2016 National Collegiate Recruiting Conference Powerpoint

1. Business Lessons for Recruiting:
How To Persuade, Sell & Tell Your Story For Recruiting Success
By Mark Tewart
Mark Tewart, President
Tewart Enterprises, Inc
888-2Tewart (888-283-9278)
www.marktewart.com
info@tewart.com
twitter @marktewart
Linkedin – marktewart
National Collegiate
Recruiting Conference

3. Stop It!

4. “The Times They Are A Changing”
Question #1 - How much has the recruiting business changed?
Question #2 - ____________________________________?

5. Some Things Never Change
“If I just…”
• Could get better recruits
• Had better facilities
• Had more money
• ?

6. Are You Frustrated?

7. If not now, then when?
If not you, then who?
- Kallash Satyarthi

8. “It’s not about the X’s and O’s, it’s
about the Jimmy and Joe’s ”

9. Keys To Success
• 1 – Attract and Select the Right People
• 2 – Educate
• 3 – Motivate
• 4 – Communicate Extremely Clear
Expectations
• 5 – Hold People Accountable – What are your
tolerations?

10. Contrarian Sales Concepts
Water Slide Sales Method
&
TLC – “Think Like a Customer”

11. What Do Your Recruits Fear?

13. 3 Stages of Buying
• Character -
• Emotion -
• Logic -

14. 3M’s of Buying
• Money - $ Involved
• Me – You, Campus, Facilities etc.
• Machine – Sports Program, Team, Education,
Majors, Academics
The “ME” part ties everything together

15. Emotional and Psychological Road To The
Sale
Ask Questions
Customer defines problem
(Keywords)
Wants Needs
Towards Away
Pleasure Pain
Patterns
HFG - Hope For Gain
Risk Aversion and Reversal

16. Questions & Statements
• Think back…
• If you had to pick one thing…
• In the future, if it were 5 years from now…
• Lost keys
• You are not making a mistake!
• Feel, Felt, Found
• What is your biggest fear?
• Imagine…

17. Communication Is Key
• Active Listening - EARS
Encourage – Ask Questions
“Don’t spray and pray”
Acknowledge – Nod your head and use
phrases phrases of acknowledgement
“I understand”, I appreciate that” “Sure”,
“You bet”, “Absolutely”, “Fantastic”
Respond/Repeat – “So what you are saying
is…”
Save

18. Listen for 3 Things
• What the recruit, parent or coach is saying
• What they are trying to say
• What they really mean

19. Rethink And Re-Order Your Sales Process
• Change online impressions and MOT’s –
TOT
• On Campus – Process
• Intentional Congruence -
“Transformational NOT Transactional”

20. What Is Your Hidden Wealth and Value?
What is your SDP – “Specific Defining Proposition”
How can you make the intangible, tangible?
Social Media is king! It’s free except for the investment of time

21. Tewart Enterprises Inc
www.tewart.com - “Free Newsletter”
info@tewart.com
888 2 Tewart
Twitter @marktewart
LinkedIn @marktewart
Facebook @marktewartfanpage
Mark Tewart, author of, “How To Be A Sales Superstar”