SlideShare a Scribd company logo
Apple
is doing it.
Shouldn’t you?
Dan Weir, Frost Valley YMCA
Joanna Warren Smith, Camp Consulting Services
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.
WHY?
Because she has
a proven track record
of moving sales
from
‘TRANSACTIONAL’
To
‘RELATIONSHIP BUILDING’
You’re in the

relationship
building
business!
The difference between
summer camps
that consistently fill
and those that are marginal is

relationships.
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.
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.
How to build a
relationship
Confirm the Philosophical Commitment
Provide Access
&
Be Responsive
Understanding
the other person’s needs
Ask the right questions and LISTEN
Express Knowledge & Confidence

Build Trust
Be there for them
Maintain and nurture the connection
TRANSLATE TO
THE
CAMP BUSINESS
Provide Access
phone/email/chat lines/social media
Understand the Child’s Needs
Ask the right questions
and
LISTEN
Know What the Parent Wants
Feature Positive Outcomes
Express Knowledge & Confidence
in all environments
Respond Appropriately
Guide the Conversations
Follow Up
in a timely manner
Maintain and Nurture
the connection
Guarantee Equality
TRACK
CONNECTIONS AND CONVERSIONS
Build
Enrollments
through
Relationships
New Acquisitions
optimal ‘introduction’ to like-minded folks
with financial or philosophical incentives
Maximize Web Inquiries
visuals & copy
ongoing accessibility
Acknowledge Parent Registration
intentionally & warmly
Welcome Campers
Prep Parent for Camp
Build Camper Anticipation
Increase
Retention
Connect Monthly
with
Campers and Parents
Motivate to Purchase
Outcomes / Emotions
Intentional Stalking
Expand
Fund Raising
Personalize the Effort
Capture Hearts and Interest
Respect Giving Levels
Establish Necessity for Giving
hands-on experiences
snapshot of the experience
show the results
facility
Apple
is doing it.
Shouldn’t you?
Which of these relationship
developing elements do you see
yourself implementing?
Dan Weir
dweir@frostvalley.org
http://danlovescamp.com
twitter: @danlovescamp
podcast: CampHacker
Joanna Warren Smith
campconsulting@verizon.net
http://camp-consulting.com

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