Speak to whomever answers the phone, whether it be the student or the parent. Don’t always just ask for the kid!

Introduce yourself, and associate yourself with a specific University if you already know what the kid is interested in.

Ask if they have received our catalogs yet, and if they have gotten a chance to look through them or not.

Hi! Is this Sarah? My name is Bob, and I am calling with

University of Michigan Summer Discovery Programs.

How are you?

Doing great! I was actually in the

middle of doing some homework

though…

Well I won’t take up much of your time in that case! I saw that you were thinking about joining us out

on campus this summer, and I wanted to make sure that you received the brochures that we

sent to you.

Yea, I did… but I haven’t had a chance to look

through them yet.

Yea… I know that it is a lot of reading to do! How about this? Let me save you some time and

tell you a little bit about the program right now. I am sure you could use a 10 minute break from

homework anyway!

Sure… I guess that I have a few

minutes.

Inquire as to what the student has done in past summers (camp, vacation, job, nothing, etc…). Also, ask if they will be coming with friends.

Ask about the students interests, club participation in school, favorite subjects, sports played, colleges he/she is interested in, etc…

This will help get them more interested and comfortable with talking to you.

This is also a great indicator as to whether or not the family can afford our programs. If the student has never done anything in the past, try to further qualify them… there is no point in pitching a student that won’t be able to

come even if they want to!

Well tell me Sarah, what do you normally do during the summer? Will this be

your first year on a program like this?

Yea… I have gone to Camp

Chenawanda for the past 6 years.

Really? That is a great camp! Camp is such a great experience for younger kids… but I can see

why you would want to do something a bit more “age

appropriate” this summer. There comes a point when you really

don’t want to share your activities with 2nd graders anymore! Are you thinking about going by yourself, or

with friends from camp?

Probably by myself. And yes, that is why I am looking

into something like this for next year.

Great! Most of our students do come alone, so it is very easy to make friends! What

kind of activities did you do at camp, and also at school?

Do you play any sports?

Well, I play basketball… and I

am also in the drama club.

Well it seems like Michigan is a great match for you! Not only do we have a basketball clinic, but

we have an acting class that you can take!

Overview of Program:

- Student enrollment numbers

- Background of campus

- Boy/Girl ratio

- Dorm rooms, roommates, meals

Describing a Typical Day:

- Morning (classes, breakfast, wake up time)

- Afternoon (classes, Sports Plus, activities, town)

- Evening (activities, curfew, activities, freedom, activities, activities, activities!!!)

Don’t forget to talk about all of the exciting weekend trips that are included in the tuition!

Well as I said… let me give you a quick overview of the program… and this way we can figure out if this is something you might want to

do for the summer or not!

Michigan is actually one of our largest, and most popular programs. Every summer, we

have about 400 students come out and join us on campus! We have a few different options for you: you can come for 5 weeks, 3 weeks, or 2 weeks. Now, unlike camp where you probably

slept in the bunks… you will be living in the regular University dorms. Since this is a pre-college program, you really live like a college

student!

You will have a roommate… and to make sure that you get a perfect match for a roommate: we have you fill out what is called a Personal

Profile. On here, you will tell us your interests, hobbies, likes, dislikes, what time you wake up and go to sleep, etc…. This way we match you

up with someone that is perfect for you!

Now, when you were at camp… what did you do on a

typical day? Did you have many choices?

Not really, we just did sports and

activities all day with our bunk.

That is the difference between camp and our programs. We

treat you like a college student. Let me give you an overview of what a typical day would be like.

Every morning, you set your own alarm to get yourself up whenever you would like to… the

first thing you have to be at is class which doesn’t start until 9 or 10:00am! If you would like to wake up earlier for breakfast, a shower, or maybe a morning jog you are welcome to!

All of our classes are enrichment classes, which are more “low pressure, high interest” than the

classes you take right now. You pick 2 different classes that you would like to take. Your

afternoon class gets out at 2:30 pm, which is when our afternoon activities start. We have the Basketball Sports Plus option for you as a basketball player, as well as many other sports going on every afternoon. You can also go to

town, hang back at the dorms, or do one of 5 or 6 different activities that are being offered that

day. The choice is yours!

After dinner every night, we have activities planned for the evening. We go to the movies, concerts, shows, bowling, ice skating, dance clubs… everything you like to do with your

friends are night… we do! And the best part is, when we do it as a group… it is free for you!

On the weekends, we like to take you off campus for some “bigger and better” trips. We take a 3 days/2 night trip to Chicago where we

tour Northwestern University, go to Shedd Aquarium and Navy Pier, and go shopping on

the Magnificent Mile. We also take trips to Ohio and visit Cedar Point Amusement Park, the

Rock n’ Roll Hall of Fame, and see the Toledo Mudhens baseball team. We go to Detroit to

see the Tigers play, the Motown Museum, and maybe even a Detroit Shock game! Again,

everything that we do on the weekends is all paid for… so you don’t have to worry about spending any of your shopping or late night

pizza money!

Ask if there are any more questions that were not answered.

Inquire as to what the student will be doing this summer if he/she does not attend a Musiker program. Make sure to give a reason why Summer Discovery is a better choice!

Try to get a commitment that they will fill out an application, or try to get them to fill one out on the phone with you.

If you are talking to the student, ask if the parent has any questions (and vice versa).

Ask permission to call back at a later date to follow up. This way, when you do call back, it will be on their request.

End on a friendly note, even if it doesn’t look like they will be joining us! Don’t forget to take ownership in Filemaker!

So, now that you know a little more about the program… how

does it sound? Do you have any more questions?

I think you answered all of my

questions. It sounds great!

Wonderful! If you don’t join us at Michigan this summer, what do

you think you might do?

Now I am definitely coming to Michigan!

I am glad to hear that! Are Mom and Dad home? I am

sure they would like to hear a bit about the program to!

No, they aren’t right now.

Well, would it be alright if I called back in a week or to? This way it will give

you some time to talk the program over with Mom

and Dad, and I can answer any more

questions that they have.

Sure… that would be great!

Great! In that case I will speak with you soon! If you have any questions before then… please feel free to give me a call! Again, my name is

Bob, and I am calling with University of Michigan Summer Discovery Program. My

number is 516-621-3939. You can also find out more about the program at our website which is www.summerdiscovery.com. It was a pleasure

speaking with you Sarah! Bye-bye!

Leave detailed notes after making a pitch. Include what you talked about, and anything the student mentioned that would be useful to know at a later

date (interests, where they have gone in the past, etc…).

Make sure to take ownership after giving a pitch!

Always try to get a commitment that an application will be completed. If possible, fill one out with them on the spot.

Don’t forget to e-mail Lori & Neal immediately after you fill out an application over the phone to let them know…

To take ownership of a call, you must have “pitched” either the student or the parent. You may not take ownership after just

leaving a message! All follow-up calls must be completed each day before new calls are made.

Be enthusiastic! You have given this pitch a million times before… but this is the first

time that they are hearing it!