“I’ll think about it.”
“I’ll get back to you.”
These are some of the phrases people tell you after you’ve done your pitch. And YES, I’m sure you don’t want to hear this anymore. In today’s short teaching podcast and article I share how to get people to buy now instead of later (or never!)
In today’s podcast you’ll learn:
1. what you need to have in place before you even have an opportunity to make an offer
- Your role in helping your potential clients overcome procrastination
- The difference between scarcity and urgency
- What is external urgency with examples
- What is internal urgency and how to use this without being pushy
I’ve also got a short and sweet summary article for you below on how to get people to buy now instead of later (or never!)
You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.
2 ways to get people to buy now instead of later
It’s so frustrating isn’t it?
You have done all the following:
- You have a great product or service.
- You have clearly identified and attracted your dream client.
- You’ve had a conversation on the phone or they’ve looked at your sales letter.
Everything is a perfect match so far.
And then..they say “I’ll get back to you”.
By the way, if you have nailed the 3 steps above then good on you! You are way ahead of most people and the following strategy is very likely the missing link.
If you looked at those 3 things above and thought “oops, haven’t nailed all those steps yet” then know I’ve got your back.
That’s what I help you do and I have the step-by-step system to make it simpler. You can check out how you can work with me over here.
Put yourself in your customer’s shoes
Let’s go to the other side. I’m sure you’ve been in the situation at some stage when you felt really pressured to buy something? I know I have!
You may initially have thought this was a great person you wanted to work with, but because of their pushiness to get the sale, you back off. Some people might even guilt you into buying!
That pushiness comes from a place of desperation and I know you don’t want to be like that.
In fact the opposite seems to happen.
Because you may be worried you will seem pushy, you do the opposite and don’t ask for the sale at all!
Now there is also another thing you may have noticed about your behaviour as a customer.
Even if something seems absolutely perfect you’ll very often avoid making a decision with a “I’ll get back to you”.
It’s just human nature to procrastinate.
So how do we find the balance between revolting pushy sales person and helping your potential clients make a decision and stop procrastination?
2 Types of Urgency and Scarcity
To get people to buy now instead of later you need to give the reason to decide yes NOW.
The way to so this is through urgency “You have to make a decision fast because of something that will be a result of time running out.”
Or scarcity….. “You have to make a decision fast because of something that will be a result of a limited resource running out.”
So let’s divide this into two different approaches — external and internal factors. Both giving a sense of urgency.
External is a reason you impose. If they don’t say yes today they will lose the opportunity you are giving them.
Example of External Scarcity
A great example of this is if you are offering a one on one or a higher end program. So something where the number of opportunities you can offer are limited by your time or the resources within your business.
Here is a script you can use:
“I can only work with a maximum of xx number of people at one time. I’m just being honest here. When you do decide to come back, I may not have that space for you or you may have to go on a waiting list.”
This is genuine scarcity.
Example of External Urgency
An obvious example is when there is a closing date for an offer, which is why opening enrollment and then closing on a certain date is so effective.
But what if you have a product or service that is evergreen? (so always available).
You can have a bonus or special price or payment plan that will only be available for a certain time period.
Here’s a script you can use:
“I’ve got this special bonus that is only available now and it’s only going to be available for people who’ll purchase xx between now and this close date.”
“I’m really looking forward to working with you. I love working with action takers so I reward a quick decision with a special price. When you decide to join by xx date (maybe close of business tomorrow?) you’ll get the special price of $xxx. If you choose to join later, you are still welcome but be aware the price will be our standard $xyz”
The software I use to create our membership site and list building and sales funnels has smarty pants automation that actually genuinely removes an offer a certain number of days after a person sees a sales page.
Here’s a script you can use:
“My fancy-pants software will make this offer expire on THIS DATE. We do this so you’ll decide to back yourself and not be tempted to procrastinate. After all, that’s just human nature”
How does this work? Sometimes, no matter how much we try, we can’t come up with an external one that feels right for you, a genuine one. Or maybe you have thought of something and it didn’t work. What’s next then?
The internal urgency and scarcity motivations are things that relate to lost personal opportunities.
