Dan Tudor

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July 9th, 2012

Why Good Things Come in 3’s for Your Prospects

Each month that goes by, it seems like we hear from more and more coaches that are trying to “crack the code” when it comes to connecting with today’s teenage prospect – especially this time of year, when you’re trying to build a relationship with a new set of recruits.

I don’t know if this piece of advice will be the answer to all your problems, but I do know that this simple technique you can build your call structure around gives you a great chance of making your point – and making it stick – with your prospect.

It’s all about “the power of three”.

It works in writing, and it works in phone conversations.  It works because everyone – you, me, the coach in the office next to you – really likes things grouped in threes.

The three natural elements (wind, earth, fire), the three aspects of time (past, present, future), the Christian Trinity (Father, Son and Holy Ghost)…all are based around the number three.  Our minds are naturally is drawn to things grouped in three.  One of my favorite movies when I was a kid?  “The Three Amigos”.  One of my favorite TV shows growing up?  You guessed it…”The Three Stooges”.

And, your prospects are no different.

They want your ideas about you and your program grouped in threes. Now, they aren’t going to come out and tell you that, but they are wired just like you and I.  And if you’re interested in getting a better response than you’re currently getting, using this concept is highly advised.

Here’s how the concept works.  Lets say that you’re trying to talk or write to your prospect about your program’s great year-around training program.  Where as you might normally talk about the program’s reputation once and then expect your prospect to connect the dots themselves, try this line of reasoning with them that groups your argument in a group of three:

“Our strength and conditioning program was rated tops in our conference.  We’ve earned a reputation of taking an athlete and making them better than everyone we play.  In fact, we did a test over a four year period and our football program was able to raise our average athlete’s speed by 9% by the time they graduated in four years.

One of our graduates, Josh Grant, who got drafted after his four years here told ESPN that our strength program was the reason he was able to attract the kind of attention that he did.  He came in as a slightly above player and left here as one of the best our school has ever seen.

And the great part is, our head trainer has added a whole new component to our in-season training program.  It really gives our athletes the edge against our opponents.”

Here’s what you want to do:  Put your strongest proof at the top and devote the most time and attention to that point.  It has to be all about getting them to sit back and take you seriously.  The next paragraph should be about half the length of the first, and the next paragraph should be about half the length of the second.

When talking to them or developing your written recruiting communication, make sure you vary the proof that you offer them.  In the example I gave you above, I started with a strong statement that statistically told the recruit why our program was #1.  Next, I gave a proof source of the success with the program and what it did for him.  Thirdly, I offered up proof that the program is getting even better than it had been before.

This technique has been used for decades in business marketing strategies, and it keeps on working for advertisers, politicians, and sales professionals. It works because it meets our wired need for a group of three in the reasoning we present to recruits and their parents.

It’s the best way to present an idea to a recruit and have it stick.

Knowing how to present an idea effectively is the first step towards really connecting with today’s recruits.  If you liked this idea, you’ll love the other 197 tips, techniques and skills we teach recruiters in our two cutting-edge recruiting workbook guides.  For more information on these two guides, click here.