26 Proven tactics to create Urgency in Sales
This is what you need to know, Have been spying the internet, mediating and penning down useful information that will catapult you to grow Digitally in your Marketing, And right now have come to give you what will change your Marketing Ideology.
Have you ever thought about giving your prospects a reason to move forward and overcome inertia. This is were the Urgency come to display.
Urgency gives your prospects a reason to move forward and overcome inertia. Help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible. Your product could be a great fit for your prospect..
And am here to explain things in simpler form, I mean everything written down here is easy to understand as I don’t like using grammars that will make my visitors to go out for Dictionary LOL.
Seriously I will walk you to heaven with this sure tactics.
What do I want you to do in return ?
Simple I want you to be focus while reading this because you may not be Opportune to read an information of this kind ever again. I mean EVER AGAIN.
Hey look here, what are you doing?
Here are the 26 tactics to create Urgency in sales, Remember I promise to walk you to heaven and you will be surprise to see yourself in midst of Angels.
Are you done Smiling? Okay let’s get started.
What I have here is not the kind you’ve been reading online that got you frustrated. I got you the best tips to create Urgency in sale.
HERE WE GO:
Why use urgency?
Today’s customer journeys are rarely linear. The buying process often takes place across multiple channels and devices.
Depending on the product, customers may research and consider purchases over several days, weeks, or even months before converting.
Creating a sense of urgency helps to speed things up. It encourages those already considering a purchase to buy now, before they miss out. It also works well to prompt purchases from impulse buyers and frequent buyers.
When employed correctly it can practically create demand from thin air. Someone who had little interest in buying can be transformed into a hungry prospect with the strategic use of urgency.
The power of urgency
While the use of urgency is very common online today, one of the most famous studies into the power of urgency dates predates the internet age.
Back in 1975, three researchers carried out a study looking out how scarcity influenced people’s perception.
The study asked participants to rate cookies from two jars. One of the jars held ten cookies, the other contained just two.
The participants rated the two-jar-cookies as higher, even though the cookies were identical.
The simple notion that that were fewer cookies available in one of the jars was enough to increase their perceived value.
My 26 top tactics that work.
1. Give what people want-
Offer Something People Want. Urgency only works if your product or service is something that people actively want to begin with. Of course you can’t ask me to buy Pizza when am not a fan of Pizza. Give them what they want not what you want.
If someone isn’t interested in your product, all the limited-time offers in the world won’t make them want it.
Urgency amplifies already-present feelings of wanting something – it doesn’t create them.
Always make sure you give what your Customer want. That is to say, know your Customers, who are your Customers and what they want.
We’ve all been there, done that. But we’re attracted to newness.
Power words jump off the page. They arrest attention, break patterns and get you to look.
Chief among the most persuasive words are “New” and “Now.” With that in mind, feast your eyes on this:
These products are being featured on QVC (now). Half of them are NEW. One’s on sale. The other is QVC’s Daily Deal.
We like new stuff. Shiny stuff. It’s why we check email and Twitter 10x a day. (Even though most of the stuff we see is junk.) That novelty gives us a tiny shot of dopamine. Enough to sustain us for, well, about another two and a half minutes until we check it again.
The fact that these products are being featured on television (now) also enhances their perceived credibility, too.
3. Countdown Timers
154 million people purchased something on Black Friday last year.
The reason is summed up perfectly in the lamest, PR-puff quote ever:
“It was a strong weekend for retailers, but an even better weekend for consumers, who took advantage of some really incredible deals.”
Online, Groupon (are they still a thing?) took that idea and ran with it, creating a daily deal site that rode on the backs of small businesses turned flash sales into big business.
One of the best converting websites online – believe it or not – is the QVC. Which sounds incredibly hard to believe. Until you visit their website and browse around for a bit.
Immediately upon entering their site, you’re met with a daily deal front-and-center:
Thrive’s Ultimatum is one handy little add-on tool. It’s a WordPress plugin that you can install to re-create these limited-time only deals and display them across your site. They even have a feature that restarts the clock for individuals (so it doesn’t have to be set by a fixed-date, but by an individual’s own behavior).
Recommended Post – 41 Latest Growth hacking tools for full stack marketers in 2020
4. Set a Deadline to create Urgency in Sale
Customers have a habit of getting excited about sales and then putting off the actual buying until the promotion is over.
