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Question: What's an easy way to deal with lingering doubts and
questions about an offer with the best ways to create urgency
and compel people to act now?
As any good copywriter or marketer will tell you, overcoming
resistance is essential to closing a sale. And as any successful
copywriter or marketer may keep secret, there are essentially 5
foolproof ways to create a sense of urgency.
1) Limited Time
Time waits for no man, and neither should your offer. Set a time
limit to send a clear message that says, 'You must act NOW.' Be
sure to state a very specific deadline. Dont say 'This offer
will expire soon.'
Do say, 'This offer will expire on July 20, 2004' or 'This offer
will expire at midnight on June 12th' or 'This offer will expire
in 10 days.' I think you know what I mean.
2) Limited Quantity
What do diamonds, vintage wine, and a triple-play in baseball
have in common? They're valuable because they exist in limited
quantity. Give your 'Widget' the same value by advertising that
only a limited number of these Widgets were produced. Or say
that only a limited number of these Widgets will be sold.
Again, be very specific. The above example should really read:
'Only 341 of these Widgets will be sold at this special 38%-off
discount price.'
For a double-whammy, add a little financial incentive to your
limited quantity offer: 'Only a limited number of these Widgets
will be sold at THIS special price' or 'Only a limited number
of these FREE BONUES will be given out.'
3) Exclusivity
People want to feel special and like they're getting something
that other people aren't. Thats why the 'golf club members only'
deal work so well...
4) Superiority
I've got an ego, you've got an ego, and you can bet your sales
message that your prospect has an ego. Appeal to it with offers
that say, 'This deal is ONLY for action takers.' and 'This deal
is ONLY for successful people.'
5) Popularity
People like things that are popular and they trust what other
people like... even if they don't know those people. It's the
reason that restaurateurs always put customers in the front
windows... you don't want a prospective diner looking in on
a bunch of empty seats...
People like to be part of the 'popular crowd' and they also
don't want to experience the pain of being on the outside
looking in. So stir up the pain and remind your visitors what
they will miss out or lose if they dont act now.
These two tactics are a one-two punch that will knock consumers
right out of their lethargy and right into your offer.
Writer's Resource Box:
Dan Lok is known as "The World's #1 Website Conversion Expert",
with a proven track record of selling over $25.7 million dollars
of merchandise and services. Dan has resuscitated copy that was
previously in "critical condition" and helped his clients to
double and triple their conversion rates… some as much as 417%!!!
More than 200 websites have been "Lok-ed" and loaded for Internet
action. Go to: http://www.WebsiteConversionExpert.com
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Stand out from the crowds. Educate your prospects and they will turn to you for more knowledge. When they turn to you for more, they will visit your website. It is up to your website copy to sell your products, NOT your article. Provide great information and at your website, address how the prospect will benefit from what you are offering. Using these things in conjuction will help your cash register to ring.
