There's a big, big difference.And quite honestly, most college coaches get it wrong.When you're trying to close a recruit, and get them to commit to your program, one of the worst things to do is to give them the feeling that they are being "pressured". Pressure might lead to an initial …
The Right Way to Talk About Money with Your Prospects (and Their Parents)
A couple of years ago, I remember a coach we work with telling me, "I can't wait until this slow economy rebounds. It's making recruiting ten times harder than it already is!"Since then, the economy has rebounded. Our economy ebbs and flows, and has ups and downs, and through it all, coaches …
Strategies for Combating the Too-Close-To-Home Objection
In a previous article, we talked about some proven strategies for combating the "too-far-from-home" recruiting objection.You've all heard it before...a recruit you really want, and may have even been the one that initiated the first contact, tells you "no" because they've decided that you're too …
Do Parent Emotions Trump Your Prospect’s Emotions?
Ward and June Cleaver never seemed to show much emotion when they were solving 1950's TV family problems. Today, parents wear their emotions on their sleeves a lot more often.Most of us, in fact, make emotional buying decisions on a daily basis. The parents of your recruits, included.A cup …
Why You Should Recruit Junior College Prospects Differently
Sometimes, the best way to fill an immediate recruiting need is with a junior college prospect.The thing is, J.C. prospects are a completely different animal than your regular, garden variety high school prospect. Different needs, different motivations, and different objections.However, …