The goal is to get your customer to make the purchase. And a good way to do that is to make sure that they have a clear idea of when the special offer will end.
Promote the deadline of your sale in the same place where you advertise it. If your promo ends on a certain date, make sure that your customers are aware of it. Airlines do this all the time.
5. Call To Action Button
Strong words and an appealing call to action can make all the difference between whether your visitors make a purchase or click away. Colors and psychology are deeply linked as well.
Research from HubSpot supports the idea that using warm colors – red, yellow, and orange – for your CTA buttons can create a sense of urgency that drives action. Whatever color you decide to use for your buttons, make sure they stand out from the rest of your page.
6. Show the Limited Availability of product
Many times you see the phrase: “Only X items left”. The scarcer a product or service is, the more desire people want it. Especially for the favored items, customers are likely to purchase because they know that they have some last chance to own their be-love ones.
Therefore, if you can highlight how scarce your product or service is – or at least create the illustration that it’s about to run out – you can drive people to click the Buy button before somebody else does. You can also use words like ‘Only X left’ or ‘limited available’ to draw people to buy. Having a specific number, if it’s under 5 left can be effective at convincing someone to order. If you sell a service, you can make the same principle work for you by, for example, only taking on a certain number of clients every month.
7. Use FOMO (Fear of Missing Out) …
The scarcer a product or service is, the more people want it. So if you can highlight how scarce your product or service is – or at least create the illusion that it’s about to run out – you can drive people to click the “Buy” button before somebody else does. For eCommerce businesses, one common way to do this is to announce that you only have a certain number of an item left in stock. If you sell a service, you can make the same principle work for you by, for example, only taking on a certain number of clients every month.
8. Use Urgency Sale Message
Strong ad copy and a compelling call to action can make all the difference between whether your visitors make a purchase or click away. Time-related words are especially useful if you want to create a sense of urgency.
Try incorporating some of these words into your copy:
One time only
Before it’s gone
Don’t miss out
9. Use Warm Colour
According to NeuroMarketing, “if a good color sells, the right color sells better.” Businesses, top brands, and entrepreneurs are constantly improving their knowledge about the color wheel and how they can lead to increased lead generation and sales. The color may be pertinent to a button, the text or even the background color.
Colors speak a language words just can’t replicate. That is, they communicate with us on an emotional level and are thus more effective at persuasion.
A product’s color can convince us that it tastes fresher than the same product with a different color. It can even make medication (and placebos!) feel more effective. Drug manufacturers lean on color associations to make sleeping pills blue and stimulants yellow and red because these are the colors consumers associate with their respective effects.
Although this might sound like magic, there’s data to support it. 85 percent of consumers cite color as the primary reason for choosing which products to buy. Additionally, up to 90 percent of impulse decisions about products are based solely on the products’ colors. According to color psychology researchers, 42 percent of consumers form their opinions of websites based on the sites’ designs, with color contributing more to their opinions than any other factor. And 52 percent of the time, poor color choice and other inferior design choices send users off a website, never to return.
10. Create a Sense of Urgency in their Mind
The most effective way to create a sense of urgency in the mind of the prospect is to help the prospect understand that the cost of their problem increases with time.
The prospect must understand that the longer they wait, the worse and more costly the problem becomes.
First, you should be using a professional sales interaction, one that helps to uncover problems and expose pain.
Then, as you uncover the prospect’s problems and pain, you need to link them to the negative effects of time.
As an example, let’s imagine one of the benefits your product offers is that it helps the client save money on his or her delivery costs.
What you need to do first, is take that benefit and turn it around to expose the real problem.
11. Spend less time selling, more time listening.
The less you sell/pitch, the more you’ll command the attention of your prospects. Of course, you will ultimately be trying to demonstrate your value, but the key to a successful conversation is simply lending an ear. Making the conversation primarily about them, as opposed to what you’re selling, will keep your prospect engaged — and you may be surprised at the urgency you can create by allowing your prospect to come to their own conclusions, as opposed to berating them with sales speak.
Key Note: You have 2 ears and 1 mouth — use them proportionately.
12. Keep the Pressure On
Take a look at your sales funnel and see where you lose the most leads.
Then figure out how you can increase the urgency of your marketing at these critical points.
