It is well known fact that desperate buyers are the best buyers.. Therefore a key tactic in any sales strategy is to create a sense of urgency for the customer to buy. If you are god at creating urgency then you would definitely be making better sales than those who do not.
Salesletter is an instrument to create an emergency. The methods used to create urgency are
- Limited Stock or Sales
- Special Price For Limited Days
- One Time Offers
- Upselling
Limited Stock or Sales
This method has been used for centuries by offline merchants and is very effective in online market too. You let know your visitors that only limited pieces of product are available or would be sold.
Something like
Only 100 or 1000 copies would be sold, 528 have already been sold. Only 478 copies left. If you leave it now, it could be very late next time you come.
Limited Time
The concept is same. Here however, time is used as a limiting factor. See this
This offer is valid for next 3 days only. After that prices would be raised by 3 times.
One Time Offers
A one time offer is a special package, price, discount or service that is offered only once. This is modification of above two methods but has been so successful that it has become an entity on its own.
A successful offer should be
- Compelling
- Short lived.
When these two factors combine an urgency of highest order is created that makes the visitor to close a saleOne time offer should not give much time to the customer to decide. If the offer is in place for a long period of time, the customer perceives that there is plenty of time to make a decision becomes lax in buying your product.
Upselling
An upsell is a bonus, upgrade, or other added value component to the customer if he or she makes
the purchase right away. Again the key is that the offer should be only for a limited time.
To make upselling effective, the added component should have a great perceived value in your customer’s mind. This creates the urgency to buy right away, or risk losing out on the up sell offer.
Learn more about emotional triggers of customers that can help you to make your customers spend money like crazy. This book discusses it very well. A
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Tags: limiting factor, offline merchants, one time offer, sales strategy, sense of urgency, upsell
