Are you running into parents who are putting up concerns and questions as you're recruiting their son or daughter?  Are you having trouble overcoming their objections?

In the new book, "Selling for Coaches", author and recruiting coach Dan Tudor talks about how to win over parents by answering their concerns and eliminating their objections.  Here's an excerpt from the Chapter 7 of the book, entitled "Meet the Parents":

First, you need to be actively listening for objections when you have conversations with your prospect and their parents.  And keep in mind that listening for these objections includes things they say verbally, as well as things they might infer or hint at.  Obviously, the later is the harder thing to pick out.  You have to “read between the lines” and bring up potential objections (and be the one to answer them) if you think they might exist. 

The last thing you want to do is to have your prospect - and his or her parents - be stuck on an objection they can’t – or don’t want to – verbalize to you, and let that be the thing that kills his or her chances of playing for your program.  Listen for, and anticipate, objections that a prospect may have as you are recruiting them.  This is especially true for parents of your prospect, who will have a great influence over their son or daughter's decision.

Answer the parent's objections and concerns with the same attention to detail, and using the same techniques we've talked about so far in the book, to win over their confidence and establish yourself as the best choice for their son or daughter.  Recruiting the parents is as important as recruiting your prospect.  Make sure you pay attention to their questions and objections.

To order the new college recruiting guide, "Selling for Coaches", click here!

Posted by Dan Tudor at 11:47 PM | Permalink | Comments (0) | TrackBacks (0)

A coach called me this week and asked a really great question, and I'm using it for the basis of this week's training (thanks, Gary!).  He wanted to take my recent advice on asking the right questions to the next level, so he asked me what questions are on the minds of his prospects that they need answered before they'll commit to his program?  GREAT question!

Here are some questions I know you'll need to answer for prospects.  By the way, they'll never tell you that these are the questions - heck, some of them don't even know these are the questions that they need answered - but experience and hundreds of conversations with the athletes you're recruiting tells me that this is what's on their mind...

• What exactly are you offering me, coach?
• What can you offer me that no other program can?
• What's the advantage of commiting to your program, coach?
• How does your program fill my needs and the goals I have?
• Are you telling me the truth, or just trying to make me believe your sales pitch?
• Will I get the chance to compete?
• Will you change after I get to the school and start practice, or is this the real you?
• Am I making a mistake if I sign with you?
• Can you actually deliver on all of the promises?
• How do I tell you I'm interested and want to sign with you?

How do you answer each of these questions, coach?  By the way, your prospect may have more questions that need to me answered...or their parents may have questions that need to be answered.  But here's what I can tell you: 99.9% of every prospect you talk to will need each of these questions answered in their mind before they'll be ready to commit to you.

My recommendation?  Come up with good answers for each of these questions that sell your prospect on your program.  Practice the answers.  Memorize the answers.  And, be ready to bring up each question (and your great answer) to each and every prospect you recruit. 

Watch what happens to your recruiting efforts, coach.  You'll be amazed.  Want more great tips and ongoing insights and training?  Become a member like Gary. 

Posted by Dan Tudor at 11:23 PM | Permalink | Comments (0) | TrackBacks (0)

We've chronicled several coaching horror stories over the last year that are a result of coaches failing to lead.  Failing to be an example.  Failing to set boundaries.  And, just plain failing to use common sense.

The latest example?  A controversy at Marshall University involving the cheerleading squad.  We'll presume the accused to be innocent until proven guilty, but if the charges are true, this is one of the worst examples of coaching neglect I could imagine. 

The results, if its true?  A tarnished image for the squad, a ruined career for the coach, and bad publicity for the university.  Not to mention, if its true, a horrible emotional scar for the alleged victim.  All because a coach not only failed to lead, but is accused of actually participating in the stupid activities alleged by the plantiff.

Coaches, these stories are becoming way too common.  This one goes beyond any recruiting lessons I could pass along, given the seriousness of the charges.  But let me just encourage you to take your responsibility as a surrogate parent, supervisor and coach seriously.  If you don't, you'll end up in the same situation - and on the same websites like The Smoking Gun and BadJocks.com - and ruin your coaching career.

