How big a deal is the sticker price/Tuition cost in enrollents & conversions
The cost of tuition is always a concern, however, its easily overcome by the cost benefit discussion of the value of a degree, the whole “make a million dollars more discussion” and all. Also, of you have a sharp group of rapid responders who establish a rapport with the prospects they most likely not even learn about the differences in tuition costs as they likely (if your reps. do their job right) won’t talk to another school. Clearly it has been established that if you get to the prospect first and do a solid job of establishing the value of the degree and solidifying the prospects desire they wont even take the other call with another school. If you do find yourself in the your tuition is much more discussion then you need to re-establish the “you get what you pay for” understanding as well as the degree now pay later principle.