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.

1. Apple
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’

6. You’re in the
relationship
building
business!

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

8. 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.

9. 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.

10. How to build a
relationship

11. Confirm the Philosophical Commitment

12. Provide Access
&
Be Responsive

13. Understanding
the other person’s needs

14. Ask the right questions and LISTEN

15. Express Knowledge & Confidence
Build Trust

16. Be there for them

17. Maintain and nurture the connection

18. TRANSLATE TO
THE
CAMP BUSINESS

19. Provide Access
phone/email/chat lines/social media

20. Understand the Child’s Needs

21. Ask the right questions
and
LISTEN

22. Know What the Parent Wants

23. Feature Positive Outcomes

24. Express Knowledge & Confidence
in all environments

25. Respond Appropriately
Guide the Conversations

26. Follow Up
in a timely manner

27. Maintain and Nurture
the connection

28. Guarantee Equality

29. TRACK
CONNECTIONS AND CONVERSIONS

30. Build
Enrollments
through
Relationships

31. New Acquisitions
optimal ‘introduction’ to like-minded folks
with financial or philosophical incentives

32. Maximize Web Inquiries
visuals & copy
ongoing accessibility

33. Acknowledge Parent Registration
intentionally & warmly

34. Welcome Campers

35. Prep Parent for Camp

36. Build Camper Anticipation

37. Increase
Retention

38. Connect Monthly
with
Campers and Parents

39. Motivate to Purchase
Outcomes / Emotions
Intentional Stalking

40. Expand
Fund Raising

41. Personalize the Effort

42. Capture Hearts and Interest

43. Respect Giving Levels

44. Establish Necessity for Giving

45. hands-on experiences

46. snapshot of the experience

47. show the results

48. facility

49. Apple
is doing it.
Shouldn’t you?

50. Which of these relationship
developing elements do you see
yourself implementing?

51. Dan Weir
dweir@frostvalley.org
http://danlovescamp.com
twitter: @danlovescamp
podcast: CampHacker

52. Joanna Warren Smith
campconsulting@verizon.net
http://camp-consulting.com
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