Posted by Dan Tudor at 10:51 PM | Permalink | Comments (0) | TrackBacks (0)

Coach, when you want an athlete to sign - and he or she wants to sign with you - it might seem like nothing can stand in your way.  It's a done deal, right?  Not necessarily, as you probably know.  Maybe its pride, maybe its their parents...sometimes, your recruit might feel like they're "not getting what they deserve" and you have to sit down and iron out an agreement.

Is it something coaches want to do, or like to do?  Definitely not.  But there are times when you'll be forced to roll up your sleeves and iron out differences that you have with a prospect, and doing it correctly will lay out the relationship you'll have with them for years to come.

So, how can you do that but still maintain your upper hand in the negotiation process?  Here are four key negotiating tips that you can use next time you're locked in battle with a recruit...

1. Learn to be shocked.  "You want how much in books and tuition???"  "You think you should be the starting center fielder how soon???  Shock.  Surprise.  Visable flinching.  All of these things make an immediate impact on the other person.  And, unless they are a savvy sales and recruiting expert, they will immediately either become uncomfortable and try to rationalize their line of thinking, or they will concede some key points to you immediately.  It works, coach.
2. They ask, but will they receive?  A lot of people - your teenage prospects included - will ask for a lot more than they expect to receive.  And, they'll try to make you think that they other guys are offering more than they actually are.  Keep this fact in mind, and avoid the temptation to immediately "price match" to stay in the game.  That doesn't mean that you never equal an offer made by a competitor, but do so once you let the prospect explain how that point would be a key factor in them taking a closer look at your program and your offer.  For more on getting to the root of a prospect's objection or possible lack of interest in what you're bringing to the table, click here.
3. If you have the most information, you'll win.  Know your competitors inside and out.  Ask the right questions to understand your prospect's situation and decision motives.  A large portion of our Selling for Coaches book is devoted to effective questioning of your prospect.  Why?  Because it's the most important part of establishing your negotiating and information base on that individual prospect.  To get good information, ask open ended probing questions such as:
• Who else have you been talking to?
• What was your experience with that other coach when they spoke with you?
• When will you be making your decision?
4.  Maintain your power of walking away.  That's tough for a lot of coaches, and in some instances it isn't recommended.  But if we're talking about an athlete that is abusing his relationship with you and your staff - taking too much of your time, demanding too much, parents are making unrealistic requests...you know who I'm talking about, coach - then its your right to walk away, and that's a very powerful negotiating tool.  If they know that you will move on to another recruit without hesitation, you'll maintain your control of the process and your position as the power player.  And can I tell you something else?  You'll actually build respect in the process...your prospect could end up liking the fact that you're taking a strong position.  People are drawn to strength, and it will often command more respect than groveling and pleading the athlete to stay interested.

The big key to making these work?  Practice.  Over and over and over again.  Practice is something we really try and make our SFC Members do with any new technique we teach.  Why?  It makes a difference come "game time" when the prospects are real, the objections are tough, and successful negotiations can make the difference between players wanting you to add them to your roster, or you looking in the want ads for a new job.

Posted by Dan Tudor at 11:30 PM | Permalink | Comments (0) | TrackBacks (0)

This question came up from a coach who just got done reading our new book, "Selling for Coaches".  In our book, we talk about overcoming objections and the importance of doing so if you hope to win over prospects.

Anyone who buys our book is welcome to follow-up with me on questions that didn't get answered, so a coach from North Carolina took the opportunity to ask me, "Dan, what if you have a prospect that you really, really want tell you that they just plain aren't interested in your program?"

Great question...and that's a tough one to overcome, no doubt.  But here are a few quick strategies you might want to try the next time you have a recruit come right out and tell you that they're not interested...

• First, ask them what they mean by "not interested".  Does it mean that they aren't interested in playing college sports?  Not interested in the offer you have for them?  Not interested in going to school in that part of the country?  Asking probing questions is the key to getting to the heart of their lack of interest.
• Then, try to get them to them to clarify the general answer they gave you.  "Do you mean you already know what our offer is going to be?"  Or, "Have you already read about our program's success but have decided that it doesn't matter to you?"  Or maybe, "How did you become familiar with the part of the country that our school is located in?"  The point in these types of questions?  Get your prospect to clarify what they mean by their objection, and how they came to feel that way.
• Next, try to solve the problem.  That is the goal of any conversation when an objection arises, and what we spend a lot of time on for members of Selling for Coaches month in and month out.  A problem solving discussion starter might sound something like, "I understand...so, if a full-ride offer was on the table, you'd take a serious look at us?"  Or, "I see.  So, if I could show you how well you'd fit into our championship caliber program, you would keep an open mind and consider us?"  Or, "If we were able to show you how valuable a degree from our school is out there in the real world, would you give us another look?" 