If you know you can genuinely help your potential client get results and if they don’t make a decision NOW, they will likely still be stuck for ages…then you have a commitment to explore internal urgency motivators with them.
If they don’t get your help, they’re either going to go and try to find somebody else that can help them, or more likely going to end up in the “one day basket” or the “procrastination basket” or the “I’ve looked for so long, I’ve got to do this urgently! basket”
So these are the things where it’s your responsibility if you really want to help that client to get their results.
So you ask them the following questions:
- What is the cost to you?
- What are the consequences to you if you delay this any further?
- If you don’t get back at a certain time and make a decision, when do you think you’re going to make a decision?
- When have you tried to make a decision like this before?
- How long have you been thinking about this?
- How long have you had the problem?
- If you don’t do something about this for 6 to 12 months, are you going to be in exactly the same position now?
Now there is a really fine line between being pushy so…
Here’s a script you can use:
“You know what, I know you’ve had this in your list to do for a while and I know I can help you get the result you want. What’s the consequences of you not taking action now? Let’s explore the realities for you if you don’t commit to yourself to solve (this issue) now rather than later, or never.”
For example, mastering video is a great one in my market. You’ve got to get good at this now and not stuff around and wait because you’re just gonna get left behind.
This can be a fine balance for you about being pushy, but you can do it in a classy way. And it all comes into your sales copy or the way that you are going to be mentioning that to people.
Take the time now to look at your offers.
Have you included external and internal urgency and scarcity to get people to buy now instead of later (or never)?
If not, implement just ONE now. You can add in more over time but at least take action today.
I’m curious. Think of a time when you were the customer and an offer got you over the line. Was there a special offer that was made to you that had some kind of urgency that made you decide sooner rather than later? If that worked for you, see if you can replicate something like that in your own business.
I’d love to hear from you below, what has worked for you either as the customer or in creating offers in your own business.
A Special Message From Janet
Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to and you chose to join me on Romance Your Tribe Radio.
I’m honoured and grateful for your support.
If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!
Read The Transcript Here
Hello and welcome! Janet Beckers here with your Romance Your Tribe episode for this week. And this week is a total teaching one. We kind of talk about what you can be doing to make it so that people will buy now rather than saying, I’ll think about it or I’ll get back to you. And it can be one simple little thing that you can be adding to your offers and it can make all the difference to how many conversions you get. So, um, can you relate to this? I don’t know how many times I’ve had this, um, you know, in the past until I really cracked this, where you know, you’ve got a fantastic product or service that you can be using to really help people. And you know that if you’ve got your right Avatar, the perfect person that you can be helping, you know that if you can marry them with what you’ve got to offer, you are going to help them to get results.
You know, it’s going to work. So you may have gone through all the process of, first of all, doing all the different things you can do to attract this ideal person to you in the first place. Then you may have been doing everything in the right place to um, you know, to get them so that they trust you, they understand what you do and that they’ve, you know, they’ve got an, you know, they’ve got an idea that you can actually help them. Then you’ve got them to the point where it’s the sales process. Where are you going to make the conversion? Now this might be where it’s a sales call, where you’re getting them on the phone and your talking to them. Or it might be a sales page where you’re going to be making an offer to them. And you might have done all of those things absolutely perfectly.
And by the way, if you’ve done all of that, go you like so few people do. So first of all, you know, really celebrate that you haven’t got that in place. Now there’s lots of little things of course that could be causing the reasons why you may not be getting the sales you want, but I tell you what, one of the easiest ones to rectify, and it’s very often the one that can be just this one thing that’s making the big difference is giving people a reason to say yes. Now, now this is the next side. Have you, have you been exposed to where you’ve got somebody that is putting the pressure on you, where you may have been the customer and it might be a sales page, it might be, um, it might be that you’re on a call and you’re really starting to feel pressured and it’s not in a good way where you might’ve been thinking that this was a great person you wanted to work with, but because of their pushiness to get the sale, you’re starting to fill yourself back off, back off if you’ve ever had that.
