subject: Create A Sense Of Urgency For Your Product Or Service Offers [print this page] Creating a sense of urgency when selling a product or service can increase your sales - especially if you understand your target markets and which "urgency" triggers will appeal to them.
Some target markets care about price; others care about exclusivity - being one of only a few who have this product or service. Others care about having a product or service before others.
What does a sense of urgency get the seller?
Most of us are procrastinators - we put off doing the things that are not immediate. And often times we never get back to those non-urgent things we meant to do.
If you are selling a product or service but offer no sense of urgency for the purchase, people can decide to buy later. Then, of course, people often forget about their decision to buy.
There are various ways to create a sense of urgency:
One way would be with price: The first 100 people to buy get the product or sale at half price. You don't know if you'll be one of the first 100 people unless you buy immediately, so you are motivated to buy now.
And there's this variation of price - this introductory offer is only good for one week. After this week the price will go up to its regular price.
There is the variation that calls for promotional partners who add to your product or service by providing one of their products or services for free if you buy the offered product or service now. Again, this can be a strong motivation because you get "free" products or services with your purchase.
Plus there's the limited quantity sense of urgency - there are only 100 imported cashmere shawls for sale. You had better buy right now if you want one of those 100.
Which strategy is best for your target markets?
When deciding on what you will use to create a sense of urgency, you need to take your market into consideration. If your target market is sensitive to price changes, then one of the price techniques is a good strategy. A limited quantity sense of urgency may be a good strategy if your target market likes to be innovators.
Many other factors can influence which of these strategies is the best at any one time. For example, the season of the year or the unusual climate change or any number of factors may impact which sense of urgency strategy you use at any particular moment.
Whichever sense of urgency strategy you do use, always deliver the promised value. You want long-time customers, not just a single purchase.
by: Phyllis Zimbler Miller
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