Managing the September Silence
Published on
Skill
Urgency is one of your biggest weapons.
Urgency tells your buyers that you aren’t wasting their time.
Urgency keeps you sharp and focused.
And, urgency helps you solve the September Silence problem.
Everyone’s back from vacation, and yet you haven’t heard from your buyers about all your Q4 proposals. That’s not unusual. They need to feel your urgency.
Do
The last money of the year will not just appear in your in-box. Today, create reasons for buyers to respond.
1. Sweeten the deal that’s on the table before you get in touch with the buyer.
2. Customize your value prop so that it exactly matches what the buyer needs to hear in order to act.
3. Practice your qualifying questions with your mates so your execution is flawless when you connect with your prospects.
Don’t just send a lazy email that says, "Hey, what do I need to do to move this along?"
Oomph
Do you want to see what real urgency looks like?
Get lost for one minute in this hairy scene from the movie Apollo 13.
You’ll get a glimpse of how urgency drives creativity, teamwork, and laser focus on solutions.