Again, be a problem solver.  Your prospect may not be raising an objection as much as he or she is reaching out to have their problems solved.  Most of your competition still tries to hard sell a prospect by throwing out a lot of meaningless bullet points and trashing their competition (you).  Approach things from a different perspective, and stand out from your competition: Deal with objections with the frame of mind that you are a problem solver, and your prospect is someone in need of help solving that problem. 

Posted by Dan Tudor at 10:46 PM | Permalink | Comments (0) | TrackBacks (0)

Last week, I had a coach from a college I won't name receive our weekly Selling for Coaches newsletter.  Nothing unusual there.

But later that day, our staff received this auto reply back from his e-mail, with no subject line, and obviously meant for someone other than us.  Here's a sample of what came back to our Inbox:

Dear Prospect,
 
 
Thank you for your interest in the *(name of the college and sport)*.   We are excited about your potential to help our program.  You have been recommended as a potential scholarship candidate.
 
The next order of business is to get you to our campus.  If you are interested in us, we need to get you here!  Let me take this opportunity to invite you to our summer camps... *(info and dates given about the camps)*

Some additional information on your academic standing and character will need to be gathered...

Thanks again for your interest in our program here at ....  Please visit... for all of our camp information and additional info on our program.
 

It was signed with the coach's name and contact information.

The letter sounds like many other automatically generated e-mails from any one of a thousand colleges.  Here's the concern I would tell the coach about: Automatically generated e-mails are dangerous.  Especially if they are outdated, or (like this one) meant for someone other than the person reading it.

Why are they "dangerous"?  Because your prospects are smart.  Smarter than a lot of you think.  And you never know what will cause them to lose interest or become more interested.  Little things matter, coach.  What this e-mail that I received could tell me, if I were a prospect, is that this program doesn't pay a lot of attention for detail, and isn't really taking a personal interest in me.   

Am I being a little too harsh?  Maybe.  But the coaches that I talk to and train seem to be concerned about every single competitive edge that they can get - whether its big or small - when it comes to recruiting.  I just think it's a shame when those intense efforts get thwarted by someone asleep at the wheel when it comes to the little things. 

By the way, this is just one example of dozens that I could talk about.  It extends to the mediocre voicemail greetings that are on your phone, and the bland copywriting in your recruiting letters.  My message in all this is urgent, coach!  You're losing recruits because of all the easy-to-fix little things in your process of communicating with your prospects. 

Posted by Dan Tudor at 10:19 PM | Permalink | Comments (0) | TrackBacks (0)

Ask any of your fellow coaches what their biggest struggle is, and most will tell you its the challenge of balancing the demands of college athletics and all that it encompasses, and balancing home and family life.

Olin Buchanan of Rivals.com has a great article on that struggle, and how some coaches are trying to introduce creative ways to make family life a part of life their college sports life.

Take a look at the article by clicking here.

Posted by Dan Tudor at 11:26 PM | Permalink | Comments (0) | TrackBacks (0)

When a coach gets the opportunity to get in front of an athlete and begin recruiting them one-on-one, establishing a personal connection is vital.  In many cases, that's what is going to be the deciding factor for the athlete as they make a decision about you and what you're offering them.

So, like it or not, a lot of decisions come down to you and how you connect with your prospect.  That's one thing we talk a lot about in the new book, "Selling for Coaches".  But here's another secret to connecting that we didn't discuss in our new guide for college coaches: Being "charming".

Charming?  Yes, charming.  Being perceived as caring, interested in the other person, and complimentary.  Those are just some of the aspects that coaches need to master when it comes to quickly establishing rapport with your prospect.  Some others?

Here are five ways to up your charm factor, coach... 

