Are you uncovering urgency in your customers? In episode 34 of the Breakthrough Babe Podcast, I’m talking all about urgency! I’m not going to be explaining how you can create urgency. Instead, we’re going to dive into how you can uncover your customer’s urgency to buy RIGHT NOW.
But before we dive right in, let me introduce myself in case this is your first visit. I am your host, Jen Gitomer, creator of Breakthrough Babe and author of the best-selling book, Sales in a New York Minute.
And it is time to make massive breakthroughs in YOUR life. With each episode, you are going to move past your fears of asking for the sale, learn to build deep connections that lead to meaningful business results, and master sales strategies that will help you grow and scale your business. Each week, I will be providing you with tips to avoid common mistakes in your business, teach hacks to help you grow and scale faster, and teach you to ALWAYS ask for the sale with confidence.
It is time for you, the Breakthrough Babe, to create more sales, income, and connections in your business. Let’s get started!
In this episode, we are talking all about how to uncover your customer’s urgency to buy right now. And for even more juicy details, listen to ALL of episode 34 of the Breakthrough Babe Podcast on your fave streaming platform.
Creating urgency is all about setting a time limit if you have a launch or a limited offer. These are great ways to get people to buy, they are used a lot in launches. I respect this and I use this method myself. However, when you are selling a high ticket offer to one person, it’s almost salesy if you tell them that they have to accept your offer by a certain time or else they lose their spot. When these major businesses or entrepreneurs who are selling a product create a time-sensitive event, this is great when you are selling to the masses.
That’s creating urgency, but I want to dive deep into uncovering urgency within your customers. What I mean by this is the 1-1 conversation! When you are selling high ticket offers, how do you get someone on that 1-1 conversation to buy because they have uncovered their urgency and they realize their priorities as well? From your standpoint, if you are having these 1-1 conversations as you try to sell a high ticket offer, ask yourself if you are helping your customer uncover their urgency. Remember, it’s not about your urgency to sell. It’s their urgency to buy.
Imagine you are on a call with a potential customer, you’ve connected and built some rapport. Now, you are at the part where it’s time to uncover their urgency to buy. One of the things you will want to ask them is, “What would this look like in your business or life if you had this solution I am offering right NOW?” For example, if you are offering a group coaching program. You could ask your potential customer to start thinking about the progress or achievements they want. Get them to tap into emotions of how it would feel to achieve these things. Not in the future, right now.
This will encourage your potential customer to uncover their priorities, this will create their urgency. They will feel and sit in the emotions as they envision a new future of theirs. You may hear a few rebuttals about cost or the time. Every buyer has their excuses as far as why they can’t buy right now. At that point, you should ask them, “What would happen if you don’t invest in this today?” When you ask this in a conversation, it needs to be natural. You don’t have to word it exactly that way, but the goal is to uncover what their consequences are about not investing. If they perceive the risk of what they would lose out on to be greater than the risk of not buying, all of a sudden it opens up their mind. They may come to that urgency and realization that they need your services right now. You have to create this situation in every high ticket sale.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She left corporate America to fulfill her entrepreneurial dream. Jennifer helps entrepreneurs increase their revenue and profit through her proven sales strategies. In addition to the Breakthrough Business Babe Podcast, Jennifer co-hosts the Sell or Die podcast with her husband, Jeffrey.
She is the best-selling Author of Sales in a New York Minute – 212 Pages of Real-World, Easy to Implement Sales Strategies to Make More Sales, Build Loyal Relationships and Make More Money, the CEO and Founder of Breakthrough Business Babe and a master business growth coach. When she’s not working, you’ll find Jen planning her next Paris trip, taking a yoga class, playing tennis, or hanging out with her family and Cavalier King Charles fur babies.
As long as you are doing this from your heart with good intention, it will always come across that way. People always come to me saying it’s too salesy or sleazy, but if you intend to be helpful, I promise you that your customer will perceive it the same way. People will listen to you because they feel like you have the answers. If they are already on a call with you to learn more about your services, it’s because they believe you can help them.
Your job on this call is to make them realize they need that help right now. By helping them visualize it and uncover how you can help them right now, you can uncover that customer urgency. Remember, you are asking them questions and getting them to think. You aren’t demanding or telling them that they have to work with you. Whatever you are selling is important enough for your customer to buy it. Not only that, but it’s important enough for them to buy right now.
Here’s your breakthrough game plan! Figure out how you will uncover your customer’s urgency by using my questions and figuring out some of your own. You can also get the Money On-Demand program if you want access to my framework when it comes to creating and selling high ticket offers, especially VIP days.
I also want to mention this is my last episode before Christmas. I will be taking time off during the holidays, and I wish you all a Merry Christmas. I hope you have a great time with family and loved ones. I encourage you to think about how you are going to grow as we enter 2021 and be intentional about it. Again, I thank you from the bottom of my heart for listening to this podcast and showing all your support!
Don’t forget to tune in to episode 34 of the Breakthrough Babe Podcast. And if you love this episode, don’t forget to take a screenshot, share it on your Instagram stories and tag me @jengitomer so that we can spread this important message to even more entrepreneurs and biz babes!