Are you frustrated by the time it takes prospects to make a decision?
I have heard many business owners complain about this over the years.
Here’s the thing…
There are things you can do to push a decision.
For example, scarcity makes people make decisions faster: that fear of missing out. Just like deadlines, which is why people buy so much before Christmas, Valentine’s Day, Mother’s Day, Father’s Day, etc.
But in most cases…
People buy when they want to buy.
Not when you want to sell.
So you have to have a lot of irons in the fire.
That way you are not needy.
If you’re chasing a client, and he’s your only client, naturally you’re going to be needy…
And that’s going to be as attractive to him as a fart in a room full of people.
Sorry ladies, but it’s true.
You can’t be needy.
You have to have all the time in the world.
And you have to make the urgency your customers, not yours.
For example, suppose you sell copy machines.
How do you push the urgency?
Easy.
You ask questions that make your clients feel pain. Questions that make your client tap into his own inner urge.
What do you mean by… Bywater?
How can it be urgent to buy a photocopier?
Trust me, it can.
For example, let’s say your customer is using an old photocopier.
And that copier is costing you 8 cents a page.
But you can get him a new machine, which prints for only 6 cents a page.
You will save 2c per page.
It’s not a big deal, is it?
Well, it is.
Why?
Because it prints 200,000 sheets a month.
And 200,000 x 0.02 = $4,000.00.
What does that mean?
It means that for every month that you don’t have your copier, it is costing you $4,000.00.
To take advantage of this natural urge, you first need to choose the right customer (it doesn’t make sense to choose one that only makes 1,000 impressions per month).
Second, you need to ask the right questions that bring the problem to light and make this urgency obvious.
Third, you need to really emphasize how much your customer is missing out by NOT doing anything to fix the problem.
Remember, people will do much more to avoid pain than to gain.
It is your job to bring the pain to the surface.
This way you will get faster decisions.
