Apple is doing it. Shouldn't you

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Joanna Warren Smith, President, Camp Consulting Services
Dan Weir, Director of Camping Services, Frost Valley YMCA

Burberry’s CEO will soon lead Apple’s sales team in changing their culture from ‘transactional’ to one of ‘relationship building.’ Follow the lead
of the Fortune 500 tech giant to build relationships that will positively impact all facets of your business. Develop a strategic, pragmatic and
manageable plan that will nurture connections and leverage relationships to increase camp enrollments, retention, fund raising and community
collaborations.

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Apple is doing it. Shouldn't you

  1. 1. Apple is doing it. Shouldn’t you? Dan Weir, Frost Valley YMCA Joanna Warren Smith, Camp Consulting Services
  2. 2. Apple hires Burberry CEO as new retail chief Angela Ahrendts, who has led the luxury fashion brand for the past seven years, will join Apple's executive team in the spring. She'll oversee both the retail and the online stores.
  3. 3. WHY? Because she has a proven track record of moving sales from ‘TRANSACTIONAL’ To ‘RELATIONSHIP BUILDING’
  4. 4. You’re in the relationship building business!
  5. 5. The difference between summer camps that consistently fill and those that are marginal is relationships.
  6. 6. The ongoing and intentional nurturing of emotional connections with campers, their families and your staff create a family culture and a special place to which everyone needs to return year after year.
  7. 7. Promoting your summer camp is easy when everyone wants to be there, so focus on the techniques that will increase enrollments, referrals and financial support.
  8. 8. How to build a relationship
  9. 9. Confirm the Philosophical Commitment
  10. 10. Provide Access & Be Responsive
  11. 11. Understanding the other person’s needs
  12. 12. Ask the right questions and LISTEN
  13. 13. Express Knowledge & Confidence Build Trust
  14. 14. Be there for them
  15. 15. Maintain and nurture the connection
  16. 16. TRANSLATE TO THE CAMP BUSINESS
  17. 17. Provide Access phone/email/chat lines/social media
  18. 18. Understand the Child’s Needs
  19. 19. Ask the right questions and LISTEN
  20. 20. Know What the Parent Wants
  21. 21. Feature Positive Outcomes
  22. 22. Express Knowledge & Confidence in all environments
  23. 23. Respond Appropriately Guide the Conversations
  24. 24. Follow Up in a timely manner
  25. 25. Maintain and Nurture the connection
  26. 26. Guarantee Equality
  27. 27. TRACK CONNECTIONS AND CONVERSIONS
  28. 28. Build Enrollments through Relationships
  29. 29. New Acquisitions optimal ‘introduction’ to like-minded folks with financial or philosophical incentives
  30. 30. Maximize Web Inquiries visuals & copy ongoing accessibility
  31. 31. Acknowledge Parent Registration intentionally & warmly
  32. 32. Welcome Campers
  33. 33. Prep Parent for Camp
  34. 34. Build Camper Anticipation
  35. 35. Increase Retention
  36. 36. Connect Monthly with Campers and Parents
  37. 37. Motivate to Purchase Outcomes / Emotions Intentional Stalking
  38. 38. Expand Fund Raising
  39. 39. Personalize the Effort
  40. 40. Capture Hearts and Interest
  41. 41. Respect Giving Levels
  42. 42. Establish Necessity for Giving
  43. 43. hands-on experiences
  44. 44. snapshot of the experience
  45. 45. show the results
  46. 46. facility
  47. 47. Apple is doing it. Shouldn’t you?
  48. 48. Which of these relationship developing elements do you see yourself implementing?
  49. 49. Dan Weir dweir@frostvalley.org http://danlovescamp.com twitter: @danlovescamp podcast: CampHacker
  50. 50. Joanna Warren Smith campconsulting@verizon.net http://camp-consulting.com Free Monthly Hints

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