• Show acceptance right away.  Your prospects are nervous when they first meet you.  For many, they're worried about your view of their life...their home...their neighborhood...their family.  One of the best ways to make a quick, memorable connection is to show acceptance through your actions and words.  Letting your prospect know that you feel he or she is just fine the way they are is key in establishing a good foundation for an ongoing relationship.
• Find something to admire about your prospect.  Why admiration?  Because its one of the most powerful ways to connect with your prospect.  And, it's something that most coaches don't focus on.  But when a coach admires an athlete, and tells that athlete why they admire them, it boosts the ego of the athlete and gives them good reasons to build the relationship and listen to what you have to say.  This step is critical, coach.  Make sure you verbalize your admiration for your prospect.
• Show approval for something done right by your prospect.  As in, "Susan, I really like the fact that you've done a lot of personal training during the off-season."  Or, "Brad, you've done a great job bringing up your grades last semester."  Approval is something everyone seeks, especially high school athletes.  Make sure you mention something positive that you approve of to your prospect.
• Show your prospect appreciation.  This one applies to parents, as well.  Always be appreciative of the things a family does to welcome you and make you comfortable.  To be honest, most coaches already know this.  However, many could take it to a new level by not just saying a polite "thank you", but giving some reasons why their courtesy as a host made an impression on you.  Mom is looking to impress you, coach.  Make sure you explain to her why you felt right at home.
• Pay close attention to your prospect.  Another somewhat obvious item on our list, but think about this one: Are you missing opportunities to pay attention to your prospect?  Are you aware of how they're feeling?  If they're embarrassed by something their parents say?  If they are proud of a certain accomplishment, and want you to take notice of it?  Pay attention, coach.  Pay real close attention! 

Turning on the charm makes your prospect feel accepted, and gives you the edge in establishing a quick connection with your prospect.  You can'r recruit without making a connection, and you can't make an effective connection without being at least a little bit charming.

Posted by Dan Tudor at 10:34 PM | Permalink | Comments (0) | TrackBacks (0)

This article from the NY Times News Service should point out the importance of having your athletes chip in on recruiting efforts.  Smart coaches know when, and how, to get their athletes (and recently signed prospects) to help land other big recruits that can help build a championship team...like Charlie Weis at Notre Dame is trying to do. 

During a break in his Algebra II class recently, the nation's top-rated high school quarterback casually flipped open his black cellphone, began typing on its keypad and then pushed send.

 Thirty miles away, a speedy defensive back felt his cellphone vibrate. Sitting in anatomy class at St. Bonaventure High School in Ventura, California, he sneaked a peak.

"GO IRISH," it read.

"Quarterbacks," said the recipient of the message, Michael Williams, who has a scholarship offer from Notre Dame, "I guess they do that."

Jimmy Clausen, the highly regarded quarterback, had already started introducing himself to the country's best prep football players before announcing at a news conference at the College Football Hall of Fame last month that he had chosen to play for Notre Dame in a year and a half instead of the University of Southern California. Clausen passed for 2,778 yards and 30 touchdowns last season for Oaks Christian School in Westlake Village, California. He could break California's prep record of 132 career touchdown passes.

He used to initiate his telephone calls and text messages to destinations like Florida and Maryland with a self-assured greeting: "I'm Jimmy Clausen, one of the top quarterbacks from California." Now that he is preparing to enroll at Notre Dame in January, his calls and text messages include a pitch about joining him at the school.

He said he specifically talks to players about the university's football tradition, academics and Coach Charlie Weis. Clausen said that Weis was the main reason he had decided to attend Notre Dame, but that Weis had not pressured him to contact recruits. He said that he did not contact players every day, but that on some days he sent as many as four text messages and made two telephone calls.

He said he routinely stayed in touch with a group of eight players at least once every two weeks. "It's going to be their decision," said Clausen, 18. "I'm just trying to establish a relationship and try to tell them how special Notre Dame is and try to get them to come in as well as the other guys that have committed to bring Notre Dame back to where it's meant to be."

Regarded as more talented than his older brothers, Casey and Rick, both of whom played quarterback at Tennessee, Clausen is keenly aware of the impact he can have on Notre Dame's recruiting. Tailback Marc Tyler, who rushed for 2,196 yards and 39 touchdowns last year, lives with Clausen and has also been offered a scholarship by the Irish. "I can't do it all by myself to win a national championship," Clausen said. "I need everybody around me."

