Ep #266: MVP: Creating Urgency to Buy in Your Business
Jan 31, 2024
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The podcast discusses the concept of creating urgency to buy authentically, explores different types of false urgency in sales and marketing, emphasizes the impact of scheduling costs on a coach's success, highlights the importance of easy and flexible scheduling for clients, and explores creating urgency to buy in a coaching business through truthful marketing and limited-time bonuses.
Urgency is not essential in the sales process; other reasons to buy can be just as effective.
Creating urgency can be achieved by highlighting the missed opportunities and the desire for change.
Deep dives
Creating Urgency to Buy without False Urgency
In this podcast episode, the speaker discusses the concept of creating urgency to buy without resorting to false urgency tactics. They highlight two main points. First, they challenge the belief that urgency is necessary to make sales, suggesting that other reasons to buy can be just as effective. Second, they emphasize that the best urgency comes from selling people on the real possibility of achieving their dreams and highlighting the trade-off of not buying. The speaker encourages coaches to focus on explaining the client's problem and providing a simple solution, rather than relying on false urgency to drive sales. They stress the importance of being true and authentic in marketing and sales, making it clear that lying or exaggerating is not necessary to be successful.
Questioning the Need for False Urgency
The podcast host goes on to challenge the idea that false urgency is necessary in selling. They argue that the assumption of needing urgency to generate sales is based on traditional selling advice that lacks alternative perspectives. The host shares their own experience of successfully keeping their program open all year, without cart closing or false urgency tactics, and still achieving increased sales. They suggest that urgency can be created through desire and excitement for what the client wants to achieve, rather than relying on scarcity or limited time offers. The speaker advises coaches to question the necessity of false urgency in their marketing and sales approaches, and to focus on highlighting the value, benefits, and results that clients can expect from their offerings.
The Importance of Honesty and Authenticity in Selling
The podcast episode concludes by emphasizing the importance of honesty and authenticity in selling. The speaker discusses the negative impact of false urgency strategies, such as exaggerating limited spots or using fake deadlines. They encourage coaches to reflect on their own motivations and beliefs about selling, to ensure they are aligned with honesty and integrity. The host encourages coaches to focus on building trust with clients, rather than resorting to lies or false promises. They stress that creating a sense of urgency can be accomplished by highlighting the missed opportunities and the desire for change, rather than relying on manipulative tactics. The speaker presents an alternative approach to selling that prioritizes honesty, value, and client-focused solutions.
Most of the selling advice we receive says that we should create urgency and and give limited availability for future potential clients. While urgency does create a reason to buy, it isn’t essential in your sales process.
In this episode, I show you the problem with believing that using urgency is the only way to get your future clients to buy from you, and some other ways you can encourage them to work with you. Learn why so many people are still using urgency as a sales tactic, the problem with doing so, and 3 great questions to think about when it comes to using this tactic.
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