The secret is out.
We now know exactly how a majority of your new recruits want to first be contacted by you. Thanks to a combination of the research we did in our study on how today’s recruits want to be recruited, along with the information we gather during our On-Campus Workshops at colleges who bring us in to work with their coaching staff, the answer is clear:
Your prospects want to be called on the phone when you first start recruiting them.
Interesting, isn’t it?
I think it’s surprising because most kids find it challenging to talk on the phone with you when you call them at some point during the recruiting process. So why would they want to hear from you by phone as the first point of contact? Here are some of the answers we discovered:
- They want to know that you’re serious about them. When you call them, that shows them that they are a serious recruit in your eyes – otherwise, why would you take the time to call them?
- They want to hear how you found them. Sometimes those introductory letters that you send are a little to vague: “You’ve been identified as a prospect…” Or, “You’ve been recommended as a prospect…” Both are a little bit cryptic, and this is one area where you don’t want to be mysterious. Today’s athlete wants specifics, starting with how you have found them.
- A phone call automatically puts you at the front of the line. They’ve heard your voice, which is one better than most coaches who are only going to send out a letter. It will be hard to ignore you after they hear your voice because they’ll be comparing you to the rest of the coaches that aren’t taking the time to call them. For this generation, they want to be able to starting ranking colleges and figuring out who’s serious about them, and who isn’t. This is one of the best ways we’ve found to make sure you are doing just that.
So, have I convinced you take the time to make a phone call first with this new group of prospects you’re getting ready to recruit? Good. Here’s a model for what should be included in the call:
- A short greeting and your phone number. Your name, your college and your contact number.
- Tell them that you want them to know that they are officially being recruited by your program. You can play around with the wording a little, but make sure they understand that you are serious about them and that your phone call warrants their attention.
- Tell them the next two things that they should be looking for from you and your program. A letter and then an email, two quick emails with questions they need to answer…whatever. Give them an agenda of whats coming up in the near future.
- DO NOT ask them for information. That’s not the purpose of the phone call.
- DO NOT sell your school, unless they answer this next question:
- Ask them: “Before I hang up, do you have any questions about me, my program, or the college?” If they say no (which they likely will, because their heart will be pumping a little too hard to focus on questions they might have), tell them that you can’t wait for the next time you can talk to them and end the call. Leave them wanting more. If they do have questions, take the time to answer them and sell your college where appropriate.
That’s the simple formula that we’ve seen work over and over again. The calls should last no more than a minute or two, they should have a purpose, and you need to sound both confident and excited.
The results will be significant: You will see greater engagement sooner from all of your prospects, and you will clarify exactly where they stand with them as soon as possible (which is what they all want).
As the date for allowed phone calls gets closer, keep this strategy in mind for your new group of recruits.
Want more information on how to develop a great game plan for recruiting this generation of athletes? We have two popular advanced recruiting guides used by coaches all over the country…and they’re getting results from the strategies outlined.
The guides are easy to read, and packed with practical information that you can start using right away. Click here for all the details.