Adding Urgency To a Sales Interaction
Adjusting your sales pitch to include a sense of urgency can increase your close rates dramatically.
When you get a hot lead, the first thing you want to do is call or email the prospect and close the sale. It’s fun and exciting to reach out and make the case why your product or service is the perfect fit for your customer. However, calling without a plan can be a recipe for disaster. Planning ahead, especially with the strategy of creating urgency and a deadline for your prospect is often the best strategy.
Time and again, adding urgency to a transaction is the best way to get people motivated to act. Business owners and sales people take this into account when trying to persuade others in their call to action. There are several different techniques to add urgency.
The most common way to add urgency is to use the pricing mechanism.
After a certain date the price will forever go up and the buyer will never have the opportunity to buy this cheaply again. That is the idea behind the “SALE” signs that you see everywhere each time you go to the mall.
Another common method is to use the idea of scarcity. The salesperson states that there are only a few of these items left. For example, there are only a few models of this car left on the lot. If you wait to buy they will be all gone.
Lastly, create a competitive dynamic. Real estate brokers will often use this technique pointing out that if you don’t buy now, they have another buyer preparing an offer at a higher price that will outbid you. This creates urgent demand to act before the object of your desire is purchased by someone else.
At Lead411, we pride ourselves in providing you with accurate and timely information so you can reach out at the right time and create a sense of urgency to a qualified prospect. If you would like to start a free trial to learn more, Click Here.
What is the size of your potential market? Who are these companies? Where can I find them? These are all important questions for both new business entrepreneurs and established fortune 500 companies alike. Measuring the TAM for your business helps determine a go-to...
You know buyer intent is important. Successful companies are using it, and you want in. So what are the first steps to get the most out of buyer intent data? This brief overview will outline the best practices, tips and tricks to get the most out of your buyer...
It’s no mystery that leads need to be nurtured through the sales funnel in order to keep them warm and moving forward. Colder leads need more time, as the intent of the relationship needs to be realized and formulated on both sides before a qualification can be...