How To Get Clients To Take Immediate Action
Are you tired of excuses? Looking for a persuasion technique to
get people to take immediate action? Are prospects saying things
to you like: "I'll think it over and get back to you?" "I need
to talk it over with my wife." "Call me next week and we'll set
up an appointment." Then create a sense of urgency and get your
clients to want what you have now!
The first step in getting people to take immediate action is for
them to perceive your product or service as being in demand or
in limited supply. People want what is "hot" right now.
Psychologists have proven, people find more value in things they
have a difficult time obtaining. If you're told you can't have
something, you want it even more. Infomercials tell you that if
you call now they will give you another one free or knock $20 of
the original price. Shopping networks use a time limit or tell
you they only have so many left. Marketers know how to create a
sense of urgency.
Have you noticed when you are starving for new business you have
an attitude that you would do anything to get business. You make
promises you normally wouldn't make. You're practically on your
knees begging them to do business with you. You can feel it and
so can your customers. They see the look in your eyes and hear
the tone of your voice and will do anything to get rid of you.
People figure if you're desperate for business then you must not
be any good, because if you were you would be in high demand.
People want to do business with successful people.
How do you put this persuasion technique in action and create a
sense of urgency?
First, don't be so accessible. Make it difficult for people to
get an appointment with you. What I mean is, don't say I can do
it any day this week. Instead use a more persuasive technique by
saying, I'm very busy this week,however, I might be able to
squeeze you in. Give them a deadline. If people think they have
unlimited time to make a decision about your product or service
they will stall and procrastinate. Set a time limit for your
offer and stick to it.
Be selective about who you work with. Set standards for the type
of client you are willing to work with. You will give people the
impression that you are busy and that you don't work with just
any one. Some people will even go out of their way to conform to
your standards to work with you. Use the persuasive technique of
"take away selling". What I mean is say something like, I'm not
sure that our product is right for you. Or maybe our service
isn't the right match for your company. Remember, people want
what they can't have. By taking it away from them they will
search for reasons why they want it now.
Creating a sense of urgency in sales is a win - win for both you
and the client. For the client it helps to move them to make a
decision to buy something they wanted anyway. For you, it means
more sales and the sense of accomplishment for moving people to
make a decision that will benefit them.