A recent family medical procedure found me on the medical campus of the University of Southern California in Los Angeles.But this isn't an article about medicine. It's about confidence…and how some very good marketers instill that confidence in the people that buy their products or …
Why Overcoming Ellsberg Paradox is So Important in Recruiting
How many times have you been the program that is the logical, "right fit" for a prospect, only to see that same prospect end up choosing another program that's a completely illogical choice? A place where they probably won't compete as soon as they would for you, won't be appreciated as much, and …
Why Prospects Might Not Care About Your Version of “Better”
The college coach that can prove their business degree is more highly rated than a competitor's business degree is often bewildered when their prospect chooses the other school.The same holds true for the coach who wins their conference championship, only to lose a kid to a program with a new …
Persuading Your Prospect Through Small Wins
It's vitally important to take your time and lead your prospects through the process of understanding why they should want to come to your school and compete for you as their coach.That involves persuasion.But along with that, it …
Three New Ways to Persuade Your Next Class of Prospects
You've scouted your recruit. You've made contact with your recruit.Now, you want to begin selling your recruit on the idea of coming to play for you and your program.And that involves persuasion.Persuasion isn't the act of "tricking" someone, and it doesn't mean twisting their arm until …