It seems every college or university these days has a presence on social
media- can you honestly think of one that doesn’t have a Facebook page or
Twitter? However you may also be wondering if these tools are actually
generating the type of attention that your college is hoping for. Many colleges
(and other organizations) are jumping on the social media network bandwagon
just so they can have a presence in these areas. But does this work?
Well according to respected Public Relations and Social Media professional
David Scott (2011): “To succeed on the web under the new rules of marketing and
PR, you need to consider your organizational goals and then focus on your
buyers first” (p.138) Therefore, it is not just enough to create pages on
various social media networks; you need to have a plan and think about who you
want to engage first! With this in mind, I decided to learn more about the
planning processes required to incorporate social media into a college’s
marketing and communications plan. There is a wealth of information available
and while I’d like to share all of it with you, one thing in particular stuck
out to me: Buyer Personas
A buyer persona “is essentially a representative of a type of buyer that you
have identified as having a specific interest in your organization,” and is “the
single most important thing that you will do in creating your marketing and PR
plan” (Scott, 2011, p.140). For colleges and universities buyers would generally
be prospective students, their parents, alumni, local community members, your
sports team’s fans. However, it is not enough to just define your target
markets in these general terms because they seem generic and unreadable. Instead,
you need to essentially create characters that represent each of your target
buyers! The best way to explain this is to put it into practice, as I’ve done
below with a fictional college.
Completely Awesome College (CAC) is residential campus of 4000 undergraduate
students and 500 graduate students, located in a rural town upstate. Some of
their most popular majors include Accounting, Education, Business Management,
History and Public Affairs. While Completely Awesome has a vibrant campus life
and some competitive sports teams, they also have a few programs that allow
adults to gain their degree while working. Based on this, some buyer personas
for Completely Awesome might be:
·
Sarah: a high school senior, living in a small town
within two hours from CAC. She would like to be a history teacher someday, and
hopes to attend a college where she can make close relationships with the
students and faculty. She’s shy and fears that she may get lost in a large
university.
·
Billy: a high school student who lives in the
same town as CAC. His family owns a local business and Billy would like to
continue that tradition by working there after college. While getting a good business
degree is important, Billy also wants a fun college experience.
·
Anne: a 35 year-old mother of 3 who works 2 part
time jobs, one as a receptionist at a local insurance company and as a bank
teller. She has a high school diploma and was always good at math. Anne would
like to receive an Accounting degree, with the goal of obtaining a full-time
job in a reliable industry.
·
John: is the director of the local chapter of
the Boys and Girls club. He enjoys going to CAC’s girls soccer games and boys
basketball games. John would like to develop a college internship program with
CAC
Completely Awesome has not only identified 4 different types of buyers for
their college, but has made them come to life by giving each buyer specific
desirable characteristics and traits. From this, CAC’s degree marketing team
can develop activities that attract these buyers. Please note that the buyer
persona names are kept as internal information (Scott, 2011, p.143). In the
social media plan, this may include pinning biographies of current students on
the Pinterest page that shares their unique stories. The Facebook and Twitter
Pages will provide updates about campus events and the vibrant community. A
blog may be created, written by an adult student who addresses the challenges of
managing work and school. Each of these things will attract CAC’s target market
because rather than seeming cold and generic, buyers will recognize themselves
in Completely Awesome, reinforcing the desire to become a part of the school.
While the concept of buyer personas sounds good in theory (as in the case of
Completely Awesome), there must be evidence to support this theory in order to
get your college on-board with the process. I’ve listed links to a few college
social media pages that I feel demonstrate buyer personas. Do you feel these
are good examples?
http://pinterest.com/ciachef/culinary-arts-students/
https://twitter.com/ohiostate
http://www.facebook.com/EmersonCollege
http://feeds.feedburner.com/FullSailUniversityBlog