Sense of Urgency is one of the most under rated impulse
factors. I have made an incredible amount of sales on my
ability to convey urgency alone! If you are able to portray
GENUINE urgency to your prospects, they will be compelled
to buy now. This is a basic psychological fact and to deny
it is just absurd. If you want to compete with the big boys
then you must master urgency in your sales pitch. There's
just no way around it.
Always be in a hurry! Now is the time to buy your product
not later. No you can't sit down and discuss this for an
hour with your prospect over a cup of tea. You have places
to go and buyers to see.
"You're going to miss out on this bargain if you don't take
advantage of this offer right now!"
"I have 35 people to get back to in the next few minutes."
"I'd love to stay and chat but I've got some buyers to get
back to right now and I don't want to be late."
Much like indifference, sense of urgency is not so much
something you have to say as it is something that you have
to portray. You want to make them "feel" as if now is the
only time because you have got to go.
For face to face selling: USE A LOT OF BODY LANGUAGE TO
PORTRAY URGENCY! I glance down at my watch a lot when I'm
talking to a prospect. It's my favorite way to portray
urgency. I also keep my car keys in my hand and wiggle them
a lot.
Notice how you get coupons in the mail and they have an
expiration date? That is because they want you to buy it
right away.
I can't even tell you how many times my wife tries to
convince me of why she needs to run to the store to spend
our money "right now". She always says, "Honey it's the
last day." Yeah suuuure it is!
Info-infomercials and home shopping channels use the sense
of urgency by displaying a count down clock on the screen.
This clock counts down the seconds till the end of the show
or the end of this product promotion.
"We only have 3 minutes left folks, operators are standing
by to take your orders .... "
This is impulse building through the sense of urgency,
they're telling you straight out that this product
disappears from your television screen in exactly 3
minutes. Order now or suffer forever!
On an internet sales page there are many ways to portray
urgency. Some marketers even use it in the pre-headline
with something like "DO NOT HIT YOUR BACK BUTTON! This is
the ONLY time you will see this page." That statement uses
urgency AND fear of loss to captivate the visitor.
I've used the product countdown method on my sales pages as
well. That is when you tell everyone that you only intend
to sell 250 copies of this product and they only have 11:00
minutes to click the buy it now button. I then display a
countdown clock that will disable the purchase link when it
reaches zero.
Many people are afraid of using this sort of sales tactic
because it will cost them sales. That fear will continue to
hold you back from making the real money. Simply put...
Sense of urgency and the other 3 factors of impulse are
what separates the men from the boys in sales. If you're
afraid to use them well, I'm sorry to say that you just
can't hang with the big boys and your income will continue
to reflect that basic truth.
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Omar Martin is a sales expert dedicated to training and
developing high performance sales leaders in every
industry. His sales experience, skill level and coaching
ability has enabled him to build huge power-selling teams
of door to door and telemarketing sales experts across the
United States. He posts free sales advice and products on:
http://www.omar-martin.com
http://www.HighPerformanceSalesSecrets.com
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