To Buy Now, Or To Buy Later?

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Most discussions of urgency focus on something I call offer urgency; a sale, a promotion, a discount, a “today only” offer. While effective in building urgency, all of these should be used as secondary sources of sales urgency, and only after a primary sales urgency is created.

Primary sales urgency is created by the need or want to own the product based on how that product will benefit the customer or provide a solution to their problems.

This can range from the pure want of a luxury item, to the definite need of an efficiency solution, and everything in between. The similarity in all cases is that the customer feels a sense of urgency to own the product or service based on what that product or service is, not because it is on sale.

When the primary sales urgency is established by a afghanistan telegram data thorough examination of the prospect’s needs and wants, and a presentation that proves how your product or service satisfies those needs and wants, the customer arrives at a point where they are convinced that they should own what you are selling.

This leaves only one aspect of the decision unresolved— when they should make the decision to purchase.

This is where offer urgency comes into play, as the secondary urgency that helps a customer to decide to buy now what they have already decided to buy at some point.

The difference between using offer urgency as the secondary sales urgency rather the primary sales urgency is the difference between helping a prospect decide between buying now rather than later, and buying now rather than not buying at all.

The latter is much more difficult than the former where the distance between the two competing options are much closer, and much more likely to be positively influenced by a special offer.

Today-Only Offers For The One-Call-Close
While a “today only” offer can work if you can justify it and convince the prospect that it is credible, there is a much easier way.

Don’t make it about “today only,” which can be taken as pressure and seem less than credible. Make it about buying soon instead, and leave the duration of the offer uncertain.