Do you get frustrated when you believe you are close to making a sale, and the customer says, “Maybe later”? It may be that customer’s way of saying no, or it may be that they didn’t feel urgency to buy right now.
When a customer has a problem they need to solve right now, they feel the urgency to find a solution. But some products and services may fill needs that seldom become urgent. That’s when you need to find a way to motivate buyers to act now.
One way is with a discount or bonus that is only good for a limited time. Let the customer know it is only available if they act before the deadline.
You’ve heard the television ads that say, “Call in the next 10 minutes, and you will also get . . .,” or the websites that say the offer is only good until midnight on
You should have an actual deadline. Let customers know that they really have to act by the 15th to take advantage of the offer, and it won’t be extended. Then, hold to the deadline.
Educate customers on why it is in their best interests to act now. Perhaps industry conditions are changing, and buying now allows them to get something that won’t be available later.
If you are planning a price increase, letting customers know ahead of time can give them an opportunity to act before the price goes up.
Think about what motivates your customers, and encourage them to act now by providing incentives.
