by Mandy Green, Busy Coach
You have probably heard this saying before, “what gets measured, gets improved”. You probably even use stats a lot depending on your sport.
For example, if you are a golfer, you track your golf scores. You track the pitch of the Golf course, what club you need to use, and the direction and speed of the wind all factor into your decision to get that little white ball to go where you wanted to go. Many different factors play into a golf score, and the one who has paid the closest attention to the details has a better score than the one who just goes out and randomly whacks at the ball.
Tracking is also one of businesses best practices. Really great businesses track all of their important metrics (leads, closes, sales numbers, etc.) so they know where their time and resources are best spent.
For coaches, I think that we all can do a better job of tracking our recruiting numbers.
With the coaches who I work with, we make sure that we know where their time and resources are best being spent with their recruiting by keeping track of their numbers more.
For example, coaches could to do a better job of keeping track of their numbers from each of the tournaments that they recruiting at. Most coaches don’t have an endless budget to work with so they really have to be strategic about where we go and when.
For me, I had just been going to tournaments that we thought we’re getting good results from, but we can’t say for sure because we hadn’t been tracking the numbers.
These are some of the numbers you could keep track of:
- How many recruits did we identify?
- Which emails we’re sending out and what are the responses like?
- How many get to our online questionnaire?
- How many are we getting on the phone?
- How many are we getting to campus?
- How many are we closing?
As another example for you, lately, I have been helping 200+ coaches on their social media recruiting efforts through my new social media recruiting system for coaches called Social Story Recruiting.
There are 3 areas you could focus on with your social recruiting:
- Number of Posts: The number of each post type that you are publishing each week.
- Key Performance Indicators: The data supporting how well your posting strategy is performing according to your established KPIs.
- Post Quality Analytics: The data supporting how well your content is being received by your audience.
Once you’ve established your results, here are some ideas for how you could analyze your scores:
WIN WIN LOSS:
You’re hitting your KPIs, but you could improve on the quality of your posts. Try raising your KPIs a bit to challenge yourself to increase the quality and effectiveness of each post.
WIN LOSS WIN:
You’re posting quality content that resonates well with your recruits, but you’re not hitting your KPIs. Consider increasing the number of posts you publish before adjusting your KPIs down.
WIN LOSS LOSS:
You’re hitting your number of posts but the quality and overall performance is lacking. Look into your highest performing posts to analyze what’s working with your recruits and try to improve your post quality metrics.
Coach, just by tracking and paying attention to a few of these numbers, it can help eliminate wasted time and energy doing recruiting activities that aren’t giving you a good ROI.
Another saying that I have heard about measuring or testing is that 1 hour of testing could save you 10. 10 hours saved could get you 10 more hours with your kids, 10 more hours you could workout, 10 more hours to build relationships with your team, 10 more hours to recruit, or 10 more hours to build your program in other ways. It will be well worth it.
I have tracked the numbers for recruiting phone calls, recruiting letters, social media, campus visits, my energy, focus, habits, communication, goals, and many more. I have created forms that I use in my Busy Coach Tracking Journal. Click on the link if you want to check it out. Or email me at email@example.com and I will send you a few pages to try out.
It does take time to fill out the forms, but you can use these numbers to figure out where you are getting the best ROI of time and resources. Tournaments, letters, or other tasks that you are not getting a good result from, can either be tossed out or a better way will have to be found. This is an upfront investment in time, but saves you a lot of time on the backend.
If you want to see other ways for how I am teaching measuring and tracking with recruiting to be more productive this year, go to www.busy.coach and subscribe to get my Collegiate Productivity Newsletter. If you have other ways that you have been testing or tracking, I’d love to hear it. Email me at firstname.lastname@example.org.