His announcement at the College Football Hall of Fame, just a mile and a half from Notre Dame, took place five hours before the Irish's annual Blue-Gold spring football game, which attracted countless recruits. Clausen said he obtained the telephone numbers of the players during visits to schools and from Internet recruiting analysts. "The big thing is that great players want to play with other great players," said Jerry Crabtree, the national recruiting editor for Rivals.com, a network of college sports sites. "We've seen it at Texas. We see it at USC. We saw it at Florida State and Bobby Bowden when they made their run to the top of the recruiting rankings. With Clausen, you can expect Notre Dame to go out there and have some success at the skill positions."

Securing Clausen further signifies Notre Dame's budding re-emergence as a national college football power. Last year, the Irish went 9-3 in Weis' first year as coach, an improvement of three victories from the previous season. With senior quarterback Brady Quinn returning and a favorable schedule that features seven home games, Notre Dame is considered a prime contender for the national championship next season.

NCAA rules prohibit Weis from commenting about Clausen until he arrives on campus, but Clausen's decision to attend Notre Dame helps ease questions about whether Weis' blustery demeanor would turn off elite recruits.

Clausen's commitment to attend Notre Dame already seems to be paying off for the Irish. Less than three weeks after Clausen announced his decision, Notre Dame received a commitment from Duval Kamara, a prized wide receiver from Hoboken, New Jersey, who chose the Irish over Miami, Penn State, USC, Virginia and Maryland. The school has six oral commitments, according to IrishEyes.com, a Web site devoted to Notre Dame athletics. Oral commitments are nonbinding. The first day a letter of intent can be signed is Feb. 7.

Kamara said that he and Clausen had had at least 10 conversations since they first talked in March. He said the relationship did not necessarily deliver him to Notre Dame, but he admitted that the prospect of playing with Clausen made the school even more appealing. "He's supposed to be the LeBron James of football," Kamara said. Mike Ragone, a rugged tight end who attends Camden Catholic High School in Cherry Hill, New Jersey, and who committed to Notre Dame eight days after Clausen, cited him as one of three reasons he chose the Irish. "It was definitely a factor," Ragone said. "He's the best quarterback in the country." Jamie Newberg, national recruiting analyst for Scout.com, a network of college sports sites, said: "You get a guy like a Jimmy Clausen who's arguably the top player in the country, and he's going to be a magnet for other kids. We've seen the domino effect with other schools and prospects in the past. He's certainly going to be an extraordinarily huge factor in what they do in recruiting this year."

Oklahoma enjoyed a similar boost when quarterback Rhett Bomar committed to the Sooners in July 2003, the summer before his senior year, which was considered an early coup. The Sooners then reeled in a top-10 recruiting class that featured four fellow US Army all-Americans, including the junior tailback Adrian Peterson.

The players Clausen has contacted say they appreciate his interest. Deonte Thompson, a wide receiver at Glades Central Community High School in Belle Glade, Florida, said he frequently talks to Clausen and often receives text messages from him. Thompson, who has more than 20 scholarship offers, including from Miami, USC and Texas, said: "I want to go to a school with a quarterback that can deliver me the ball. I think he can do it." Arrelious Benn, a wide receiver who attends Dunbar High School in Baltimore, said he was impressed with Clausen's initiative. The two met at Notre Dame's spring game last month. "I love him," said Benn, who is also looking at USC, Florida State, Miami, Maryland and Illinois. "He's a good guy." Clausen's courting of his fellow Californian Williams has posed one quandary. Their schools are scheduled to play on Sept. 22. "He's my opponent, so it's kind of weird," said Williams, who is being recruited by a host of schools, including Michigan, USC and Arizona. "I mean, you're friends with your opponents off the field, but this is kind of strange, because we kind of have somewhat of a heated rivalry."

That won't deter Clausen. "The main reason why I'm talking to these guys is to make them comfortable with me, because I am the quarterback and the quarterback is usually the leader on the team," he said. "If they feel comfortable with me, I think they'll feel comfortable with coming to Notre Dame."

Posted by Dan Tudor at 11:21 PM | Permalink | Comments (0) | TrackBacks (0)

To be a recruiting pro, you need to first uncover the mistakes you might be making as a college coach and correct those errors.

