Good Morning Team – Yesterday I spent almost 13 hours riding in a vehicle called “Big Red”. <\/p>\n
One of the fundamental characteristics of a human being is a tendency towards procrastination. And when it comes to reaching for our wallets and buying something, that tendency to \u201cthink about it\u201d is incredibly strong, even when we actually want to make the purchase<\/em>.<\/p>\n Most urgency we see in the marketplace is manufactured. It\u2019s a fake, illogical high pressure sales tactics that turn most people off and rarely produces a long term happy customer. This is because the true purpose of creating urgency is to prevent procrastination vs forcing the sale<\/strong><\/em>. How do we accomplish this? BECAUSE!!!!<\/p>\n Give potential customers genuine emotional reasons why they should buy right now. Example: Let\u2019s say you have to pee. This is a normal bodily function that people frequently procrastinate with. We all know that if you feel that sensation and you don\u2019t go soon enough, you\u2019ll be in trouble. So why do these folks procrastinate?<\/p>\n No incentive: Is the toilet right next to where they are? So now let’s relate this to your business. <\/p>\n Your prospect has the need for your product\/service. They should be rushing to buy your product or service. But good grief, they want to “think about it”? It’s very likely you missed a step. Perhaps you haven’t asked for the sale;<\/p>\n Or haven\u2019t given clear instructions. Which takes us back to someone in a dire need to pee. They\u2019re eventually going to be uncomfortable enough to act because creating urgency isn\u2019t a one step, it\u2019s a series of steps. The compulsion to pee or purchase builds up with time and emotional reasons to act now. And when you provide the BECAUSE your prospect really goes…Aaaaaaaaaah.<\/p>\n What a relief, huh?<\/p>\n Live With Intention, Good Morning Team – Yesterday I spent almost 13 hours riding in a vehicle called “Big Red”. One of the fundamental characteristics of a human being is a tendency towards procrastination. And when it comes to reaching for our wallets … Continue reading
\n No clear instructions: Can they even find the toilet? Can they see the signage?
\n Is there a genuine urgency? Is this the last toilet for the next 50 miles?<\/p>\n
\n They know you\u2019re the right person.
\n They know they should DO something.<\/p>\n
\n Or haven\u2019t created enough risk reversal ie our money back guarantee.
\n Or haven\u2019t created urgency of any kind.<\/p>\n
\nDr bill<\/p>\n","protected":false},"excerpt":{"rendered":"