by Charlie Adams, Selling for Coaches' Team Motivation Specialist 

It goes without saying that calling your recruits is important.

The big question on college coaches' minds is this: How many calls should you make when you sit down to make calls?

One college coach told me recently that she sets a limit on how many calls she makes in a night. Why? She said her energy level would wear down and her last calls didn't have the passion and focus compared to her first calls. So, she set a limit. She didn't want any hint of "going through the phone call motions" to come across to that young person on the other end of the line.

I thought it was an excellent point. As the coaches that attended the Selling for Coaches Recruiting Kick-Off Conference in Indianapolis know, I love to deliver motivational talks to coaches and their players.   Recently, my daughter's middle school asked me to deliver three motivational programs in a row. They wanted me to speak to the 6th graders, then the 7th graders, then the 8th graders. Back to back to back.

I had to decline that format of doing three 30 minute Talks in a row because I knew the last group, the 8th graders, would not get the same passion and energy of the first group, the 6th graders. I did not want to sell myself short, or them.

The same holds true when a coach brings me in to work with pumping up their team as they start their season or are setting goals for the new year.  I have to know my limits, and I was impressed that this coach knew her limits.  She wants to give each and every prospect her best, and isn't going to just power through her call list and not worry about how it sounds. 

So, here's my advice to you: As you plan phone calls you might want to look carefully at your personality, energy level and focus.  Think about a limit of how many calls you make on a particular night. Kids are smarter now, and much more in tune with the sound of your voice, and how well you are engaged with the conversation. They can sense when they are number 13 of a 15 call night.

Right before you make the call, do this quick exercise: Stand up and get focused on that particular kid. Get yourself wound up for the call. For those next 5 or 20 minutes or whatever, they are the only recruit in the world. That approach will come across on the phone.

Phone calls to recruits are not just another piece of the puzzle.  They are THE big factor on keeping their interest in your program.  As our groundbreaking study proved, what you say on the phone is going to be one of the biggest factors in determining if you are the right fit or not for that athlete you are speaking with on the phone.

Posted by Dan Tudor at 02:35 PM | Permalink | Comments (0) | TrackBacks (0)

For a lot of you, today's the day: You can finally call that fresh list of recruits and start to really recruit them.

Even if you've been talking to athletes for a while now because of what your division level allows you to do, you might be feeling some extra tension as some of your competition revs-up into full gear to compete with you for the athletes you really, really want for your program.

So, whether you are a coach that's reading this just getting ready to hit the phones with your new prospects today, or you are a coach that has been talking to recruits for a while now, we wanted to give you some advice on what to say, how to say it, and when to say it.  SFC Premium Members got some inside tips and special instruction yesterday, but we wanted to continue the conversation with everyone today.

And, the advice you are going to get is going to be straight from your former recruits.  This is phone call and recruiting advice that we've gathered from this year's tour of different programs that have brought Selling for Coaches to their school for our On-Campus Workshop.  Part of preparing for a SFC On-Campus Workshop is interviewing groups of student-athletes on that campus, asking them what their coaches did well when it came to recruiting them, and what areas need improvement.

When it comes to recruiting over the phone, they have a lot of advice for you:

