Basic Marketing 101: Tools & ...
Urgency is one of the most powerful psychological triggers that can be implemented in your sales process.
When used correctly, urgency can create an almost undeniable urge to make a purchase.
In a typical action movie there is usually a point in which time is running out and the hero must take more drastic actions in order to resolve the issue.
He may do something totally outrageous but with so little time, what choice did he have? This thought process is natural.
The closer you get to running out of time, the more you feel justified in taking whatever action is necessary.
Any marketer who doesn’t take advantage of that is crazy!
Often times the idea of loss is more powerful than the idea of gain.
Let your prospect know what he/she stands to lose from hesitation or delay. Don’t give them time to think about whether or not they should make the purchase. If anything, only give them time to think about what they lose every moment they don’t purchase and what they gain from acting immediately.
ALWAYS give a reason no matter how petty it may seem. It will make your prospect feel much better about acting impulsively. The reasons can be very small or they can make a lot of sense and be completely valid.
It doesn’t make as much of a difference as you would think. As long as you’re giving a reason you’re making it easier for them to order.
If the offer is ending soon make sure you stress that your prospect must act immediately because he may never receive this offer again.
This may seem like an obvious reason, but it works like magic. If you utilize these methods properly and create a good sense of urgency, simple reasons such as that one will suffice.
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