In order to get the sale, you have to think and act fast. Your customers will put off going through with sales in fear of saying no or turning you down. If you don’t create an urgency for that customer and their need to buy your product right then and there, they most likely won’t make the sale later. Many customers defer saying no by asking for an email, or asking you to get back to them later.
In order to create a sense of urgency, you must make the customer see why they need to buy your product right at this moment. Creating a sense of urgency is easily done by making your product seem like a hot commodity.
A recent blog on Hubspot, “A Classic Way to Create a Sense of Urgency in Your Prospect” reviewed the best ways to create urgency in your prospects. In their blog post, Mark Roberge shares a role playing method you can do with your sales employees for them to practice creating urgency in your prospects. He also shares the following tips on how to create urgency:
- Illustrate Your Impact
You have to show your prospect why they need to use your service right now instead of waiting. There must be a benefit for them to buy the product right now, like saving them time, or making something better for them. When the need to use your product is urgent, they won’t want to wait to buy it.
- Help Them See What They Miss Out On
Next, talk about what will happen if they decide to not buy your product, like their life not being made easier, or the extra time tasks will take without your product, or the chance of your product selling out. When they feel the fear of missing out, they’ll want to buy your product that instant so they don’t miss out.
- Lower The Hurdle
If steps one and two don’t work, and they insist on waiting to buy the product, create deadlines. If they ask you to get back to them in a month, ask if you can get back to them in a week instead because your product might not be in stock at that time and they’re better off buying it now.
Together, these three steps will help you create a sense of urgency in your customers. A sense of urgency is what is needed to get your prospects to stop putting you off and just make the sale right now.