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.
