In the real world, the best decisions you make, are usually the ones you can spend at least “some” time mulling over.
Being forced into making a decision is uncomfortable. Imagine having to decide, in a knee-jerk situation, where your kids should go to school… the kind of neighborhood your family should live in… or which doctor to perform surgery on you. You might not make the best decision in these situations, I’m sure you’d agree.
But when it comes to selling, reality is, the faster your buyer has to decide if they want to buy from you… the more likely they’re going to decide TO buy from you.
When you create a sense of urgency, you also create the best environment for selling.
Why do you think limited time offers are so effective? Not because of the offer part, but because of the limited time part.
With this in mind, here are three ways to ‘force’ someone to make a decision:
1. Best way, of course, is to have a time limit on the particular item you are offering. This is why product launches do so well – because the seller claims they’ll be ‘pulling’ the product off the ‘shelves’ once the launch is over.
2. Another way is to have a time limit on a bonus you’re giving away with the item. In other words, what’s compelling here is the extra value you’re creating for your buyers.
3. And lastly, you can also have a special sales price for a limited time only. Again, making more value.
And of course you can use any combination of these three items and get as creative as you want to get. For example, you can sell a product or service and instead of pulling it off the shelf completely, you can have a situation where you only make it available two or three times a year. Or… you can have a situation where you only make “X” number of them available, each time it does come back out onto the market.
The point is, forcing people to make a decision may not be the most comfortable thing for you. But… once the money starts coming in… rest assured, you’ll suddenly feel a lot more comfortable.
Now go sell something, Craig Garber
P.S. How to “force” your buyers into making decisions, AND then turn around and use this as your positioning strategy, on pages 139 and page 315
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