How much assignment selling is too much assignment selling?

Posted July 17, 2020 in
Sales Sales
Sending the right amount of homework is something I struggle with a lot, often I ask myself am I sending too much or not enough. 

In most follow-ups, I send 4-6 articles and 1 - 2 videos. The time commitment is about 45 - 60mins. I have never heard someone say it was too much, but sometimes I have people that do none of the homework, and we end up canceling the meeting to never hear from them again.

Does anyone have a rule of thumb they follow or ever heard a prospect say "that is overwhelming." 

I would love to hear what everyone else is doing and if anyone as found a perfect formula.
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Connor DeLaney
Hey David Little ! Bit of a late response, but thought this was a very interesting debacle you shared here. Something I have been thinking about lately is the concept of the need to complete vs supporting materials.

For example: if you assign 8 pieces of content, they may only need to complete 2-3 of those in order to have a really successful follow up discussion with you later on. With this in mind, perhaps give them a must complete and additional resources section in your follow up. 
 
With these titles, you are able to say something like, "In order for us to have a  successful discussion, you will need to check out these couple resources... On top of this, if you are feeling extra motivated, here are some additional resources you may find interesting." This trick makes them feel less overwhelmed by saying it won't take long to complete those couple things compared to doing all of them while still challenging them by saying here's more if you want it/can handle it. 

I know this was a ramble, but I hope it was helpful. If you try it out, please let me know what your feedback is! 
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Scott Grossman
I have a feeling the answer will be industry specific.  I have a law firm.  When we get an initial contact it is common for the potential new client to use the wrong terms, inaccurately describe their actual problem, and not realize they are omitting important information.  We can usually tease all of this out during the initial consultation.  

We have structured our assignment selling to require the client to watch a cost video we send them and to provide us with the documents requested by our intake specialist.  Over the years, we have found this is the dividing line between people who can never become our clients (can't pay, won't pay, don't see any value, and/or can't give us minimal cooperation in order to help them) and those who are worth an initial consultation in order to determine if we can help.

Our philosophy is to exclude those who have no chance of becoming our clients.  We still have to do heavy sorting of those that make it over this hurdle.  Our cost/benefit analysis is this makes sense for us.
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