Ep 7 | How One Camp Used Better Follow-Up to 5X New Registrations

In this episode, Mark shares a practical tip on using virtual tours to help camps close more bookings by making it easier for planners to visualize and sell the experience internally.Then Carl and Mark sit down with Dusty Ledbetter, Digital Outreach Manager at Camp Cho-Yeh, to unpack a different approach to summer camp marketing—one focused less on driving traffic and more on converting interest into action.Dusty explains how his team built a system to capture leads, follow up quickly, and guide families through the decision process. Instead of relying on parents to register on their own, Camp Cho-Yeh uses targeted offers, structured landing pages, and a trained sales team to turn inquiries into conversations—and conversations into registrations.The result: 300+ new camper registrations from paid campaigns, with significantly higher conversion rates than traditional camp marketing funnels.This episode breaks down the full system—from Meta ads and messaging strategy to sales calls, follow-up processes, and lifetime value math. If your camp is generating interest but struggling to convert it into registrations, this provides a practical model to close that gap.Keywordscamp marketing, summer camp registration, lead generation, camp growth, Meta ads, Facebook ads, sales systems, conversion strategy, camp revenue, digital marketing for campsSound Bites“The ad’s job isn’t to sell—it’s to stop the scroll and get the click.”“70% of the conversion happens after the click.”“About 88% of our qualified leads now turn into registrations.”HostsMark P. Fisher, Inspiring GrowthCarl Lefever, Improve & GrowGuestDusty Ledbetter, Camp Cho-YehChapters00:00 Introduction02:00 Camp Marketing Tip: Virtual Tours That Close Deals05:30 Dusty’s Camp Story and Background10:00 The Problem with Traditional Camp Marketing Funnels14:30 Why Traffic Alone Doesn’t Drive Registrations18:00 Building a Lead Capture System for Summer Camp22:00 The Role of Sales Calls in Camp Enrollment27:00 Landing Page Strategy and Lead Offers33:00 Meta Ads: Messaging, Creative, and Targeting40:00 Lead Follow-Up Systems That Convert44:00 Understanding Customer Acquisition Cost (CAC)48:00 Lifetime Value (LTV) and Smarter Budgeting52:00 Scaling Growth Through Testing and IterationResourcesCamp Cho-Yeh >Summer Camp Landing Page >Facebook Ad Library >Have a question you'd like us to cover?Click here to record your question >If this episode was helpful:Follow / subscribe to the podcastShare it with another camp leader who could benefitWant Help Growing Your Camp?Schedule a Chat with Mark >Schedule a Chat with Carl >