If we call in the next 20 minutes, we’ll receive two for the price of one. It’s because those infomercials are all about urgency. Establishing urgency gives your customers a reason to act quickly. Think of the iPhone. How many people do you know who run out to get the newest iPhone on the day of its release? That new model iPhone is perceived as scarce. Focus on your customers’ needs Establishing urgency doesn’t always have to be about scarcity, though. You can create a sense of urgency by understanding, from the customer's point of view, why they need the product now. Then you can focus on how your products or services offer a solution. In sales, focusing on the consequences of not buying can have a great effect on a prospect’s decision to buy.
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We’ve all seen those infomercials — the ones that urge us to call in to buy a blender or a mop or some other kind of gadget. If we call in the next 20 minutes, we’ll receive two for the price of one. Somehow, against my better judgment, I find myself thinking about calling in to cash in on the deal. But why?
It’s because those infomercials are all about urgency. You can use the same tactic to drive sales to your business, too.
Establishing urgency gives your customers a reason to act quickly. Their instinct is to take their time and think about the decision. But by throwing urgency into the mix, you’re eliminating the customer’s ability to think too hard or wait too long to buy.
But creating that sense of urgency isn’t always easy. Research from Hubspot finds that establishing urgency is the top challenge today’s salespeople face. If you’re struggling to drive urgency in your business, here are three ways to do it.
1. Establish scarcity
The more there is of an item, the less motivated we are to go out and get it. But if that item is scarce (or perceived as scarce), its value increases.
Think of the iPhone. How many people do you know who run out to get the newest iPhone on the day of its release? They stand in line for hours, wanting to be one of…
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