Down to the last few days of the quarter and have that one prospect who just won’t close? It’s easy to start panicking and — like the Hulk — turn into a pushy salesperson. But there’s a better, less green, and more successful way to proceed. Instead of hounding your prospect with frantic phone calls and aggressive emails, try a more subtle approach.
These five email templates will move deals forward without you ever having to say, “It’s end of month. Are you ready to buy?”
5 Email Templates to Close End-of-Month Business
1) The new pricing structure
This tactic is straight from Your SalesMBA founder Jeff Hoffman. He says, “If the end of the month or quarter is near and your prospect still hasn’t closed, wait until there are about three days left and send a new contract.”
Hoffman reasons that by this time, you’ve likely already offered a discount, so showing them a new contract with non-discounted pricing can be the jolt they need to buy before the old price disappears. Once you have your prospect on the phone, you can gauge whether to extend discounted pricing or hold out for an end-of-quarter close.
2) The leftover budget
Many departments have use-it-or-lose-it budgets. At the end of the quarter or fiscal year, they lose any allocated budget they don’t use. If you’re trying to push a deal across the finish line around this time, it can be helpful to remind prospects of the impending fiscal deadline.
If they’re not losing budget at the end of the month, this is still a great way to reconnect or keep the conversation going in a non-pushy way.
3) The executive touch base
Are you gonna need a bigger boat to get this deal closed? Ask your execs for help. Your sales leaders want you to close, so don’t be afraid to ask department heads or your CEO, when appropriate, to send a quick email or jump on a call.
Be respectful of their time by offering to draft the email or provide talking points for the call. Often, an executive checking in with a prospect shows just how serious your company is about winning their business. It also offers a sneak peek of the kind of care and attention they can expect if they choose your company.
4) The negative reverse
This is a bold email to send, but one HubSpot Account Executive Mike Rogewitz swears by. It’s called “negative reverse selling,” and it’s a way to push deals forward or get the hard “no” you need to move on. The formula looks like this:
Prospect: “XYZ fluffy response.”
Salesperson: “Typically when I hear someone say XYZ, it really means ABC. Is it fair for me to assume that’s the case?”
Rogewitz says, “This single framework saves me countless hours. ‘Is it fair for me to assume that’s the case?’ gently pushes prospects into giving a more honest answer about their interest in my product.”
It’s not for the faint of heart, however. Rogewitz warns, “Apply it selectively — and diplomatically — making sure you never use it with someone when there’s no chance of positively progressing your deal.”
You may ruffle some feathers with this email, so reserve it for deals that have really stalled. You know, the ones that need to — shall we say — close or get off the pot.
5) The project timeline
Unidentified goals are easy to miss. Send a project timeline to interested prospects who are dragging their heels. This offers a gentle reminder that they’re ready to close and sets an immediate date when this should happen. By giving them concrete deadlines, you’ll also give them the motivation they need to finalize approvals and sign-offs on their end.
Whether end of month or end of quarter, not meeting your number is stressful. No one wants to be closing deals at the 11th hour — but it happens. When it does, stay calm, focused, and thoughtful in your email outreach with these five templates.