I know I have. It’s that classic sort of thing where there are the trying to guilt you into it or they’re using this sort of stuff or you know, there’s only so many left go, go, go. You’ve got to do it now. What kind of person are you? Do you really want to take action? You know, you say you want this, but hey and not, you know, they can be a lot of that smarmy stuff that goes with it. And I know if you’re like me, you do not want to come across like that. So how do you get that fine balance, that balance between, you know what, I want people to take action now, but he don’t want to be pushy, smarmy, and turn people off and less trust. So how do you get that balance? So I’m going to run over a couple of things that you can be doing now that’s going to help you.
Now at the moment, as I’m recording this, I’m actually in the middle of, um, of doing a five day, you know, get shit done workshop where every single day I’m walking you through one of those steps. So we go into detail on this on day four. Um, and I’ll have links down below. So in case you’re coming back afterwards, you can sort of get an idea of what we were doing. If not, if you’re there today and it’s, you know, watching this live, get over there and make sure that your, um, that you registered so that you can get all the different steps that make a great offer. So don’t miss out on that because I’ve designed it to really help you. But for now, let’s have a look at the two different approaches that you can be using to get people to say, now, no, cause you didn’t now.
No, yes. Now. So you do not want to be one of those smarmy people. So what you’ve got to do is find a way to get people where there’s an urgency. It’s either scarcity, some kind of urgency, something that they’re going to go, oh, actually I need to say yes now rather than later. So I like to divide it up into two different ways of looking at, one of them is there’s going to be external motivators, external things that given urgency. And then the other one are internal ones that given urgency. So we’ll look at external first, then we’ll have a look at internal. So the external ones is something where you’ve got a reason why now, you know, if they don’t take it now they’re going to lose the opportunity. So a great example of this is if you are offering something that he was like a one on one or a higher end program, something where it’s you or the resources within your business, you know, you can only fit in a certain number of those where it’s very, very genuine that, you know what, I can’t take endless numbers of people or if I’m some kind of agency or to providing a service, you know, we can only meet so many people.
So if you can then say, look, you know what, I can only work with a maximum and this number of people at one time. So if you don’t go now, it’s totally honest here that you, when you do come back, I may not have that space for you or you may have to go on a waiting list. That can be very, very genuine. Um, and the other one that you might have is you might have some special offers. You know, you may not have something that is going to actually go at a certain time. You know, it’s always going to be available. But you can be saying to the people when you’re in that sales process, you know what, I’ve got this special bonus that is only available now and it’s only going to be available for tip people that make, you know, who purchased between now and then.
It might be a special price or a special payment plan. We’re going to a lot more detail in that when I do, um, when we go into the, all of the components of an irresistible offer. But think about, you know, can there be some kind of bonus that your got a special price? Can it be that you are actually the limit? Uh, can it be, you know what, we’re going to be starting live. So this is the date you’ve got to be in or you’re not going to be there for whatever the live thing is that you’re going to be offering, whether it’s a special class or something like that. Um, so they are external ones. Now when it comes to have ever, one of the things that I, it amazes me to see is there’ll be something that is a digital product. It could be, you know, like I’ve got an online program that is my signature program and it’s step by step drip fed.
It’s always there. Now what really, really annoys me is when you, and it just makes me laugh when people go, hey, there’s only 50 left or something like that, and it’s a digital product, you know, that that’s just like total bs. So doesn’t that make you lose trust in people all the time? You know, when they do things like that. So you’ve got to have a very genuine reason why. So for a digital thing, you can’t be saying, I’ve only got so many of these, but you can very well go. You know what, it’s only going to be available for this window of time and there is great software out there. Now just contact me. The ones I use, a software that means that it actually is very genuine, that we can be going, you know what, it’s only open for this period of time.
Even if it’s evergreen and if they try to come back after a set time, the software won’t let them buy. It’s, it’s a genuine thing where I can say my smarty pants software is making it, that if you don’t take this opportunity, you’re going to lose it and you will not be able to get back in to see this offer for a few months. So, and I know with, you know, so if you, if your software can’t do it, don’t try and say it. Okay, you just going to get caught out being a liar, liar, pants on fire. So just be open and make sure your software makes that available. Um, so that’s, so there’s a few things. You know, I go into a lot more detail when I’m doing, we’re going to go into more detail, but I’m doing this very short term free workshop. And of course we’re going to really in depth on this when I’m with people in the program I just mentioned the attract your tribe program.
