
Yet, urgency isn’t something that you force
upon your sales prospects. Instead, it naturally
occurs once you uncover your customers’ motivation. So you have to discover it.
It is done by using the consultative sales
approach – by asking the right questions; listening carefully, and your
customer’s desires and motivation will appear.
Here are some tips on creating a sense of
urgency that can be used depending on your prospects’ scenario:
Tell
them it's a limited supply.
Whatever you're offering, if you only have
a few left then it's going to mean the person you're talking to has to act
fast. That holds true for widgets or shares in your company. The key is to be
truthful. You don't want to tell a client you've only got a dozen items left
when in truth you've got an entire warehouse. It's all about building up trust.
Whenever you've seen an ad offering a special deal for the next hundred callers
you know that every caller is going to get the same deal. Don't fall into that
kind of exploitive ploy. On the other hand, you might often have a situation
that arises which is about genuine limited supply. When that happens, spring
into action and see if you can't capitalize on that.
Tell
them it's for a limited time.
Deadlines work both for someone who has a
project due and for someone who has to make up their mind about a sales pitch.
By placing a time limit on a special deal you're letting your client know this
is a special occasion. Just make sure you follow through and close out the
deadline. This is another aspect of the trust issue. If you tell someone they
only have until Friday to get this special price but then that price is offered
on the following Monday then how will they ever trust what you have to say?
Always remember the client you make happy today is one you can go back to
tomorrow.
Tell
them it's a better price.
This is probably the quickest way to create
a sense of urgency: Just tell them it's going to save them money. The problem
with this approach is that you might become stuck with the discount for future
sales. If a client knows that can get something cheaper they might just wait
until you make that offer. This is what you have to be careful with the
discount. Either always have it or never have it.
Tell
them they'll be getting added value.
The alternative to slashing the price on a
product is to add value to that same product. Perhaps there is something you
can bundle with what you're offering to make it more attractive to a potential
buyer. This type of approach can be combined with the "limited time
offer" for a solid one-two punch of urgency.
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