Once the recruiting process moves past the first phase, you’re going to be faced with an interesting decision. In fact, it might be down-right scary:
Do you take control of the negotiations? Or, do you let your prospect and their parents (and maybe their coach) control the process?
Understand, I’m talking about late in the recruiting process. You like the prospect, they’re interested and serious about what you have to offer, and now it’s time to come to an agreement on what their offer looks like and what you’re going to be giving them if they sign with you.
Is it something coaches "want" to do, or "like" to do? Probably 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 the other decision makers that they may be relying upon, and doing it correctly will help define the relationship you’ll have with them for years to come.
So, how can you help foster a strong relationship 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 give-and-take 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 and their parents included – will often 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.
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 workbooks are 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:
â—¦Who else have you been talking to?
â—¦What was your experience with that other coach when they spoke with you?
â—¦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.
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.
