8 MIN READ
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.
End of the Month
The end of the month means salespeople are pushing to hit the goals they set at the beginning of the month. This often means working hard to close deals and make sales so they hit their monthly quota. And sales management prioritizes tasks that contribute to revenue goals and monthly targets.
With the end-of-the-month time crunch that many salespeople face, it can be difficult to remain calm.
Luckily, these email templates will move deals forward without you ever having to say, “It’s the end of the month. Are you ready to buy?”
End of Month Sale Emails
Share a new pricing structure.
Ask about leftover budget.
Have an executive touch base.
Ask why they’re actually stalling.
Remind them of the project timeline.
Scare the ghosts back into action.
Give them space.
1. Share a 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.New pricing structure
Hello [Prospect name],
We’re approaching the end of the month, and I wanted to send you this new pricing structure, since the current structure is only good through [date]. On [date], please replace our old contract with this one, which reflects the updated price.
Let me know if you have any questions.
2. Ask about 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. Leftover budget? I’ve got a few ideas for you
Dear [Prospect name],
It’s the end of the quarter and many departments like yours are looking for ways to use up allocated budgets. If you’ve got a use-it-or-lose-it deadline looming, I’d love to be your solution. I can draw up the paperwork and have it over to you by the end of the day.
Let me know if you’re interested or if I can answer any questions for you.
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. Have an 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.[Executive name and title] here. How can we win your business?
Hello [Prospect name],[Rep name] told me about your unique use case at [Prospect company] and I wanted to personally reach out to answer any questions or concerns you may have about choosing [your company name] as your solution.
I’m pretty passionate about making sure we’re the right fit for the companies and people we work with, so I’m a great resource for you at this stage. I look forward to hearing more about how I can help.
Regards,[Executive name and title]
4. Remind them of 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.[Prospect company] + [Your company] project timeline
Hello [Prospect name],
I wanted to get this project timeline over for your review. I know you’re eager to get this solution in place, so once you’ve reviewed the dates in the document I’ve attached, we’ll move aggressively to meet these goals! Let me know if you have any questions.
5. Scare the ghosts back into action.
If a deal suddenly stalls at the end of the month, it might be time to bring in help. This is another situation in which to call on your executives.
Have them send an email as if they were oblivious to the deal stalling. The message should pick up right where you and your prospect left off. Receiving this type of email from a CEO or sales leader should jolt your prospect back into action and lead to a quick end-of-month close. How can I help?
Hello [Prospect name],
I’m the [Executive title] at [Company name]. [Salesperson] mentioned they’d sent you a contract, and I wanted to see how you were doing and if I could be of any help.
We’re really excited about the opportunity to be your solution. If I can answer any questions, I’d be happy to jump on a call. Just say the word.
6. Give them space.
Sometimes, the best course of action for your prospect is to give them the time they need. If they don’t have the budget or ability to close by the end of the month, no amount of discounting or pushy emails will lead to a timely close. Worse, it will devalue you and your offer and erode trust.
Want to grab their attention and prove you’re different from other reps? Check out this subject line …Take your time
Hello [Prospect name],
Obviously, I’d love to close your business by the end of the month. But after speaking with you yesterday, I understand that might not be in your company’s best interest.
I’ll check back with you at the beginning of next month to talk about next steps. In the meantime, if anything changes, please let me know.
You’ll put your prospect at ease, salvage the deal, and clear your schedule for prospects who have a better shot of closing.
Whether it’s the end of the month or end of the 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 templates.