This document discusses strategies for camps to shift from marketing to relationship building to increase enrollment and retention. It provides tips for camps such as calling families who have not registered yet, partnering with schools year-round, acknowledging parent registrations, connecting with families monthly, and personalizing fundraising efforts. The goal is to nurture emotional connections with families through intentional relationship building.

1. is doing it.
Shouldn’t you?
Dan Weir, Frost Valley YMCA
Joanna Warren Smith, Camp Consulting Services

4. 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.

5. WHY?
Because she has
a proven track record
of moving sales
from
‘TRANSACTIONAL’
to
‘RELATIONSHIP BUILDING’

7. You’re in the
relationship
building
business!

8. The difference between
summer camps
that consistently fill
and those that are marginal is
relationships.

9. Intentional nurturing
of
emotional connections

10. Promoting your summer
camp is easy when everyone
wants to be there

11. Strategically Moving from
Marketing to Engagement
Jen Feltz, Executive Director-Camping Services
YMCA of Metropolitan Milwaukee-Camps Matawa and Minikani

12. What’s the
difference?

13. Marketing:
Brochure in the
mail
Engagement:
Brochure from
an ambassador

14. Marketing: Sending a postcard
to non-returners
Engagement: Calling every
family that has not yet
registered (with a purpose)
Marketing:
Sending a postcard
Engagement:
Calling every family
that has not yet
registered (with a
purpose)

15. Marketing:
Open House
Engagement:
Pancake Breakfast
& Family Day

16. Marketing:
Encouraging EE
schools to return to
camp
Engagement:
Partnering with
schools year round

17. Marketing:
Sending a brochure to afterschool sites
Engagement:
Running a 12 week program in afterschool sites

18. Marketing:
Scholarships Available!
Engagement:
Meeting with families that
need a scholarship

19. The
switch
got
results

20. Matawa – 7.5%

21. Matawa – 7.5%
Minikani - 15%

22. Jen Feltz,
ED-Camping Services
jfeltz@ymcamke.org

23. Let’s Build
Those
Relationships!

24. Emphasize the Common
Philosophical Commitment

25. Help A Parent
See That What You Provide
is What Their Child Needs

26. Partner with Parents

27. Camp is a critical decision

28. Relationship longevity

29. Provide Access

30. phone, email, chat lines,
social media

31. In-person opportunities

32. Ask the right questions and LISTEN

33. Identify Solutions
to parental concerns

34. Express Knowledge & Confidence

35. Respond Appropriately
Guide the Conversation

36. Follow Up in a timely manner

37. Nurture connections

38. Build
Enrollments
through
Relationships

39. New Acquisitions

40. Through Ambassadors
with financial or philosophical incentives

41. Cultivate New Areas

42. Maximize Web Connections
visuals, copy, and access

43. After Registration

44. Acknowledge Parent Registration

45. Welcome Campers

46. Prep Parents for Camp

47. Build Camper Anticipation

48. Increase
Retention

49. Connect Monthly

50. Intentional Stalking

51. Kath Davies,
Director, YMCA Camp Hazen
kdavies@camphazenymca.org

52. Show Progression
Transition Conversations
RAVE

53. Show Progression
Excite Kids
CRAVE

54. Tend to Rituals

55. Expand
Fund Raising

56. Personalize the Effort

57. Capture Hearts and Interest

58. Establish Necessity for Giving

59. Hands-on Experiences

60. Snapshot of the Experience

61. Show the Results

62. Leverage
Collaborations

63. Community Opportunities

64. What
Relationship Building
do you plan to do?

65. Session
Guarantee

66. Dan Weir
dweir@frostvalley.org
http://danlovescamp.com
twitter: @danlovescamp
Joanna Warren Smith
campconsulting@verizon.net
http://camp-consulting.com