Why didn't they sign with you?

There are lots of potential reasons.  But if you've hosted us on campus to work with your athletic department and teach you how to recruit more effectively, you know what our studies show: It all comes down to how your prospect "feels" about you.

Forget about your new facility (or your old one).  Forget about the media guide (trust me...your prospects do).  Forget about the won-lost record (precious few prospects use something like that to choose a school).

It all comes down to how they "feel" about you and your team.

Is it good enough to make them feel "wanted"?  Nope.  And it's not good enough to make them feel "needed".

No, if you really want to penetrate the hard exteriors of today's jaded teenage athlete you need to make feel essential.  The root word of 'essential' is essence...that means getting to the core of the athlete - and the parents - that you want as a part of your program.  If you stop short of that, you'll risk losing the prospect to another program.

How do you do it?  Here are seven ideas that you should put into practice:   

1. Give your prospects the gift of three important words. “I appreciate you.” Not, “I appreciate that…” and not “I appreciate what you’ve…” No. “I appreciate YOU.” Why do your prospects need to know that you appreciate them?  Because it goes to the heart of what we all want: To be valued and viewed as important to someone else.  What can you tell your prospects this week that emphasizes the idea that you appreciate them? 

2. Throw in another set of important words. “I believe in you.” Coach, you've got to look prospects straight in the eye. You have one chance to say it and make an impact with your prospect, and it has to be done in person.  Second best option?  A hand-written letter.  These are powerful words that your prospects will respond to.  It's hard not to be drawn to a coach that believes in you if you're a student-athlete.

3. Write stuff down when you are talking face to face. Taking notes is proof. Taking notes keeps you mindful in the conversation. Taking notes honors someone’s thoughts. This works well when you're talking to parents as well as athletes, and its not a bad practice to adhere to in your normal workday around the office, either.  It makes an impact with the other person who sees you valuing what they are telling you.

4. Come back to notes you've taken. At a later date, refer back to the notes you took while listening to somebody. If possible, physically show that person the notes you took.  Again, it shows that you value what they say and treat them as an important individual.  Plus, this fits into any program's budget. 

5. Ask prospects - and their parents - to repeat things. Not because you didn’t understand their point; but because you are showing them that their insight was powerful. This demonstrates your desire for clarity. It also gives them a chance to rephrase, repeat or re-tweak their original idea, making it as strong as possible.  This is great to practice face to face with a prospect and their parents.  It really makes a positive impact, and draws them in to their conversation with you.

6. Bring your prospects joy. Heck, why limit it to your prospects?  Make this a daily habit with your fellow coaches in the athletic department.  If you focus on doing this at least three times a day, your life won’t just be "full"; it will by full with happiness and purpose as a coach and as a person. And so will the lives of the people you touch. Look people (especially your prospects!) and make it your goal to make them smile.  If you do that, watch what happens to your coaching career.

7. Acknowledge everybody, all the time. This one shouldn’t even be on the list. It sounds so basic, yet so many coaches avoid making it part of their everyday recruiting strategy.  When I say "acknowledge" everybody, I mean make everyone you meet feel like they are the only person in the room. Stay present. Hold your eye contact with everyone you encounter for one additional second. That’s what Bill Clinton does, and what many who know him say is one of his most compelling traits. See if you can acknowledge every single person you encounter for one day. It’s harder than you think. Then again, it all depends on what you see when you see people. Think back: How many co-workers in the athletic department did you go out of your way to avoid the past few days?

Essential.  Making your recruits feel essential.

Don't think it's important?  Like I said at the start, not doing it will probably mean you will lose your prospect to the competition, even if your arena is bigger, you have more wins, and your uniforms are cooler than their uniforms.  If they make the prospect "feel" essential, they'll win. 

Selling for Coaches can help you plan out a winning strategy for making recruits feel more connected with you and your program.  It's called Total Recruiting Solution, and its working for college programs all over the country.  Want more info?  Just email Dan Tudor at dan@sellingforcoaches.com and type "Give me the TRS details" in your subject line.  We'll send you an email telling you how it might just be the thing that puts you over the top with your next recruiting class.