During this time, many organizations are trying to push salespeople to make sales and make them fast! This puts an extra emphasis on those in sales to understand the difference between urgency and franticness. What is the difference? There are two defining factors that separate urgency from franticness… VALUE and TONE.
When you are specific in the value you are providing for another person and use the right tone when delivering the message, it is urgent.
For example in sales, when you’re providing value for your customer, they won’t feel like you’re franticly trying to reach your own personal goals, but instead you are trying to make sure they have the opportunity to reach their goals. People won’t remember what you told them or did for them, but they will remember how you make them feel. The thoughtfulness surrounding value and tone contributes will leave your customers feeling positive about you.
There are a lot of situations opportunities where you need to be frantic urgent to help your customers reach their goals and how you act in those times will help you reach your short-term and urgent goals along with your long-term goals.
I thought I would demonstrate an example of the difference between urgent and frantic for an email to a potential customer about upcoming promotional opportunity on one of our radio stations around the NFL season. One is about our product while the other is about the customer.
Frantic example (no value for potential customer):
Dear Staffing Agency Customer,
The NFL is about to start. It’s going to be an exciting year, and you won’t want to miss out. I sent you sponsorship of our Coaches Show with Coach Duggs. Remember this is a category exclusive sponsorship, so get in now! Please let me know in the next 24 hours if you want it before anyone else gets it.
Thanks,
Sam Pines
Urgent:
Dear Staffing Agency Customer,
Last time we talked you mentioned your two biggest goals right now are getting 200 potential candidates to fill job openings while still keeping your brand in front of employers. Based on those goals, you felt that associating your message and brand with Coach Duggs was a great solution. The idea of your message(s) being around the person that is making staffing decisions for the NFL team can help your message resonate with both potential candidates for the job and potential businesses that would hire your firm. Let me know your thoughts.
Thanks,
Sam Pines
The second example provides the value to the customer, clearly defines next steps, offers time to discuss, and keeps an even tone throughout the message.
