It’s important when speaking with prospects to create a sense of urgency. They know what you have to offer is important, but when will they actually do something about it?
Everyone is different, and they also have different priorities. This is why you need to take it upon yourself to make sure whatever it is you are selling is one of their top priorities. Otherwise, you’re going to have a pretty hard time getting them to sign on the dotted line!
The most effective way to do this is not by just saying “this is important”. Obviously, if it were that easy we would all be millionaires and this blog wouldn’t be necessary! What you should do to consistency build urgency when sitting down with prospects is ask questions that get them involved.
By asking questions which get your prospect seeing themselves using your product/service, it helps them to see its relevance in their own lives and creates the urgency. Asking questions like “how will this make your life different?”, “Can you see how this will save you money or get better results?” will start to put them in the shoes of someone who doesn’t just want your product, but needs it.
“Creating urgency mentally prepares leads to take action!”
It’s important to also start asking questions that get them answering “yes”. The more times they say yes before you present your pricing options, the more likely it is that they will be in a mindset to buy. This is a crucial element to creating urgency because you want them to say yes and you want them to act today. Start by asking more broad questions, and then dig deeper into specific details. You don’t know what else is on their mind… you might be carrying a solution to several of their problems!
If you’ve properly built rapport and trust, your prospect should be more emotionally involved than they were beforehand, and are ready to act on it. Now is the appropriate time to say “are you ready to solve this problem today (or soon if you’re scheduling a meeting)?” and a positive response will tell you to get out your price lists and discuss specific features that reinforce the problems they asked you to solve!
Tomorrow, we’ll be discussing the most common sale, a first impression!
People will always buy into you before they buy your product or service. People look for confidence and try to get a sense of your personality. We’ll discuss how you can add personality to your approaches and meetings to build better relationships.
During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!