Twitter's Controversial Algorithm Changes: What They Mean for Your BusinessTwitter Vs. Facebook: Which One Is Better for Promoting Your Brand?3 Free Twitter Tools PR Pros Can't Live WithoutSocially Stephanie: Social Media for the Automotive Industry
Technology & Data
New IBM Study Reveals 3 Key Characteristics of the Most Successful CompaniesTalking Strategy and Data with Shannon Lee of Precision StrategiesHarnessing Mobile Users: The Power of Big Data in Social AppsMinority Report: Confronting Privacy Issues in Big Data Gathering
- Tech & Innovation
- marketing automation
- Social Tools
- Small Business
- Social Organization
Recap from the First-Ever Employee Advocacy SummitFormer IBM Senior Advisors Launch Brands Rising to Build Employee Advocacy ProgramsPerformance and Risk Management Through Social Media TrainingEmployee Advocacy Summit: Advocate Stories from the Field
- Customer Service
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.