All of us dream of having clients chomping at the bit to get inside our programs.
What would any business owner love more than clients rushing to apply for (and ultimately joining) our high ticket programs?!
But the question of how to create an authentic, genuine sense of “urgency” in sales is often one of the trickiest of all to answer.
Even when we have prospects who tell us they’re super interested in working with us, it’s not unusual for them to get distracted or second guess before making things official with you.
Imagine if “enroll in that program” could feel so urgent, immediate and exciting on your prospects’ to-do lists, they actually can’t wait to hit your checkout page!
Today we’re sharing five powerful questions you need to ask while trying to figure out how to create true, natural urgency in sales.
The key to motivating our leads to become clients is totally different than what you might think — and it’s WAY more powerful than any gimmicky marketing tricks.
WATCH THIS VIDEO! How to create urgency in sales: 5 powerful questions to ask
This blog post (and accompanying video) are part of one big in-depth series all about our Empowering Enrollment Experience. This is Part 5. ( Part 1 | Part 2 | Part 3 | Part 4)
❌ The old way of doing things: create external pressure
In a misguided attempt to boost sales, lots of so-called sales experts rely too heavily on external factors in order to push prospects into buying.
Here’s an easy way to spot an “external pressure” tactic: it often elicits the fear of missing out (otherwise known as FOMO).
As insidious as this may sound, this outdated way of selling will have you attempting to use someone’s insecurities against them.
A pressure-centered strategy revolves around asking questions like:
❌ What is your partner going to say when you STILL aren’t successful?
❌ What will your parents think when they see you’ve failed, yet again?
❌ What’s going to happen if you miss the boat on this opportunity? Won’t you regret it if you miss your one big chance?
When relied on too heavily, external urgency often falls back on the question, “What are other people going to think of you?”
When we make decisions from a place of needing other people’s approval, we aren’t choosing for our own highest good.
Obligation and other people’s approval should have no place in our business decision making process.
Another way to create external pressure is to offer an excess of extra promises in order to convince someone to take action.
Let’s be clear, we love a great urgency strategy and we certainly utilize time-sensitive bonuses in our business!
But here’s the truth: if you don’t have a solid offer so good that it stands on its own, no amount of discounts, countdowns or bonuses is going to fix things.
Your dream clients are not enrolling from a place of external pressure.
The clients you absolutely adore working with are the ones who are an excellent fit for your offer and use your teachings to get amazing results.
Those clients aren’t taking action from a place of scarcity and fear that they’ll miss out.
They’re taking action because they are absolutely sold on the solution you offer – and they can’t wait to dive in and get to work!
So how do we find clients like that?
How do we get our best-fit clients OFF the fence and into our programs without applying crazy amounts of guilt, pressure and scarcity?
💡It’s all about internal motivation
We’ve established the fact that relying exclusively on external urgency leads to clients swiping their credit cards out of desperation, fear and approval-seeking.
On the opposite side of the coin, we have the opportunity to tap into a person’s internal motivation.
Just like it sounds, internal motivation doesn’t come from outside of oneself.
It’s inherent and already dwelling inside the heart of a right-fit client!
As an example, our internally motivated clients come to us saying something like:
I’m stuck at six figures, but I know I have the potential be a seven-figure business owner and CEO. I just don’t know how to get there.
During the conversation our response is, I can so see that for you. I see that potential, and I’m holding space for that. I want to help you get there.
Unlike the examples of relying on external urgency where the crux of the conversation was underscoring all the ways a person will FAIL if they don’t act now, we flip the conversation to focus on possibility.<span style="font-size: 11.5pt; font-family: Poppins,sans-serif; color: #232323; background-color: transparent; font-weight: b