Case study · Education business
Better conversion with lower waste
+15% leads · +20% enrolments
Focus: Lead flow · conversion · marketing efficiency
The situation
Marketing was generating enquiries. Operations was running the centre. Neither was looking at the same numbers, so enquiries arrived and quietly went cold while everyone reported a good month.
Spend kept increasing because more leads felt like the obvious answer. The real leak was between the lead arriving and someone walking through the door.
What we did
- 01Traced the whole journey — enquiry to walk-in to enrolment — and found where it actually broke, rather than adding spend at the top.
- 02Stopped the channels that produced volume without enrolments and moved that money to the ones that converted.
- 03Gave lead follow-up an owner, a response window and a simple record, so no enquiry depended on somebody remembering.
- 04Put marketing and operations in the same weekly review, looking at the same conversion numbers.
The outcome
- Lead-to-walk-in conversion rose 15%.
- Walk-in-to-enrolment conversion rose 20%.
- Non-performing marketing spend was removed, lowering the cost of each enrolment.
What this shows
When enrolments are flat, the instinct is to buy more leads. Usually the leads are already there — the handover between marketing and operations is where they are being lost.
This case study is based on Deepak Warrier’s professional experience. Client names and identifying details are withheld or anonymised to protect confidentiality. The outcome reflects that engagement’s particular circumstances and does not guarantee a similar result elsewhere.
© Dyuti Advisory Services — read-only. Please don't copy or redistribute.
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