by Greg Carroll, Tudor Collegiate Strategies
It may be the most common question we get this time of year at Tudor Collegiate Strategies:
“So, I’ve been recruiting this athlete since May and I feel like they are really interested and I’ve invited them for a visit but they keep putting me off. What’s going on?”
The truth is there may be a lot going on in their life and their family’s lives. There may be no mystery beyond that. It’s still early in the school year and that recruit might simply be too busy to visit right now.
However, they may also be waiting for you to give them a reason to visit. If you have been doing a good job consistently messaging them using emails, phone calls, texts, etc. they may have a very good idea about what you have to offer. They have seen your YouTube videos, and they’ve Zoomed with you and your team. They’ve got the picture!
And, you may even cost more than the other schools and in addition, they’ve already been accepted at those schools and they want to make their decision early (that’s what the data tells us – they want to decide early!)
So, why should they visit your school?
The key is to convince them that they need to visit because you want to be sure they make the right decision and until they visit campus, meet your team, and see what you have planned for them as part of your program they could be missing out on an amazing opportunity.
“Greg, I know we may not be your first choice right now and I’m good with that. Those other schools are also terrific! But I want to be sure you and your family make the right decision and if you don’t visit our school I’m afraid you will be sorry down the road. I just want you to know everything about us so you make the best decision possible.”
When you explain the need to visit in those terms you are making their needs your highest priority.
The desire for them to visit is to assure that if they take you out of consideration they do so fully aware of what you have to offer and to do that they need to visit.
Here are some additional ideas that might be helpful:
- You need to give them something they won’t get unless they visit. Why go through the trouble and expense of visiting? What you can give them with their visit is an unvarnished look at your program, your team, at you and your staff. In doing so you both get a very clear picture of fit. Obviously, there’s never a guarantee but you will both have a much better sense for each other. The best way to do this is to rely on TCS data that tells us that they need to spend at least half their visit just hanging out with the younger (frosh/sophs) members of your team. Build their agenda around that.
- We are constantly seeing data about how stressed out and anxious this generation of students are. Are you adding to their stress by constantly pushing them to visit? Did you give them your timeline for completing your recruiting well in advance or are you just now pushing them knowing they’re considering other options? Make it easy for them to visit and make sure they feel safe and comfortable talking about the visit. Introduce them to their hosts in advance over Zoom so they have a face and voice in mind. Involve their parents as that too will provide comfort for them
- Find out what the obstacles are by asking their parents and their coach. The recruit may feel awkward (more stress!) if you try to pull that information from them so just ask someone else who likely knows exactly why they are holding back from visiting.
And one final thought. If they are not responding to your invitation to visit, they may be saying what you already suspect – they are not interested…YET! Keep telling your story, take the long view. Remember, it’s a marathon!
Greg Carroll is part of the team at Tudor Collegiate Strategies helping college coaches improve their recruiting strategy to get more top prospects to visit campus and commit to their programs. Want to know what ways Greg and our team could help you? Email Greg to set up a strategy call at greg@dantudor.com.