Of course you want the deal, and you want the money, and the client too – and very probably, you’d like to have it all today.
But, you can’t make your buyer buy.
Unless of course you create urgency, which isn’t all that hard to do, except…
It’s a gray area, and usually it’s not a very light kind of gray.
Point in case: I went and asked an AI how to create urgency, and the answer went like this:
"Use countdown timers to set a deadline, use social proof to trigger FOMO, create scarcity by showing limited stock, use red and orange to visually reinforce".
Yeah… limited stock on a webinar offer or a digital course… manipulate the psyche to trigger FOMO…
This is the exactly kind of thing that gives regular marketers and sellers a bad reputation, and deservedly so.
But you and I, we want to operate with integrity and ethics, so that means we just can’t create urgency, right?
Well actually, we can create urgency, ethically, and without having to resort to scuzzy tactics and conman-manipulation strategies.
How?
Like this:
"It looks to me like this offer would properly solve your problem. And, I have a feeling that you’re actually interested. Except, it seems this isn’t the right time to decide. And that is of course fine.
But here’s the thing:
So long as you have this problem, you’re going to keep paying for having it.
And because my business exists to solve this kind of problem, it’s my duty of care and stewardship to make sure that those who should solve the problem, and who want to solve the problem, solve it as soon as possible. But obviously, that’s not my decision to make.
So before we sign off, I’d like to leave you with a few questions to ponder and discuss with your team.
Because the sooner you pay for the solution, the sooner you can stop paying for having the problem.
The question is: If not now, then when? What does "We’ve had enough of this problem!" look like?"
When you figure out the answer to those questions, let me know. Whether it’s a yes or a not-now is both fine by me, but I would be out of integrity if I don’t help you make a choice either way, and I can’t abide that. Let me know?"
What you’re doing at this point, is highlighting that it’s the buyer’s own choice to decide when it’s time to solve the problem.
And, you’re confronting them with the reality that they’ll either pay up, or put up.
That’s helpful, because now they can create their own urgency.
And it’s ethical, because you won’t have to sacrifice your values on the altar of your next sale.
This, and much more, is what you learn in Sales for Nice People, and that learning starts here, should you so desire.