What Time of Day Should You Deliver Proposals?
Does it matter what time of day you deliver proposals to your clients?
It very well may…
I was reading a blog from a guy I’ve been following for a long time named Jon Goldman. He has a little different take on this topic… if you like you can read his blog here.
My blog today is largely based on Jon’s information. (I like to give credit where credit is due…)
It seems that, a few years ago, a couple of researchers followed eight Israeli parole board judges around to see how they made their decisions.
The results of their study shocked the legal community when they said …
Israeli parole board judges weren’t actually making their decisions based on sound legal reasoning – there was a hidden, really problematic influence that swayed all of their decisions...
The decision as to whether an inmate was approved for parole or not was based mostly on how long it had been since the judge last had a sandwich or break!
Their results showed that cases heard by the judges first thing in the morning were approved 65% of the time, but by late morning cases were almost all denied.
In the afternoon, cases heard early – just after the judges’ had a sandwich or lunch break – were approved the majority of the time again. But the approval rate once again plummeted to almost zero by late afternoon.
That’s highly disturbing… but fascinating.
It turns out that our ability to control our decision making – think of it as a decision-making muscle – gets fatigued with use!
In the early part of the day the judges were still clear, hopeful, and optimistic because they hadn’t had to make too many decisions yet.
But as time went on they had to make lots of decisions and their ability to make decisions was exhausted!
Even when the researchers controlled for things like type of crime (rape vs. auto theft), Arab or Israeli, Christian or Muslim, younger or older etc. – the pattern was still there.
Why does it matter to you and your business whether or not Israeli inmates get parole?
Because there’s a pretty big lesson in here for all of us.
Our willpower, our ability to make decisions, gets fatigued when we use it.
Just like any other muscle, our willpower gets worn down. Once worn down, your ability to persevere or make good choices is shot.
There’s definitely a lesson here for you as a business owner… be aware of the time of day you’re working on important business matters…
But there’s a REALLY important lesson here about selling your services.
Although I haven’t tracked this (yet!), this research suggests that people are more likely to say yes to your proposal either early in the morning or early in the afternoon.
If you tend to schedule your presentations for late morning or late afternoon, then your closing ratio might be suffering just because your prospects’ decision-making ability is completely shot at that time of day.
I’d be very curious to know whether you have noticed – or tracked – your closing success rate based on the time of day. If you have, I’d appreciate it if you would reply to this email and let me know what you’ve discovered.
In the meantime, I’m going to schedule more calls for early in the morning and early in the afternoon.
Why not give myself every opportunity to improve my closing ratio?