How to create FOMO in your sales process

Saturday and Charlotte`s Sales Shares #8 is out!

Hello to over 4.8k LinkedIn subscribers and 359 new motivated sellers who have decided to keep it real, authentic and actionable this past month.

This one is a 2 minute read on how to create FOMO (fear of missing out) in your sales process.

What is FOMO in sales?

Part desire for belonging and part anxiety of isolation. The fear of missing out isn’t necessarily about missing out on getting a good deal; it’s about finding a product before it becomes unavailable

FOMO creates demand for your solution AND signals VALUE.

2 effects you need to focus on

Scarcity

Social proof

Let`s dive into each of them

Scarcity or deficit – if there isn`t much of something, you want more, right? If slots are limited on your calendar to book a meeting, this indicates you have lots of buyer interest. Likewise if there are limited quantities of your solution then this triggers a feeling of being excluded and the value of your solution rises. You might say:

“Why not meet later, my calendar is full this next week and I see I only have one slot available this Thursday at 2pm OR 4pm

“I have only 1 space left at this tier level”

“Our solution isn`t for everyone, we might not be a fit”

Drive urgency – offer an incentive like one month extra for signing up sooner like at the end of the month

Social proof shows your prospect what their competitors are doing, show a success story from an existing customer, how they liked your solution and what challenge it helped them solve. Your buyer doesn`t want to feel left out when their competitors are using your solution.

Remember FOMO is about pulling your prospect away so you draw them in

That`s it for this week!

What if you could know your prospect`s/buyer`s personality BEFORE you reach out to them?

Humantic.ai lets you do this, I have prepped much better for my sales calls by seeing what type of persona my prospect is, try it