pages must load fast and display seamlessly.
    • Clear, concise copy: Use scannable headlines and bullet points to highlight benefits. 
    • Prominent CTA: Each page should push one clear action: “Request Info” or “Register Now,” with an eye-catching button.
    • Short forms: Ask only for essential info (name, email, program interest). Long forms create friction.
    • Trust signals: Add student testimonials, alumni outcomes, or accreditation badges to reassure visitors.

    Example: The Academy of Learning Career College’s landing pages highlight clear program benefits and unique selling points to persuade visitors. AOLCC outlines its proposition value on landing pages, essentially listing what students gain from the program, and expands on each point to hold interest. By foregrounding these program benefits, AOLCC’s pages effectively communicate value and encourage prospects to take the next step (e.g., request info or apply).

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    Source: AOLCC

    4. Implement Chatbots and Live Chat for Instant Engagement

    Today’s prospective students expect instant answers when they land on a university website. Chatbots and live chat make that possible, engaging visitors the moment they arrive instead of waiting for them to stumble upon a form. A chatbot that greets with a simple “Do you have questions about admissions or programs?” lowers barriers, creates an immediate connection, and often captures leads that would otherwise leave without taking action.

    Configured well, education chatbots can handle common questions around deadlines, prerequisites, or housing 24/7. When a query requires a human touch, they can hand off to a live staff member or at least collect contact details for follow-up. This style of communication appeals especially to Gen Z, who spend significantly more time on messaging apps than older generations and respond well to the casual, conversational tone of chat.

    Example: Unity Environmental University launched an AI virtual agent named “Una” to assist prospective students in finding suitable programs and navigating the application process. According to Unity’s press release, Una is available 24/7 as a personalized guide, providing instant answers about admissions and even helping complete application steps.

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    Source: Unity Environmental University

    From a practical standpoint, institutions can blend live and automated support depending on resources. Staff-led chat during business hours provides personal attention, while chatbots can cover after-hours. The key is visibility: a small but inviting chat icon, integrated with your CRM to capture leads automatically, turns your site into an “always-on” recruitment assistant. In higher education lead generation, that combination of accessibility, speed, and personalization is increasingly what sets strong digital strategies apart.

    5. Harness the Power of Social Media Platforms

    Social media remains one of the most powerful tools for lead generation for colleges. Prospective students spend hours daily on platforms like Instagram, TikTok, Facebook, LinkedIn, and X. Making these spaces essential for reaching and engaging them. Each channel serves a slightly different role: Instagram and TikTok connect best with high school and undergraduate audiences, LinkedIn appeals to graduate and professional prospects, while Facebook often reaches parents and working adults.

    What role do social media platforms play in lead generation for higher education institutions? Social media connects universities with prospects where they already spend time. Authentic posts, student takeovers, and targeted ads spark awareness, build community, and drive traffic to lead forms. Engagement nurtures interest over time, transforming casual followers into applicants and amplifying recruitment campaigns.

    To generate leads, institutions should focus on consistent posting, authentic storytelling, and quick responses to comments or direct messages. Content like student takeovers, alumni testimonials, and “day in the life” videos resonates strongly, helping prospects envision themselves at your school.

    Example: The University of Cambridge leverages authentic, student-led “Day in the Life” videos on its official channels (website, YouTube, TikTok) to showcase everyday student experiences. These videos are produced through the university’s own outlets, not third-party media, ensuring they are direct primary sources from Cambridge. For instance, Cambridge’s Faculty of Law features a “Day in the life of a Law student” video on its official site and YouTube, where “three first year Law students, Robbie, Katie and Scott, give us an insight into a typical day in their lives, using hand-held cameras”. In this video, the students themselves film their lectures, study sessions, and social activities, offering a genuine glimpse into daily life in Cambridge.

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    Source: University of Cambridge

    Done well, social media builds community, nurtures awareness, and funnels engaged viewers toward applications or info requests.

    6. Invest in Targeted Paid Advertising (SEM & Social Ads)

    While organic search and social media build long-term visibility, paid advertising can accelerate lead generation for colleges by reaching the right students at the right time. Search engine marketing (SEM), such as Google Ads, is especially valuable for competitive programs or new offerings that don’t yet rank organically. Targeting keywords like “online MBA in healthcare” ensures your ads appear when students are actively searching, capturing high-intent leads ready to convert.

    On social platforms, precise targeting by age, interests, location, or even undergraduate major allows you to reach audiences that align with your programs. Retargeting campaigns are equally powerful, reminding visitors who viewed your site or started an application to take the next step.

    Example: Stenberg College leveraged Google Ads to attract more qualified leads for its healthcare and nursing programs. HEM’s case study notes that Stenberg uses Google Ads as a “key marketing tool to recruit students,” and with HEM’s expertise, the college’s ads now generate both more leads and better-qualified leads for admissions. The partnership allowed Stenberg to optimize keywords, ad creatives, and targeting, resulting in improved ROI on their ad spend and a healthier enrollment pipeline.

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    Source: Higher Education Marketing

    7. Nurture Leads With Email Marketing and Marketing Automation

    Capturing a lead is only the start. The real work begins with nurturing that interest into enrollment. Email marketing remains one of the most powerful tools in higher ed lead generation, delivering an estimated ROI of $36 for every $1 spent. Students also welcome it: surveys show nearly 70% prefer to hear from institutions via email.

    The key is relevance. Segment leads by program, stage in the decision journey, or demographics, and tailor messages accordingly. Personalization should go beyond using a first name. It should highlight specific programs, address common concerns, or share stories aligned with student interests. Mapping emails to the student journey also ensures prospects receive the right content at the right time, from early-stage guides to deadline reminders.

