The Message Word Count feature on the My Performance Q page shows the average word count of your messages compared to that of your prospects. This tool, which illustrates these averages on a day by day scale, enables you to better understand the implicit messages that are conveyed through the word count and its potential effect in the deal.
An important feature of this analytic is the ability to compare your average word count with the average word count of your prospects’. Here's what it could mean when your Message Word Count is consistently lower or higher than your prospects':
If your word count is consistently lower than that of your prospects, it may contribute to you finding yourself above the Selling Zone™. Your low word count might be perceived as arrogant and maybe even rude.
If your word count is almost always higher than your prospects, you might be too empathetic and positive. This may play a part in placing you below the Selling Zone™, possibly decreasing the chances that you close the deal. You might consider shortening your messages and getting to the point quicker.
For example, imagine you write an incredibly detailed, well thought out email. It's long and you have spent a large amount of time writing and editing it. After you send it, you begin to anticipate and prepare for a comprehensive reply with several counter-points. Instead, you receive a two-letter response: "OK." Now, even though this response seemingly agrees with your lengthy email, how would it make you feel? How do you think the recipient perceives you and what are the underlying messages within the short response?
The Message Word Count analytic keeps track of this important metric so you're always aware of the implicit messages that you and your prospects are sending through the number of words used.