1. Be direct and to the point.  Don't beat around the bush.  Tell them why you are calling, what you think about them, and what you need them to do next.  Be very specific with them.  As a group, that's something that they all seem to be in agreement on when it comes to having coaches call them.
2. Keep it short unless they want to go long.  Most of your calls should probably be about 10 minutes long.  After that, you'll probably sense that you are doing all the talking.  If you get that feeling, assume your prospect has it as well and end the call.  On the other hand, if they are driving the conversation, feel free to go as long as you'd like.  Just make sure that they are doing most of the talking.  Which leads me to this...
3. Remember the 80/20 rule on your phone call.  You should aim to do about 20% of the talking, and have your prospect do 80% of the talking.  If that's happening, it means you are probably asking a lot of great questions and getting them to do most of the talking, which is always a good thing.  On the other hand, if you are doing 80% of the talking, you are probably busy selling your program to someone you have just met over the phone.  That's tough to do, my friend, and doesn't usually work.  The call needs to be all about them, not about you.  The best way to do that is to ask great questions and get them to do most of the talking.
4. Make your questions original.  Make them think.  That, in fact, should be the goal of the questions you come up with to ask: Make them pause and think.  If you do, you'll stand out from most of the other coaches who are calling them.  Are your questions different?  Are they going to make your prospect take a minute and think about their answer?
5. Ask "negative questions".  Here's what I mean by that: Instead of asking a prospect, "What do you like most about the team you play on?", ask them, "What is one thing you would change about the team you play on?"  Or, instead of asking them, "What kind of college do you think would like to go to?", ask them, "What are some things that would make you cross a school off your list?"  Sometimes, this generation finds it easier to tell you what they don't want more so than what they do want in a college.  Try it the next time you call. 
6. If you get an opportunity to talk to the parents, do it.  Our study on how prospects make their final decision offered a lot of surprising insights.  One of them was how much parents are a part of the decision making process, and how much their opinion is counted upon by their sons and daughters faced with making a really difficult, life-altering decision.  With that in mind, take the chance to connect with them if you happen to talk to them on the phone.  A positive impression with mom and dad could go a long way towards cementing your relationship with the prospect you are starting to recruit.

Later this week, we'll tell our Premium Members what to do in terms of follow-up after the phone call, and how to make sure they'll remember you from the rest of the pack of coaches that are hoping on the phone to talk to the same prospect you want on your roster.  If you aren't a Member yet, click here.  We'll make sure you get the additional training this week.

Phone calls are the recruiting tool that means the most when it comes to really connecting with a prospect.  Mail and e-mail provide some good background information on who you are, but your prospects put a lot of weight on what you say - and how you say it - over the telephone.  Make sure you go a good job from the start when it comes to making the right impressions with your prospects.  

Posted by Dan Tudor at 06:09 PM | Permalink | Comments (0) | TrackBacks (0)

We're at that time of year when coaches all over the country are waiting for decisions from their prospects.  Sure, some of the lucky few are done and already thinking about next year's class (or the class of 2010).  But for the majority, the jury is still out.

What's a nervous coach to do?  I know what you want to do.  You want to pick up the phone and make another follow-up call to that prospect who's taking just a little too long to call you back with their decision.

So, since many of you are facing the challenge of making effective follow-up phone calls, I wanted to give you six tips for making great follow-up calls to your recruits. 

Get a Commitment for the Follow-up
Perhaps the single biggest mistake coaches make is not establishing a specific date and time for the follow-up call at the end of their previous visit. Vague commitments from prospects ("call me next week") or recruiters ("I'll send the paperwork you need and follow-up in a couple of days") result in missed calls, voice mail messages and ultimately a longer recruiting cycle. All you need to do is ask for a follow-up date and time. Try something like this, Coach:

"I'll be glad to work up all of the paperwork you need to get back to me and mail it to you. And what I would like to recommend is that we set up Tuesday, the 19th, at say, 8:45 to review it in detail and determine the next steps if any. How does that sound?"

If you're registered for one of our upcoming workshops, "Building a Winning Recruiting Message", you'll learn all about why asking how something "sounds" is vital to moving the process forward.  For right now, just trust me...ask "how does that sound?" instead of something like "what do you think?"

Back to your call...if this is not a good time, recommend another time. If that doesn't work, get them to establish a time and date. Creating a deadline is a simple but extremely powerful tactic. Use it.

Build "Call Equity" and Be Remembered
After every first call to a prospect, send a thank-you card. Handwrite a message that simply says, "John, thank you for taking the time to speak with me today. I look forward to catching-up with you further on the 16th! Keep up the good work." No more, no less.

In today's fast paced world, a handwritten card tells your prospect that you took the time and the effort to do something a little different. This registers in your recruit's mind and creates a degree of "equity" in you. It differentiates you and is remembered. And, it gives your teenage prospect a reason to be there when you make your follow-up call.  If you want the details behind this line of thinking, you should read our special report that goes inside the mind of your college prospect...it's fascinating, and will tell you all about what your prospects think about handwritten notes and letters.

If you don't think a card will get there in time, send an email with the same note. Just be aware that an email does not have nearly the same impact as a handwritten note.

