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 …
- Turning objections into actions
- Adding more impact to your ideas
- Establishing urgency
- Using the influence advantage checklist
- Influencing to inspire