Instinctively, as adults, we feel we owe it to the person we’re communicating with to go into detail as much as possible.
More references, more background, more information. Hold nothing back, that’s the motto.
And if it were just you and I, as adults communicating with each other, I’d agree. If you scroll through and search our library this site special site we’ve dedicated ourselves to, and you’ll see I don’t hold back when it comes to detail. Much of the time I think it’s too much. But then again, as adults, we usually want more information and background versus less, right? It’s a sign of respect to devote time to one another if we ask questions, or want information from someone.
So when it comes to writing recruiting emails, texts and even good old fashioned letters, our adult tendency to write completely transparent, detail oriented, factually based messages to earn their interest in our programs, I get it: It’s in our blood. It all makes sense. In our adult world, more is good…and giving more sooner rather than later is even better.
So why doesn’t that philosophical approach work with recruits?
Simple:
At the start of the process, when interest is low and unjustified, your prospect isn’t ready to be ‘sold’ on your school, your program, your players or you as a coach.
In fact, when a coach sends a long, all-encompassing text, email or letter to a recruit, it risks accidentally doing two things - tells them everything they need to know (which stifles the motivation for them to contact you to so that they can learn more information and clear up any questions on their part), and looking like every other coach/program/college that is reaching out and messaging them.
Doing less solves both of those problems. When you make your message shorter instead of longer…
You create curiosity, and even a little bit of confusion. What’s the result of that if I’m the prospect? I need to respond to you so that I can ask a follow-up question. Which means you hear back from me. Which means now you can talk to me. Isn’t that the goal of your recruiting and messaging effort?
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