Apple is doing it. Shouldn't you

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Joanna Warren Smith, President, Camp Consulting Services …

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