A Unique Recruiting Strategy That Works: Not Being Afraid to Walk Away
It's the secret weapon that most coaches fail to use.
There is incredible power in walking away from a prospect. Or, at least give your prospect the impression that you willing to do so.
Why?
Well in other areas of our lives, the thought of being rejected causes some deep-seeded psychological reactions that get triggered when we experience it, or see the possibility of it happening. (Example: You can read the highlighted link, if you want to see how the recruiting process is related to the romantic relationship side of life from a psychology standpoint).
The main point is this: Nobody likes to be told “it’s over”, and that includes your recruits.
So, when a well meaning college coach conveys the idea that they’ll wait for the prospect to explore all the other outside possibilities, not “pressure” them with a timeline or a deadline, and otherwise artificially extend the process, two things happen:
Your prospects gladly take you up on it, and delay making a tough decision that stresses them out and literally tires their brain out.
They view you as weak, personally, and as a lesser athletic program.
That’s a recipe for disaster if you’re trying to complete a recruiting class and building a program, agreed?
Then let’s stop doing it.
Don’t be afraid to walk away, and convey that the right way throughout the process - especially at the end.
By “the right way” I mean that you shouldn’t tell a recruit, “Look, you’ve got 24 hours. I need a decision. If you don’t tell me yes, we’re pulling the offer.” What I do mean is that you calmly, firmly, and empathetically convey to them the message that says you want them in your program, and you hope they can decide by the end of the timeline you’ve given them, but if they can’t make a decision you understand, and will assume they aren’t really wanting to be a part of your team and you’ll be moving on in the process with other recruits below them on your list.
And then, Coach, do it.
Walk away if they aren’t ready to commit.
Each time you do, you’re going to be creating the perception out in the high school and club sports world you recruit from, that you aren’t going to be the perennial back-up choice. You’ll begin to brand yourself as a destination program, not the 6th most favorite program of a prospect who couldn’t get the other five coaches ahead of you to show the same interest as you did.
Recruiting will be fun again. And, you’ll build better classes over time.
Oh and by the way, when you do all this? Much of the time, that’s what will convince the recruit that it’s time to commit. And, they will. I wish it didn’t take all this in order to make them take that final step, but we’re finding it does.
In closing, I feel like the rest of this article could go several different directions. Want further elaboration on what you just read? Do you have a specific question? Email me at dan@dantudor.com or leave a comment in the section below and I’ll follow-up with more detail in a subsequent post here on Honey Badger Recruiting.