For instance, if people tend to leave your site after putting a few things in their cart, you could add a countdown timer to your shopping cart page to remind people that your sale ends soon
13. Allow customers to see other buyers
Scarcity is a significant driver of demand, so showing your customers how many other users are interested in the same product will have an impact on their perceived value of the product and their urgency to purchase it. Consider the classic study on scarcity and its effect on demand that involved to two identical cookie jars. In 1975, researchers wanted to know how people would value cookies in two identical glass jars. One jar contained ten cookies and the other jar contained only two cookies. Despite the cookies and jars being completely identical, subjects perceived the cookies in the near-empty jar as more valuable. The presence of scarcity had a direct impact on their perception of value.
The example shown below is taken from Etsy’s mobile site. You can see how they clearly display how many other customers are interested in the product you’re viewing, which helps add value to the product and increases the urgency to buy.
14. Don’t tell your customers when a promotion ends
It may seem counterintuitive, but not disclosing the exact time that your sales promotion will end is a great way to build buyer urgency. When you tell your customers exactly when the sale is ending, this could lead to an increase in your cart abandonment rate because customers will browse for what they want, and then hold off on checking out because they still have time before the sale ends. Rarely will these customers remember to return to your site to complete the purchase, unless you have a strong method for re-engagement such as an abandoned cart email campaign.
If you advertise your latest promotion as a “limited time offer” without disclosing a specific end date, it can increase the urgency for a customer to complete the purchase before the sale ends, and it allows you to gauge how long you’d like to run the promotion based on sales performance.
Note: Urgency can be a double-edged sword
Creating urgency on your site can both decrease and increase friction. The goal of these tactics is to help nurture the user along the path to conversion, but overdoing it can lead to panic rather than urgency. Avoid using tools or plugins that appear to be ‘spammy’ from the user’s perspective. Based on user testing that our own team has conducted, we’ve found that countdown timers located on pop-ups or sale items are an immediate nuisance to the user. You’re not trying to trick your users into completing a purchase faster, you’re trying to improve the overall buying experience.
If you’re using urgency in a seedy or ‘spammy’ way, your customers will notice and most likely won’t put up with it.
15. Reward First X Purchases
It’s hard to say no to free giveaways, especially if we know they are exclusive and limited.
By offering your first 20, 50, or 100 buyers a certain product, a little gift or added reward, you instil the fear of missing out in all your impulsive potential buyers.
This Huawei deal is a perfect example
16. Send “Last Call” Emails
Like the last call at the end of every night in a bar, online shoppers can also be prompted into purchasing with last call or last chance reminders.
Don’t be afraid to send out SMS reminders to your subscribers, telling them about the quickly approaching end of your sale.
Why SMS and not email? The latest texting statistics show that while 82% of texts are read within 5 minutes, people only open 1 out of 4 received emails.
There’s some fantastic SMS software out there to help you leverage this underused marketing channel!
This example from Groupon includes a code that gives an extra discount.
17. Make the most out of Holidays
There are people out there who always shop far in advance of a holiday. And of course, there are people who wait until the last minute. These are the people who find themselves scouring the internet and local mall on December 23rd.
Holiday sales can create urgency on your online store, especially if you entice shoppers with something of great value.
For example, starting on February 1st, you could offer 10 percent off any order through Valentine’s Day. Not only does this remind consumers to make a purchase, but it gives them a reason to do so now. Furthermore, it increases the likelihood that they’ll purchase from you, as opposed to shopping around.
18. Utilize the loss aversion technique
People are often driven to act when they think they’re going to lose out on something. Sometimes it works better to flip the script and focus on what they could lose versus what they could gain.
You can frame almost any offer in terms of the fear of loss and making it risky. When you test this method, it’s best to be as specific as possible.
Here are some examples of the loss aversion technique:
Your spot is reserved! Don’t miss your chance to learn!
Hot rental alert! We predict that this home will rent in 3 days!
Inventory running low! Buy now before supplies are gone!
Each example imparts a fear of loss and increases urgency.
19. Set up a flash sale
Flash sales are limited time sales for any product or service and they’re a great way to create urgency and scarcity. These types of sales are quick and compel people to take action knowing it will be brief.
For these sales you can employ the countdown timer, mentioned above as well as several of the other methods in this article.
