What is FOMO, fear of missing out? And how do you use it in a sales situation? Basically, you’re creating intrigue and interest in your prospect’s mind so they have a fear of missing out on something… your product or service.
This is about you being passionate about wanting to have meaningful sales conversations with your ultimate prospect. What I’ve done for a lot of my clients is designed out an 11 touch, 23 Day contact process, so over the course of 23 days they will touch that contact 11 times in various ways.
Now, it’s not every day for 23 days, that would be ridiculous. Usually, the last email, phone call, or text message that they will send out to the prospect is a breakup. Basically, it’s structured to bring in the fear of missing out (FOMO) for that prospect. They’ve contacted you at one point. They wanted to learn more about your products and services, but, for whatever reason, you haven’t connected with them over the last 23 days.
So you send them a little breakup which is important, because, at some point, it’s the law of diminishing returns. You can’t continue to try to reach a prospect for years, and years, and years. This particular email has been very, very effective because now it triggers something in that prospect’s mind and makes them want to get back in contact with you.
Because you’re breaking up with them. It’s like, “I’ve trying to get a hold of you for the last three weeks, but was unable to. I’m going to stop bothering you. We’re going to close out your file and, when the time is right, you give us a callback.”
Usually, that’s enough to push that prospect over the edge and go, “Oh my gosh, yes. I needed that and thank you, very much, for following up with me.” And they will get on the phone and call you, so make sure you answer it.
And that is FOMO!
Does this seem like something you can implement in your business? Please post a comment below, I’d love to hear from you.
These blog posts are based on my IMPACT Sales System designed to double your sales in 90 days. If you’d like to speak with me personally on how to create an Impact in your business please schedule a free consulting call here: www.TomJackobs.com/strategy
