Get People to Act with Urgent Offers

There’s a big difference between getting your customers to want your product and getting them to actually buy. Getting a customer to buy involves getting them to believe that not only do they want to act, but they want to do it NOW.

To illustrate this point, in the copywriting industry teachers encourage beginning copywriters to think of customers as a lazy, sloth-like creature watching TV who can’t even be bothered to reach for the remote. Your goal is to get them excited enough and instill enough urgency to get this sloth-like creature off the couch, get their wallet and pay.

Urgency is the key. In order to create urgency, you need to come up with urgent offers. Here are a few different types of urgent offers, along with a few tips on how to use them.

==> Limited Time Offers

One of the most common types of offers is the limited time offer. As the name suggests, with this offer the user only has a limited amount of time to take advantage of a specific price or package.

Let’s say you’re doing a teleseminar. You might give the participants of the teleseminar just 12 hours after getting off the call to take advantage of a special deal.

==> Limited Quantity Offer

Another common technique is the limited quantity offer. This works by limiting the amount of product you’re going to sell, then letting your customers know.

For example, you might only print 200 copies of a high priced product. Take a photo of these 200 copies, then let your customers know that once 200 are gone, nobody else is going to get any.

==> Limited Bonus Offers

These are similar to the above two offers, except what happens is that users can only take advantage of the bonus offer for a limited period of time. In order for this to work, the bonus has to be very appealing.

For example, you give a free consultation call (valued at $150) to the first 25 buyers. If they act quickly, they can get your personal guidance to help them achieve what they want to achieve.

==> Making It Real (or Not)

There are two ways you can structure these urgent offers. You can either make them real, or make it a part of your sales message but carry little real weight.

Making it real is much harder, but much more effective. If you make it real, that means you actually have to cut off selling your product once the time is up or once the quantities are out.

Once customers know you’re serious, your urgent offers will convert like mad as the threat of not getting your product will be very real.

On the other hand, many marketers simply use these techniques to add urgency to their offers without actually following through on their threat. While this is still better than nothing, it’s not nearly as effective.

Motivation doesn’t happen through logic, but through emotion. If you want to motivate your customers, you need to know exactly which core emotions to target to get your customers fired up.

These are five core emotions to target for maximum motivation. Not all five apply to every business, but most of them will apply in one form or another.

1-Fear of loss

Poeple fear loss more than they desire gain. Therefore, appeal to their sense of missing out with ‘urgency’ and ‘inside info’ types of copy. Naturally, you will want to be truthful in your marketing, and restrict your offers to only a few people, rather than spread the information around to a large number. If it is a time sensitive offer, be honest about that too. If they really feel that they will be genuinely missing out, they will be motivated to buy.

2-Eagerness for gain

If you can make their life easier in some way, help them solve a pressing problem, or give them the answers that they have been seeking, the copy that you write will be effective in urging them to take action and buy from you.

3-Risk versus reward

All your copy should answer the question, “What’s in it for me?” In other words, what is the value proposition you are offering. Then you need to show that the offer is risk-free in some way. In other words, if they are not 100% satisfied, they can return the product for a full refund. Your refunds may be small, but merely making the offer is enough to inspire confidence and motivate them to buy.

4-Empathy

Your empathy in your copy shows that you know what they are going through, and care enough to do something about it. Show through story-telling that you know what their life is like now, and how much better it can be once X problem is solved. If you know your niche, you should be able to offer solutions that really ‘speak to’ your market. Copy that ‘gets’ the reader shows that you know where they are coming from and that you offer a real solution, not just hype.

Some marketers try to ‘sell the sizzle, not the steak’. It is great to make your product sound terrific, but especially during his recession, people really want the beef too, and at a great price. If you can deliver this, you will see your sale soar.

Before you try to motivate your customer to buy from you, you first have to understand who your target customer is and what their main problem is that they wish to solve. If you can put the right solution in fromt of the right people at the right time, you will make more profits.

It can be hard to motivate people in general, but customers in particular. Why? Because in most cases you are actually trying to get some sort of ‘win’ out of the situation. In the case of marketers, they are often seen as only interested in building their business or making more money. what you really have to keep in mind when creating marketing materials is your ideal customer’s main question. “What’s in it for me?”

Successful motivational speakers or salespeople don’t start with what they want. They start with what the customer wants.

What Does Your Customer Really Want and Need?

When it comes to business, what the customer wants and needs is the key to making more sales and more profits. There is no point in trying to sell snow to an Inuit or sand to a camel. They already have more than enough. What you are looking for is an eager crowd desperate for what you have to offer.