In the new book "Selling for Coaches", we explore one of the ten big mistakes college coaches make when they're recruiting athletes: Forgetting What They're Selling.

Think that's not a big deal?  Think again....here's an excerpt from the book:

 

This is a big one, coach. 

What is it that you’re selling?  A common answer would be “a scholarship” or “my college” or “our program’s successful history.”  While those are all technically correct answers (and answers most of your competition would give) they aren’t necessarily the best answers. 

It’s a little like asking a car salesman what they are selling.  If I heard a car salesman answer, “I’m selling a car” or “I sell Fords” I would probably guess that he’s a mediocre salesperson.  Excellent, successful, wealthy car salespeople will answer the same question by saying, “I’m selling the dream of owning a new Ford Mustang convertible” or “With gas prices going through the roof, I’m selling my customers on great looking cars that get fantastic gas mileage, which saves my customers lots of money every year.”

Here’s what I’m telling you, the college coach: You’re selling a lot more than a scholarship or a college.  You’re selling the dream of playing college sports.  Or the need of having college paid for and getting a great start to a successful life.  Or the desire of being wanted and appreciated by a college at the next level. 

Do you see the difference?  Sell your college, and you're selling "stuff".  A commodity.  A product.  If you're selling desire or need, you're connecting a desire of your prospect with something at your college that can make that desire come true.  You have to make that connection, as the book goes on to outline.

Want our free report on "The Ten Big Mistakes That College Coaches Make When They're Recruiting"?  Click here.  (Go ahead, coach...it's free...take it!)

Want more great advice on how to become a better recruiter, and dominate your competition when it comes to landing big-time prospects?  Order our new book "Selling for Coaches".  Click here.  (Not free, but cheap!). 

Posted by Dan Tudor at 10:01 PM | Permalink | Comments (0) | TrackBacks (0)

Are you finding that the athletes you're recruiting are dragging their feet when it comes to making a decision, or even when it comes to leveling with you as to where they are in the decision-making process?  You're not alone.

But here's a technique you might want to try to get your prospect to come clean with you, or even make that final commitment to your program.  It's a sales technique called "Theoretical Identity Assumption".  Here's the basics of how it works...

The technique is based on a psychological concept called "Cognitive Dissonance." You can get more info on this topic at the University of California, Berkeley Psychology Department website - but this is the bottom line of it all: Contradictions are uncomfortable. And because they're uncomfortable, they motivate change. If there is a contradiction between a person's attitude and his actions, he or she is much more likely to change his mind versus his behavior in order to eliminate that discomfort.

An example might be this scenario:  You have an athlete who is dragging their feet when it comes to giving you their commitment.  A good move on your part, using this technique, might be ask the athlete about a situation you're facing with one of your players, and you want their advice on how they would handle it.  Tell them that your player isn't sure if they're going to be back at the school next year, and despite your best efforts to get a decision from her she still isn't giving you a final answer - which makes it hard for you to plan for next year. 

The logical answer that an athlete should give to that scenario is that it probably isn't fair of the athlete to not let you know what they're doing, and they're putting you in a tough spot because of her indecision.  How could they not agree with that line of thinking?  

Once they give you the answer to the scenario you're looking for, you might respond by telling them that you're facing the same problem with them as a recruit, and its making for a difficult situation when it comes to planning for next year.  You're simply mirroring your prospect's position...a position that they obviously believe in, and really believe in.  That should open the door for a heart-to-heart discussion as to what their intentions are, or what's holding up the decision.

If you had just pushed and pushed and pushed for an answer, and kept pressing for information, your prospect might become defensive and react negatively to the pressure.  With the Theoretical Identity Assumption technique, you get your prospect to step back and see the problem from your point of view.  And, do it in a way that is professional and inviting.

Would you use it with every prospect in every situation?  No.  But there are many instances where this technique can clear a roadblock and open up the lines of communications again with a valued recruit.

BONUS TIP:  Just e-mail me before June 10th and I'll give you another bonus tip that we usually reserve for our members only.  It's called "Theoretical Imaging".  E-mail me at dan@sellingforcoaches and ask for the "extra tip". 

Good luck, coach!  

Posted by Dan Tudor at 09:25 PM | Permalink | Comments (0) | TrackBacks (0)