    Example: By developing email campaigns tailored to specific learner personas (“Emailing with Intention”), McMaster’s Continuing Ed achieved email engagement far above industry benchmarks. In fact, its automated drip emails earned about a 27.9% open rate, outperforming average open rates (~21.5%) for education emails. This persona-driven strategy was recognized with national marketing awards, underscoring how segmenting messaging to audience needs leads to more engaged prospects and higher conversion potential.

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    Source: McMaster University

    8. Host Events and Leverage Virtual Engagement Opportunities

    Events remain one of the most effective lead generation tools in higher education because they let prospects experience your institution firsthand. In-person open houses, campus tours, and information sessions build emotional connections as students meet faculty, see facilities, and imagine themselves on campus. From a lead gen perspective, event registrations and check-ins capture valuable contact information, which can then be nurtured with timely follow-up emails or calls.

    Virtual events have expanded this reach even further. Online open houses, live webinars, and 360° virtual tours allow schools to engage international prospects and those unable to travel. The University of Bristol, for example, hosts a dedicated page for virtual campus and city tours, giving global audiences a way to explore on their own time.

    Example: Bristol has embraced virtual engagement to reach students globally. The university maintains a dedicated page for virtual events and tours, where prospects can take self-guided 360° campus tours and even explore the city online. During the pandemic, such virtual open days were crucial: over half of UK prospective students surveyed (59%) attended at least one virtual open day. By offering rich virtual events and tours, the University of Bristol kept students engaged during lockdowns and expanded its reach beyond those able to visit in person. This virtual strategy not only sustained interest through difficult times but continues to complement in-person events as a convenient lead generator.

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    Source: Bristol University

    The most effective events, whether in-person or online, blend interactivity with personal connection. Live chats, Q&As, and student ambassador involvement ensure attendees feel engaged, while follow-up communications help convert that interest into applications.

    9. Utilize CRM Systems and Data Analytics to Refine Your Outreach

    Behind every strong lead generation program is a system that manages, tracks, and optimizes outreach. A Customer Relationship Management (CRM) platform, such as HubSpot, Slate, or HEM’s own Mautic CRM, centralizes prospect data, automates follow-ups, and makes it easier to measure performance. 

    Every new lead, whether from a form, ad, or event, flows into the CRM, where it can be segmented, scored, and assigned to counselors. Automated workflows ensure timely engagement: for example, sending a personalized welcome email immediately after an inquiry and triggering reminders if no action follows.

    Example: Michael Vincent Academy overhauled its recruitment process by adopting a customized CRM automation solution with HEM. Michael Vincent Academy automated key workflows using the CRM, which dramatically improved efficiency in managing inquiries. Staff could spend less time on manual follow-ups and more on building relationships with prospects. The result was a smoother funnel, inquiries were responded to promptly, and no prospective student fell through the cracks, ultimately leading to higher enrollment yields.

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    Source: HEM

    Analytics make this even more powerful. By monitoring lead sources, campaign performance, and student behaviors, institutions can refine targeting and invest where returns are strongest. Business School Lausanne, for instance, leverages data insights to optimize international outreach and ensure global diversity in recruitment.

    In short, a data-driven CRM approach ensures no lead slips through the cracks and every prospect receives timely, personalized attention.

    Integrating the 9 Strategies Into a Cohesive Lead Generation Plan

    Effective lead generation in higher education isn’t driven by one silver bullet; it’s the outcome of multiple strategies working together. Content fuels SEO, SEO drives visitors to optimized landing pages, social media and paid ads amplify your reach, while email and CRM workflows nurture prospects into applicants. Layered on top, data and analytics help refine every stage, creating a cycle of attraction, engagement, and conversion that grows stronger over time.

    Real-world outcomes show the power of this integrated approach. Webster University Geneva reported a 30% surge in enrollments through digital marketing and timely follow-ups, while Cumberland College doubled its lead flow by combining SEO content with paid ads and social engagement. Even more targeted initiatives, like Queen Anne’s School’s multi-platform ad campaigns or McMaster University’s persona-based email drips, prove that each tactic can meaningfully contribute to the bigger picture when executed strategically.

    Think of your role as designing a system that balances creativity with data. Keep testing new formats, from TikTok challenges to interactive quizzes, while staying agile to shifts like AI tools or evolving privacy rules. Above all, keep the student experience front and center: personalization, authenticity, and responsiveness are what today’s learners value most.

    By applying the nine strategies outlined in this guide, your institution can not only attract more qualified leads but also convert them into enrolled students in a sustainable, scalable way. Lead generation may be challenging, but with a student-first mindset and a data-informed strategy, you’ll build a steady pipeline of future students ready to join your community.

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    Frequently Asked Questions

    Question: How can content marketing help universities generate more leads?
    Answer: Content marketing attracts prospective students by answering their questions and showcasing institutional strengths. Blogs, guides, and videos build trust, improve SEO visibility, and highlight success stories. This engagement draws high-intent visitors to program pages, where they can convert into inquiries or applications.

    Question: What role do social media platforms play in lead generation for higher education institutions?
    Answer: Social media connects universities with prospects where they already spend time. Authentic posts, student takeovers, and targeted ads spark awareness, build community, and drive traffic to lead forms. Engagement nurtures interest over time, transforming casual followers into applicants and amplifying recruitment campaigns.

    Question: How can universities leverage SEO to improve their lead generation efforts?
    Answer: SEO boosts visibility when students search for programs, scholarships, or career outcomes. By optimizing program pages, blogs, and local listings with relevant keywords, universities appear in top search results. This organic traffic delivers high-intent leads, students actively seeking education opportunities, directly into the recruitment funnel.

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