It can be difficult for some businesses to change tactics and become more customer-centric, but in these days of the Internet and much greater competition than ever before, it can be the difference between barely surviving, and truly thriving.

If the customer wants something which is different than what you want to or are able to provide, you will need to decide whether or not you can afford to keep continuing on the same path, or perhaps work the offerings they are interested in into your overall product mix and marketing plan.

The most successful businesses in the world are always looking at what they can do better, faster, smarter, cheaper, and the best of them ask their customer what they really want. Pixar started out as a company designed to manufacture 3D-rendering technology. They lost money for a time until they realized the market was in actually creating the movies themselves, and the rest, as they say, is history.

IBM was one of the world’s largest computer manufacturers for years, until the personal computer revolution. They then realized their customers were really rather different than who they thought they were, and needed to make a switch to offer more consultancy and expertise.

Your products and services should be based on your existing customers and on what they are telling you that they want and need. You should also be looking on the horizon in your industry to see what next ‘big thing’ is coming your way. If you can position yourself at the cutting edge of the trend, you stand as good a chance as any other company of becoming a leader in that area.

The current batch of new Internet entrepreneurs often going into business with one set idea of what they want to provide, without asking questions or understanding where their customers really want. They might hear from an Internet marketing guru that blue widgets are a hot keyword and start producing content and product offerings about it. The trouble is that until you research a niche market yourself, you can never really be sure who your ideal customer is and what they are interested in.

Know Your Niche

If you want to motivate your audience, first start by understanding them better than anyone else does. If you can understand your audience better than your competitors, you’ll be able to motivate them better than your competitors.

What is the real pain point in the market? Why are they willing to spend money on your product? What is it like to not have a solution to their pain yet?

How do people decide on how much they want to pay? Is it based on price, as is a commodity? Or is it based on how likely they believe you’ll be able to solve their problem, as it is in consulting?

Try to understand how your customers decide on a solution and why they haven’t picked any of your competitors. Try to understand what they want more than anything else.

When you speak, if customers get the sense that you’ve really taken the time to understand them, they will respond.

We are internet marketers who offer a wide variety of services to those who wish to be successful online. From SEO to web design with optimal conversion architecture to generate leads and sales, Accent Marketing Group Inc. offers practical, cost-effective solutions to all your internet marketing needs.

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Unlike the traditional business model, an online business gives you 24-hour presence which anyone from around the world can access. This is an exciting and fantastic opportunity for business owners who know how to make the most of this powerful sales engine.

Here are a few tips to help you create a website that really sells:

#1  Keep it simple. A great website doesn’t have to include a lot of graphics or flash images; in fact, this can work against you. A website with clean lines that  is easy to read and navigate will usually have a better conversion rate. Your visitors aren’t really interested in all the bells and whistles; what really matters most to them are the answers you have to their problems. You can achieve this by offering genuine great information.

Avoid music, flashing images and too many graphics. A few well-thought-out graphics can enhance the look of your website, but anything else may be confusing and look too busy to your visitor. If in doubt keep it simple, and let your words shine.

#2  Content is king. Great content solves problems and offers solutions. When people search on the internet, they are looking for information first and foremost. If your website offers solid information, people are more likely to visit you again and trust your product recommendations, too. Quality content will also attract the search engines and you will stand a better chance at achieving that all-important top-ten ranking for your keyword phrases.

Always concentrate on creating value through quality content, and you will build a business that will pay you back for years to come. You really can’t go wrong with providing good content.

#3  Get their information. Even with a great website it ís likely that your visitors wonít buy from you the first time around. It takes time to build confidence and trust on the internet. This is why itís important that you have a method of collecting their name and contact information when they first land on your site. You can then communicate with them through emails and start to build a relationship which will bring them back to your website.

To get the highest number of subscribers, place an opt-in box in a prominent position on the home page of your website. But don’t stop there; make sure the opt-in box is prevalent throughout the site so that visitors can access it from any page. Include a catchy headline to draw attention to the area.

And don’t forget to give your visitors an incentive for signing up. People don’t give their names and email addresses out as freely as they once did due to the high levels of spam on the internet. Give them an incentive to sign up by offering a free report or other great offer.

Building a great website is not difficult. Always think about your visitors first and help them by providing a website that is clean and easy to navigate. Then add great content as a solution to their problems, and finally get their information so that you can keep helping them further in the future. Concentrate on these three basics and you will design a website that truly is a 24-hour sales engine.