Join John Ullmen for an in-depth discussion in this video Establish urgency or scarcity, part of Influencing Others.
The fourth method, is establish urgency or scarcity. Opportunities with clear, near term limits are typically more motivating. For example, Colleen Szot wrote mega successful infomercials and shattered a sales record that stood for almost 20 years on the Home Shopping Channel. She added extra urgency, by changing slightly but powerfully, the standard infomercial tagline, operators are waiting, please call now. To this, if operators are busy, please call again.
The implication was lots of people will be calling, and you don't want to miss the opportunity. When tested, that little change resulted in a huge increase in calls and sales. Here's what to do. First, make it clear that now is the time to act. Explain why they'll be too late if they wait. Second, it's not only about time. If applicable, explain why resources, the information you provide, or supplies are limited. Third and finally, research shows that loss is the most powerful form of scarcity, so clarify what they will lose, or miss, if they fail to take action.
Bottom line, remember to use urgency before it's too late.
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- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire
- And many more....<br><br>
- The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.