Good morning to everyone except the people who send you 3-minute voice notes ☠️

"#1 Newsletter of the Year" 🏆️ -Andy’s Wife

😱 ANDY REACTS

Florida braces for world's largest sushi roll as enormous seaweed blob approaches

Hey there amigos, have you heard about the giant seaweed blob heading for Florida? Apparently, it's twice the size of the contiguous US. And you thought your inbox was overflowing with spam!

I mean, seriously, this thing is massive. I haven't seen a blob this big since I accidentally spilled my coffee on my keyboard and had to use an entire roll of paper towels to clean it up.

But you know what's really interesting about this seaweed blob? It's actually made up of a bunch of different types of seaweed that have come together to form this monstrous mass. It's like the Justice League of the ocean. Aquaman, Superman, and Wonder Woman all rolled into one big, slimy package.

I can only imagine what kind of havoc this seaweed blob is going to wreak on Florida. I mean, if you thought the traffic in Miami was bad before, just wait until this thing gets stuck on the freeway.

But hey, let's look on the bright side. Maybe this seaweed blob is just trying to give us a sign. Maybe it's telling us that we need to start taking better care of our oceans and our planet. Or maybe it's just trying to give us a new vacation spot. Forget Disney World, let's all go play in the seaweed blob!

In all seriousness, let's hope that this seaweed blob is just a passing phase and that it doesn't cause too much damage. And if it does, well, at least we'll have a good story to tell.

☠️ ANDY’S DEADLY DOODLES

FROM OUR PARTNERS

I know your struggles

Have you ever been so sure your strategy would give better results than what it actually gave?

It might give a fine result, but not quite satisfying…

It’s something a lot of B2B professionals struggle with…

You might have tried writing online but weren’t sure of the first step to take, feel stuck, or have trouble putting yourself out there.

It almost seems like it is the end and it’s not possible to go any further…

So you try and try again without any luck.

It almost makes you want to give up… But don’t!

As I mentioned, a lot of people struggle with this. They keep trying hard to build an audience of potential buyers on LinkedIn or Twitter or Instagram, but it’s not quite working…

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I wish you all the best,

Andrew.

💀 Issue #107 💀

6 proven ways to boost urgency in your deals:

Create urgency" is bad advice

(if they don't tell you how).

6 proven ways to boost urgency in your deals:

Leverage Implementation:

• Offer a better package

• Offer at a discounted rate

• Increase the scope at 0 cost

🗣 "You mentioned you don't have the budget for implementation. If we waive the fee could we get this done this month?"

(do this with support and/or services too)

Leverage Key Initiatives:

• Items said in earnings calls

• Events (e.g. sales kick-offs)

• New product launches

• Department changes

🗣 "I understand your sales kick-off is in January. How could we leverage that event to get people excited about this product?"

Leverage Budget Cycles:

Most (bigger) companies plan budgets wayyy ahead of time.

Try to understand how to get into the budget for the following year.

🗣 "If we were to get this as a line item on your budget for next year, when would we need to have this submitted?"

Leverage Payment Terms:

CFOs typically don't pay out immediately.

Offer better payment terms:

• Net 90 vs Net 30

• Net 60 vs. Net 30

🗣 "I understand your CFO likes to keep cash on hand. If we could extend payment terms to net 90 vs. net 30 could we accelerate the deal?"

Leverage Contract Length:

• 3-year deal vs. 1-year deal

• 2-year deal vs. 1-year deal

🗣 "If we can make a deal happen this month, we are prepared to offer you a 2-year deal with the 2nd year at 50% off."

^ You create urgency AND get a 2-year deal out of it.

Leverage Competitor Contract:

If you are displacing a competitor, you can't just flip a switch.

Use this to your advantage.

🗣 "Your contract is up in May. If we want a smooth transition we'll need to have a contract signed by Feb so we have time to implement it correctly."

Quick recap on how to create urgency:

Use leverage in:

1. Implementation

2. Key Initiatives

3. Budget Cycles

4. Payment Terms

5. Contract Length

6. Competitor Contract

In reality:

You don't create urgency.

You find urgency, papi.

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🍪 DEADLY DELIGHTS (free resource)

Check out who is still hiring today ☞ StillHiring.Today

That’s a wrap for today amigos. Eat your tacos and see you tomorrow! If you want more, be sure to follow me on Twitter (@andymewborn) or LinkedIn.

What did you think of today’s edition? (anonymous)

• 🌶️🌶️🌶️🌶️🌶️ So f**cking fuego

• 🌶️🌶️🌶️ Meh, keep digging

• 🌶️ Snoozefest

A RECENT REVIEW