If you want to make more sales, then adding a sense of urgency can make all the difference.
The key thing to remember here is that most things that we buy, we buy on impulse and for emotional reasons. If you stop to think about any purchase, or go away to mull it over, then often you will realize that you don’t actually need it. On the other hand though, when you’re in the heat of the moment and you’re feeling that sense of desire and urgency, you will often make snap judgements.
As a business owner, you need to leverage that fact and create a sense of urgency in your buyers so that they click buy now and not later.
Here are some ways to do that…
Leverage Color Psychology
The color red has a profound effect on us psychologically and studies show that people put more money into red collection boxes for charity than any other color. The lesson? Make your ‘Buy’ button red!
Use the Right Language
The right language can be used to subtly paint a picture and to encourage a sense of urgency. Words like ‘must’ and ‘now’ can gradually build a sense of tension and get people to want to act quickly. Likewise, so too can using exclamation marks and even shorter, sentences that read more quickly.
Think About the Neurochemistry (ooo big word!)
The other trick to think about with your language is neurochemistry. The perfect scenario from the perspective of a seller is that buyers experience a combination of serotonin (desire) and adrenaline/cortisol (anxiety). You want them to feel anxious and to want what you’re selling.
Getting the desire up is a matter of telling your customers about your value proposition and getting them to imagine how what you’re selling will change their life. The anxiety comes from showing them what could happen if they fail to listen to advice.
A special offer such as a 50% off deal is a great way to motivate people to act fast, rather than waiting for a while to see if they change their mind.
A limit of some sort can drastically increase sales because it has the double impact of a) telling customers that the option to buy won’t always be there and b) making your item more exclusive and rare and thus instantly more desirable.
Want to drive your customers even wilder?
Then include a countdown timer or even a number showing how many items are left in stock!
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