If it is not IMPORTANT the customer won’t do it RIGHT NOW, if ever. I had a real AH-HA moment when I was researching how to leave an effective voicemail. In one of the articles I read, it said, if you do not create urgency inside of your prospect to call you back, they never will because they will always have something more important to do. That really hit me because of how simple the concept was yet how much it made sense. When I first started selling cars and I needed to leave a customer a voicemail I would use phrases, like “please call me back when you can,” “just calling to see if you are still interested,” or even the dreaded “just checking in.” None of these phrases gave the customer any reason to call me back, and certainly did not come even close to creating any sense of urgency.
This really opened my eyes to the power of creating urgency to get what I wanted. So much so, that I added it to my list of ‘WHYs.’ I had my why buy my brand or product, why buy from my dealership, and my why buy from me. I began to create my why buy right now.
The following are a few areas outside of closing the sale that still need urgency or better yet, a reason to do something RIGHT NOW:
Move a customer to the next step of the sales process
“I completely understand that you want to come back another time to drive the vehicle. However, given the fact this is the last vehicle in the region, equipped in exactly the way to satisfy all of your wants and needs in your next vehicle, it may not be here or anywhere for you to drive at a later date. You don’t want to miss out and have to settle for something less, do you?”
Get an internet customer to engage with you
Subject Line: Exclusive Offer Inside – Ends at Midnight
The time is now! The pricing information I gave you expires at midnight, and you don’t want to end up paying more, do you?
Just hit ‘Reply’ to schedule your appointment so you don’t miss out.
And yes, I am here until midnight for you!
Let’s make it happen,
Get a customer to call you back with you leave a message or send a text message
“Hello Steve. https://joecarusoonline.com/wp-content/uploads/2021/11/Multi-Paperback-Stack-Presentation-With-Tablet-1.png calling with DIT Motors. I am trying like crazy to reach you by end of day. Please call me at 925.434.5100. Again, this is Julie trying to get you before the expiration. Please call me back quickly at 925.434.5100. I don’t want you to miss out.”
Hey Steve, the time is now! The pricing information I gave you expires at midnight, and you don’t want to end up paying more, do you? Reply Now, to schedule your appointment so you don’t miss out. And yes, I am here until midnight for you! Let’s make it happen, https://joecarusoonline.com/wp-content/uploads/2021/11/Multi-Paperback-Stack-Presentation-With-Tablet-1.png
This is by no means the definitive list of areas that you need to learn to create urgency in, it is more just scratching the surface of them. Obviously, we all know that urgency helps sell, however how often do we think about it, how often do we actually prepare for it, how often do we practice it and most importantly how often do we actually present our customers with urgency? Urgency must be believable to the customer with a consequence for not acting on it. Take the time to learn these word tracks, practice them, use them as a base to create your own reasons why someone should act RIGHT NOW!