Creating urgency is one of the most important things we can do as business owners and salespeople.
As a matter of fact, if it doesn’t exist naturally - creating urgency is critical to the sales process. Without urgency the chance of closing the sale is almost zero.
We’ve all seen the cheesy, false urgency crap of the vacuum salesman, “If you buy today then I can give you this discount...but ONLY today. Right now!”
There is another, very elegant way in which to create urgency without coming off as pushy or obnoxious.
Send the sales material or documents via FedEx.
Yes it can be expensive, but the natural reaction to FedEx is to be delivered direct and expeditiously to the addressee, without getting opened or reviewed by a gatekeeper.
Also, when the addressee gets the FedEx package, they are far more likely to open the package right away and give it their undivided attention, at least for a time.
Obviously, this doesn’t work 100% of the time, but it is largely true.
You have paid a few dollars to create urgency in the mind of the prospect or client, as well as the feeling that they are valuable to you. You are far more likely to close the deal.
I know you are likely saying the same thing everyone else says to me, “But FedEx is SO expensive!” My response is always the same... what is a client worth and what’s it worth to double your closing rate? Admittedly this method is overkill for small ticket items or low lifetime value clients but do the math and determine what your customer is worth.
If you would like some help figuring out how to use this in business, Click below for a free call with me.