The Procrastination Paradox

Why do we hesitate to send out quotes, proposals, or offers when they're crucial to sealing a deal?

I just caught myself putting it off and I'm a SALES coach, for goodness sake! So it got me wondering, and this is one for my new-found journalling habit (thanks Graham Varndell ), WHY am I putting it off?

Is it because I'm not a fan of admin? Unlikely. I have templates that I adapt so it's not a big job.

Is it because I'm at capacity and don't want the work, really? Frankly no, I have some capacity so it's not that. I want the work. I love what I do, it's my life's purpose, so I want the client.

Is it because I'm overthinking the detail? Nope. My offer is pretty standardised in its format, the detail comes when the client is IN and we are working together, and I don't procrastinate around that at all.

Is it because I'm uncertain about my proposal hitting the needs of the client? Again, nope, I train people on how to qualify, ask great questions and ensure we only offer to those that we can help. So it's not that.

So what is it then?

I believe that it is.. the closer you are to a potential 'no,' no matter how unlikely it is, the harder it becomes to make that final move towards it.

The Fear of 'No'

Let's face it, nobody enjoys rejection. And rejection is a possibility right up until it's signed and sealed. It's not just about losing a potential admission or student; it’s about facing that sinking feeling of (argh) not being what they wanted. Especially if we've invested time and effort (and emotion) into it. Then it feels more personal. This fear could unconsciously cause delays in sending out that crucial email or proposal.

The Complexity of Preparing Offers

Sometimes, the delay isn't about fear at all—it's about the hassle. Overly complex systems for preparing quotes or proposals can turn what should be a straightforward task into a dreaded chore. If it takes hours to compile a proposal because of convoluted processes or the need to pull information from multiple sources, it’s natural to keep pushing it to the bottom of the to-do list. This isn't the case with No Fluff work, but it can be for the schools and agents we work with.

Streamlining the Process

The good news? Both of these hurdles are surmountable. Start by addressing the procedural inefficiencies. Can the process be streamlined? Are there tools or software solutions that can automate parts of the work, or templates that can be standardised? Simplifying the proposal preparation process can reduce reluctance significantly. Using great tech tools can cut down on proposal-making.

Changing Our Relationship with Rejection

On the emotional front, sorry to get a little 'woo' on you here, changing our perspective on rejection can have a profound impact. Rejection is not a personal reflection but a normal part of the sales process. It’s a stepping stone to refining our approach, improving our offerings, and ultimately finding the right fit for our services. Not taking it personally is part of the resilience we need to build up for life, let alone student recruitment.

Conclusion: Keeping Prospects Engaged and Excited

The key to boosting conversions lies in maintaining momentum. By sending out your proposals and offers swiftly, you keep prospective students engaged and excited about the opportunities you're offering. Every moment of hesitation can cool their initial enthusiasm, or allow a competitor to sneak in, so it's crucial to act quickly while their interest is at its peak. Let’s streamline our processes and shift our mindset to prioritize prompt communication. Remember, each proposal sent out is an opportunity to connect, engage, and ultimately convert.

Now I've spent time writing this article for you as a delay tactic, I now need to go and send my proposals off and stop faffing!

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If you'd like to work with me, the education sales coach, do get in touch via DM (with the word 'diary' if you don't fancy writing a full message) and I'll send my diary link so we can have a chat.

No Fluff: Education. Sales. Growth.