In this episode, Mark shares a practical marketing tip on how virtual tours can 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 completely different approach to summer camp marketing—one that goes beyond driving traffic and focuses on converting interest into action.

Dusty walks through the system his team built 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 combines targeted offers, structured landing pages, and a trained sales team to turn inquiries into conversations—and conversations into registrations. The result: over 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 turn that into registrations, this conversation provides a clear, practical model for closing that gap and scaling growth.

camp marketing, summer camp registration, lead generation, camp growth, Meta ads, Facebook ads, sales systems, conversion strategy, camp revenue, digital marketing for camps, customer acquisition cost, lifetime value

• “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.”
• “Simple systems scale better than complex ones.”

Mark P. Fisher, Inspiring Growth
Carl Lefever, Improve & Grow

Dusty Ledbetter, Digital Outreach Manager
Camp Cho-Yeh

00:00 Introduction and Episode Overview
02:00 Camp Marketing Tip: Virtual Tours That Close Deals
05:30 Dusty’s Camp Story and Background
10:00 The Problem with Traditional Camp Marketing Funnels
14:30 Why Traffic Alone Doesn’t Drive Registrations
18:00 Building a Lead Capture System for Summer Camp
22:00 The Role of Sales Calls in Camp Enrollment
27:00 Landing Page Strategy and Lead Offers
33:00 Meta Ads: Messaging, Creative, and Targeting
40:00 Lead Follow-Up Systems That Convert
44:00 Understanding Customer Acquisition Cost (CAC)
48:00 Lifetime Value (LTV) and Smarter Budgeting
52:00 Scaling Growth Through Testing and Iteration

Camp Cho-Yeh – https://cho-yeh.org

Summer Camp Landing Page – https://cho-yeh.org/sc/

Facebook Ad Library – https://www.facebook.com/ads/library/

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