However, if you’re manufacturing flash sales out of the blue to target cold traffic (people who don’t know you or your product/service), it might not work as well. That’s because they often don’t know the real value associated with your product or service and might perceive this as just a stunt.
20. Make Decision Timely
In the investing world, performance is tracked year to date and year by year. In January of each year, financial newspapers talk about overall stock market returns, sector returns and predictions for the year ahead. Since the media made the issue front and center, it feels like the first quarter is the right time for making investment related decisions.
April 15 is another milestone, because taxes are due. When taxpayers go into sticker shock, their accountants offer advice for how to reduce their tax bill for the following year. Perhaps your business offers products that provide consumers with tax credits — maybe solar heating, replacement windows or hybrid cars. During April and May this issue is top of mind with taxpayers.
21. Site Overlays
They can be annoying. Even rude.
But when you consider the alternatives for driving conversions, you quickly realize that options are running out.
Nobody looks at banner ads today. Haven’t for years. People are also proactively trying to banish them from existence. Ad blocking technology has grown 4X in just the past few years.
Case in point: Those wimpy little sidebar opt-ins only convert at a dismal 0.4%.
The solution? You’re not gonna like it.
But overlay and pop-up technology can increase conversions 2100%.
Websites with pop-ups consistently outperform websites with no pop-ups, and (in case you missed it) can increase conversions by 2100%. Did I mention 2100%?
Sumo analyzed millions of data points and found that the best pop-ups and overlays can reach conversion rates of almost 10%.
Ok… that’s super high. Now we’re listening.
So what distinguishes a good pop-up from a bad one? (Besides, of course, the offer.)
Let’s take a look at one good example from Neil Patel:
Whoa. Not your standard pop-up. There’s a progress bar at the top. Additional text and an arrow over to the right (a visual cue).
22. Refocus on the problem they’re trying to solve
You’re offering a solution to a problem a prospect has, whether it’s a true problem or simply a need they’ve expressed. This is their motivation for potentially buying your product or service, so try to reinforce the reasons why they’re interested. If you’re solving a problem, continue to restate the problem and how great your solution will be in solving it. Instead of focusing on time or decision making, focus on the urgency of solving the problem.
Once you have your prospect on the phone, make this time count. This is the perfect opportunity to communicate and share ideas on how to quickly resolve problems or address concerns that affect them. Be clear and articulate on how you can minimize pain points and add value where there’s a need. Oftentimes, prospects respond favorably to a personalized attention to detail, which will help you have more candid, meaningful conversations that ultimately shorten your sales cycle.
Key Note: Salespeople don’t create urgency. Problem solvers do.
23. Find reasons to continue communicating value.
Continue to keep your prospects engaged by sending thoughtful notes, updates, relevant articles, case studies, eBooks and referrals. It only takes a few minutes each time, and becoming a valuable resource while staying on their radar will keep your offerings a point of focus. Obviously, pestering isn’t the goal. Offering beneficial information that informs your prospects’ decisions will be welcomed and help in maintaining communication while building rapport in the process.
24. Offer an incentive with an end date
A compelling event is always a great way to create urgency. However, an impending price increase can sometimes turn people off and make them think you’re trying to pull a fast one on them. It’s better to present your proposal as a limited incentive that has an expiration date rather than as a standard pricing that is set to expire. It might sound like a small nuance, but it makes a difference from a psychological perspective.
25. Lower the barrier to getting started
You need to make it as easy as possible for the prospect to say yes, so if there are certain hurdles or steps they need to take in order to get started, you need to help them reduce those hurdles. This can involve initial fees, extra legwork that you can do for them, or helping them get some sort of approval that’s outstanding. Put yourself in the prospect’s shoes and think about what you could do to make their decision easier to make. (For instance, some sales managers are hesitant to adopt a new sales platform, but at Spiro we have a 100% money-back adoption guarantee, which helps remove that hurdle and ease their nerves.)
26. Ask for the business
This point might strike many salespeople as painfully obvious, but in reality there are not an insignificant percentage of salespeople who will do everything else perfectly, and then not ask for the prospect’s business. Your job isn’t to merely do a sales presentation and follow-up, your job is to ask the prospect to do business with you and your company. If you skip this step, then all of the other work you’ve done is likely to be rendered completely meaningless.