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Strategies for Winning and Retaining K-12 Business

Strategies for Winning and Retaining K-12 Business


(modern techno music) – Every education company
wants to make that sale, but even more important is keeping schools and districts happy so that they want to renew contracts and become long-term customers. But miscommunication and misunderstanding can leave some school district
officials feeling misled about what products and services are actually able to do and accomplish. So what’s the best way to
keep expectations realistic so that contracts are renewed? Here are some tips and
strategies to make that happen. Don’t overpromise and oversell. Don’t say your product can
do something if it can’t. During the sales process, have the right people in the room on both sides of the table. So maybe have your company’s CEO, but also somebody with
more technical knowledge of your product. On the district side, you might wanna include a
district decision maker, but also an educator who’s
gonna be using that product in the classroom. Make sure you provide information on data security, interoperability,
and cybersecurity. Districts really wanna know that you’ve thought about these issues and have addressed them. Also, run successful pilot projects. This may mean offering pilot projects to districts and schools
at low cost or no cost and make sure you provide ample support and enough time for educators to determine whether a product is the
right fit for their students. And here’s another tip. Don’t put small school
districts on the back burner. There are nearly 14,000 school
districts in the country and 70% of them are
2,500 students or fewer. So remember word of mouth in the K-12 district world is everything. And a final thought. Listen to your customers and
take their feedback seriously. If you follow these tips, you’re on your way to
landing new contracts and earning repeat business. And for more insight, read EdWeek Market Brief. We have original research, stories, and lots of tips and strategies to help you grow your business. Visit us at marketbrief.edweek.org. (modern techno music)

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