So they are external ones that are going to give you, um, you know, like why they should buy. Now they’re external things that you have decided that you’re going to be putting in place. Now, the other ones that I talked about work internal ones. Now, how does that work? Because sometimes as try as hard as you can, you can not really come up with a, an external one that feels right for you, that feels genuine. Or you might be put on the spot now and they haven’t worked and you’re thinking, well, what’s the next one? So the internal ones are, you know, these are things for your clients. Now you know that if you get the right client that wants to go from point a to point B, they’re on some transformational journey, that they’ve got a problem and they want a solution and you know that your offer is going to get them from point a to point B and you know that if they don’t get your help, they’re either going to go and try and find somebody else that can help them, or more likely they’re also going to be just going, you know what?
This is something that they’d been wanting to do for a long time. They’re going to end up going, if they don’t do it now they know it’s going to end up going into the one day basket or the procrastination basket or the, Oh good grief. I’ve looked for so long, now I’ve got to do this urgently basket. So these are the things where it’s your responsibility. If you really want your help, that client to get their results for you to ask them, okay, so let’s look at what is the cost to you? What are the consequences to you if you delay this any further? And you can be honest with them, like if you don’t get back at a certain time and make a decision, when do you think you’re going to make a decision? When have you tried to make a decision like this before?
When have you, how long have you been thinking about this? How long have you had the problem? And let’s have a look at, if you don’t do something about this now in six months, 12 months, are you going to be in exactly the same position now? Now there is a really fine line between being pushy but also going, you know what? Here’s a bit of a tough love talk for you. What’s the consequences of you not taking action now? Um, especially if you’ve got something that you know, um, make there may be a window of opportunity even in your market when whatever it is that you’re going to help them to do, this is the best time to be doing it. For example, mastering video is a great one in my market. You know, you’ve got to get good at this NATO stuff around and wait because you’re just going to get left behind.
Um, he needs some help with that. Just contact me. Okay. Um, now these, this can be a fine balance without you being pushy, but you can do it in a classy way. And I, that’s what I hope my clients do. Let’s work out a classy way to be able to do that. And it all comes into your sales copy or the way that you are going to be mentioning that to people. So if you’re having the sales conversation now, so let me just review this for you. If you are getting people and you’ve got all those beautiful pieces fitting in together, you’ve got a way of getting leads, you’ve got a way of building trust so they know that you can help them. Then you’ve got to a place where they’ve got some sort of conversion there, rather got on the phone with you or they’re on a sales page.
You’ve got all of those things perfectly, but they’re still not buying or they’re saying, I’ll get back to you. Then. Very likely having something that is going to give them urgency, scarcity, like take action now or else is maybe the one thing that’s going to work because people are always going to put things off and unless they have to make a decision. So we talked about external and we talked about internal urgencies that you can be using to get people to make a decision now. Okay. So I would love to hear from you. If you want some more help. If you’re watching this live, then you’ve got a good opportunity to be able to come and join the free workshop. It’s only going for five days, then all the training they will disappear. Um, but you’ve got me there for that workshop, helping you to put all the components in to an offer and urgency is what we do on day four now.
Um, otherwise use the links down below and I’ll see if I may have put some other resources that are there a few issues that link below. Otherwise, you know, where this is what we really nail in my attract to try program and especially with my accelerated clients. Cause I do that personally with you. All right. So I can’t wait to hear from you. Um, and what would be wonderful. I’m just really curious, like what’s your feeling? I’ve talked about internals and externals. I’m really curious about where has it been, where you got over the line, where you’re a customer, what worked for you, where you were umming and [inaudible]. Was there a special offer that was made to you that it had some kind of urgency or they internal or external that worked for you, that got you over the line? I mean, really, really curious to hear from you, because if that works for you, see if you can replicate something like that in your own business. Okay. Bye!