Email a Reminder and an Agenda
The day before your follow-up call, email your prospect to remind him or her of your appointment. In the subject line, enter the words: "Telephone appointment for March 19th and article of interest." Note that the subject line acts as a reminder but it is vague enough that the prospect will probably open it. There is a hint that maybe the date and time has changed.

Your email should confirm the date and time of the appointment and then briefly list your agenda:

"John, the call should only take about 10 or 15 minutes. We'll review what we talked about last time and I'll answer any questions. And then we'll determine the next steps, if any."

Notice how the words echo those used when the follow-up was initially set. In particular, notice the trigger phrase ". . .the next steps, if any." The "if any" helps reduce some of the stress or concern your prospects or their parents might have. Often they skip the follow-up call because they are worried that they'll be pressured to make a commitment. This is natural. If prospects sense an easy, informal, "no pressure" type of phone call, they are more likely to show up and be on time for that call.

Add Value in a P.S.
Notice the reference to an article in your email's subject line. At the end of your email, add a P.S. that says, "John, in the meantime, here's an article I thought you might enjoy regarding. . ."

The article may be about your your team, a big win, an interesting story about a recruiting issue of interest, or something completely non-sports related that might show a little bit of your fun side. This creates tremendous value even if your recruit does not open it. Why? Because you took the time to do something extra. This helps you be remembered and gives the prospect yet another reason to take your follow-up call.

Of course, this means you have to do some homework. Keep an eye out on the web for articles of interest and value relative to your sport or the topic of recruiting. You might even keep a file of these articles because they can be used over and over again with future recruits.

Call On Time
Don't start your relationship on the wrong foot. Call on time. Never, ever be late with your follow-up call. Not even by a minute. The promptness and respect you show on a follow-up call reflects on you, your program and your college.

By the way, you know who notices late calls the most?  The parents.  And you don't want to get your relationship with them off on the wrong foot, do you?

Avoid Opening Statement Blunders
So many coaches stumble and fall by using these routine follow-up opening statements:

"I was calling to follow-up on the paperwork..."
"I am just calling to see if you had any questions..."
"I just wanted to make sure you got my email..."
"The reason for my follow-up was to see if you had come to decision..." 
   
These opening statements are not only poor; they are commonplace and do nothing to differentiate you. You are perceived as yet another run of the mill coach looking for a "sale". You need a little more pizzazz, don't you think?  Think of ways to differentiate yourself and give your prospect a real reason to sit up and pay attention to your follow-up call. 

If you're a Premium Member, I'm going to be sending you two more tips on the subject of making great follow-up phone calls on Thursday.  If you're not one yet, sign up now.

Here's the key to follow-up calls: Have something original to say, and know when to say it.  It's a bit of an art form, to be honest, and the best way to become an expert at it is to practice, practice, practice. 

Got prospects to follow-up with?  Try some new tactics and use some of these tips to get a better response.

Posted by Dan Tudor at 09:50 PM | Permalink | Comments (0) | TrackBacks (0)

We're putting together our new workshop for college recruiters that we're hosting here in California entitled "Building a Winning Recruiting Message". 

One of the coaches who reserved a seat asked a question that I'm making sure is a part of the discussion: How do you make more out of your recruiting phone calls?

We're going to cover that in detail in a few weeks at the live workshop, but there's one tip I want to pass along to you today because I know that this is the time of year when phone calls going out to recruits is hitting its peak.  So here it is...

When you make your phone call, make sure you set up the next communication with your prospect before you end that call.  Your phone call should set-up your next e-mail.  And that should set-up the letter you'll be sending as a follow-up.  And that letter should ask some questions that you'll want to talk about in your next phone call.

In other words, you need to create a recruiting plan that builds a recruiting relationship through cohesive individual messaging: Letters, e-mails, phone calls...they all need to work together so that you take your prospect through a logical step-by-step process that ends with the only possible answer they could give you.  "Yes, Coach, I'll sign with you."

Phone calls are an important component of recruiting, but they can lose their effectiveness if they don't relate to all of the other messagees that you're trying to get your prospect to pay attention to.  You have to tie it all together, and the best way to start doing that is to use your phone conversation with your prospect to set-up your next e-mail or letter.  Try it...you'll see how well your recruiting conversations start to flow, and how much better your recruits begin to respond to what you're trying to tell them.

