Learn how to communicate opportunities in terms of urgency and scarcity in order to accelerate the pace and increase the likelihood of compliance.
- Establish urgency or scarcity. Opportunities with clear near-term limits are typically more motivating. For example Colleen Zodd 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 your 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.
- Name a feeling that might inhibit you from inspiration-based influence.
- Explain how to most appropriately balance short-term and long-term results.
- Assess why “pains and gains” is a powerful motivator.
- List the steps of the advice influence technique.
- Identify the first thing you do when using social proof.