Content Discovery Smackdown: Hootsuite vs. Buffer vs. KloutContent Marketing Minds: Ingredients of the Tastiest Content [Nutrition Label]From the Corn Field to the Digital Era: Content Marketing Starts with TrustContent Marketing: Is 2014 Really Shaping Up to Be the Year of Video?
Your Customers Aren’t Listening! How to Create Consumer Dialogue that Converts4 Tools for Nonprofit Social Listening and Reputation ManagementThe Promising Role of Social Listening in Treating Health IssuesThe Importance of Social Listening for Brands
- Public Relations
Facebook Testing a Way for Users to Buy Products on the Platform7 Website Tips to Attract More Shoppers to Your PagesHow eCommerce, Augmented and Virtual Reality Will Redefine the Retail ExperienceSearch Query Analysis to Increase eCommerce Website Conversions
- Content Marketing
Technology & Data
Social Startups: Bizible Connects All the Dots from Marketing Contributions to RevenueCreating the Perfect Profile for Your Social Media Marketing EffortUsing GPS and Localization for Social AnalyticsAnalytics and Prospect Intel: Discovering Your Ideal Prospect
- Big Data
- Tech & Innovation
3 Security Risks You’re Taking Every Day While Using Social MediaShould the President Have the Power to "Pull the Plug" on the Internet?How Safe is Your WordPress Website From Hackers and Other Malicious Attacks?
- Software & Tools
- Small Business
- Social Organization
Celebrating the Grand Re-Launch of Social Media Today! SBH Podcast Episode 8Why Should You Care If Your Employees Are Thought Leaders?Beyond Engagement: The Art of Managing Social-Media Risk in Employee Advocacy
Why All-in-One Social Media Management Systems Don't Cut It for Social Customer ServiceWhat You Should Know About Customer, Digital, and Contextual ExperienceSurging into Q3: How to Make It Better Than Q2Is How You Serve Your Customers Costing You Business?
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
How to Sell When the World Is Ending Tomorrow
Posted on December 20th 2012
Unless you’ve been living under a rock, you’re aware that the world is going to end tomorrow. Or not.
But we sell like the world is actually going to end all the time. At the end of the month, or the end of the quarter, we throw all types of aggressive offers, promotions and incentives at our sales teams and our prospects in an effort to quickly close more business.
We create artificial urgency to get deals done based on our own, internal needs and sales forecasts. And in that context, there really is no tomorrow. We need the deal today – for this sales period’s quota and commissions – and will do anything to pull that in.
But, of course, the world doesn’t end. The calendar turns, the sun comes up, and we’re faced with a new month or a new quarter. The product or service is still there. If the prospect didn’t buy yesterday, they can certainly buy today. Or tomorrow. Or next month.
Do this too often, and your prospects will get used to an endless stream of end-of-month promotions. Their intent of driving urgency and accelerated closed sales will lose its teeth.
Just because it’s the end of the quarter doesn’t mean at all that urgency or need has changed for the prospect. No prospect is going to make a long-term commitment for something they don’t yet need, just because you’re waiving the set-up fee.
Urgency needs to exist at the customer level. They need to understand the business, financial and revenue impact for themselves of not moving forward this month or quarter.
If you’ve already identified a core business need your product or service addresses, then every day that goes by represents a growing opportunity cost of NOT buying. Therein lies your opportunity to increase urgency to move forward sooner than later.
That doesn’t mean the world is ending tomorrow. But it’s a far more natural way of increasing customer-driven need, urgency and closed business.