For more information on our upcoming workshop, "Building a Winning Recruiting Message" on December 14th & 15th, click here.  Space is limited.

Posted by Dan Tudor at 11:19 PM | Permalink | Comments (0) | TrackBacks (0)

Recruiting over the phone is probably the most challenging recruiting task that a college coach faces. 

What do I talk about?  Why can't I get my prospect to talk back?  What do I say when I'm leaving a message? 

Those are just some of the questions we get from coaches on a regular basis.  And, they are important questions.  Because if you can't communicate on the phone, all of the letters and beautiful brochures that you've been sending to your recruit these past many months just went down the tubes.

Tying together all of your recruiting communication so that it makes sense to your prospect and builds a logical case for why they should choose your program is essential to successful recruiting.  That's why we're hosting a special workshop for coaches in December entitled "Building a Winning Recruiting Message".  And one of the topics we'll be covering is how to talk to prospects over the phone, and (more importantly) how to make those phone calls play off of the letters you've been sending out.

If you're facing some important recruiting phone calls this week, and need some quick tips to make sure they're successful, here's a few to take with you:

1. Keep it under ten minutes.  If you make it longer than that, you risk losing the attention of your prospect.  Studies show that we start to let our mind wander after listening to someone else for more than ten minutes.  Don't let that heppen on your next recruiting call.  The exception to this rule?  If your prospect is the one doing the talking.  Never cut short an engaged conversation with your prospect if they are the one's that are directing the discussion.
2. Try not to sell.  Oooo, it's so tempting though, isn't it?  Just one more great thing about your school...one more bullet point they may have missed from the college brochure that you sent them.  You know the drill.  The problem is, the more you're selling, the less you're listening.  And now you're like every other coach that your prospect is talking to about a scholarship.  Sell less, listen more.
3. Have questions ready to ask.  Don't wing it.  Write down questions that you want to make sure to ask, and then make sure that you ask them.  Try to ask the type of questions that we describe in our recruiting guides for coaches...open ended questions that make your prospects stop and think. 
4. Give them an insider's view of your world.  Wanna get your prospect's attention in a phone conversation?  Tell them about your last game, or about a tough decision you had to make, or about a problem that you had to help a player with.  Show your human side, and give them a peek inside your world.  You'll be pleasantly surprised how your prospect will view you when you share that with them. 
5. Ask them what they would do.  It's a great conversation starter, Coach.  Give them a game situation, and ask them what they would do.  They'll love it that you are interested in their opinion, and you'll gain insight on how they would approach a situation that they might face as an athlete in your program.
6. Tie-in the "before and after".  Here's what I mean: Talk about the last letter you sent as a way to start the phone call, and then let them know what they'll be hearing from you next after you hang up.  A letter?  An e-mail?  Another phone call?  Make sure you're setting up the next communication you'll be sending them at some point in your phone call.
7. 7.  Ask for "the sale".  You need to do it almost every time you talk to your prospect.  Your prospect needs to be given the opportunity to commit to your program every time they talk to you.  It's a must, Coach.  The worst thing that heppens?  They politely tell you "not yet", but go away knowing that you want them.  The best that can happen?  They give you their commitment.  The phone is a great time to ask that question, because it's just personal enough to make them feel like they could give you their commitment, but "safe" enough to tell you "not yet" if they aren't ready.  But you have to ask them, Coach.

The magic ingredient to successful phone calls is when your call matches-up with the message that you've been talking about in your letters and e-mails.  After studying what makes athletic prospects say "yes" to a coach, I'm convinced it's when they feel like everything makes sense and the message sounds genuine. 

That's a tough balance to achieve, and few coaches get it exactly right.  But when it happens, it's magic.  And that coach will get most of the prospect they want.

By the way, if you'd like to get more information on the special live workshop that we're hosting for coaches like you coming up in December, click here.  Seating is limited, but we still have room as of today.

Posted by Dan Tudor at 09:59 PM | Permalink | Comments (0) | TrackBacks (0)