Last week we shared how you can incorporate a sense of urgency in your marketing campaigns through the principles of scarcity, difficultly, and time-related words.
This week, we are taking a more sales-driven slant and will share how these principles can fuel your online store sales.
As we shared last week, a key feature of the decision-making process in the human brain is urgency. Urgency one of the most powerful forces of human brain because it prompts us to make decisions and to act quickly. So why does urgency matter when it comes to online sales?
The answer is simple. Marketers and business owners who create a strong sense of urgency on their website and landing pages prompt their customers to take action. Websites that implement smart strategies relating to the psychology of urgency tend to have conversion rates that speak for themselves. There are several simple ways that marketers can prompt and accelerate their customers decision-making process. Keep reading to find out how.
3 Ways to Create a Sense of Urgency for Your Customers.
1. Make Your Product Scarce
We all want what we we can’t have, right? This is due to the principle of scarcity. When a customer thinks that something is about to run out, it makes them want it more. This feeling of scarcity is something you can easily create by limiting the amount of products available.
This is the polite way of saying, “Hey! If you find something you like, you better act fast or it will sell out too!” They even take this one step further by placing a deadline on the amount of time you have to take action. Speaking of which…
2. Create a Deadline
Tick, tock. Tick, tock! A timer on any website creates a sense of urgency in it’s visitors. The truth is, nothing makes someone feel more pressured to act than a limited timeframe. If you remind your customers that time is passing and the clock is ticking, it will likely spur them to act.
Some websites will even limit the amount of time you have to purchase every item on their website. They remind their customers of this by placing a countdown on every product and event page on their website.
Essentially, the principle of urgency has everything to do with time. Not only do timers raise customer anxiety and desperation, they’re particularly powerful because they are specific. Compared to vague statements like “limited time offer,” countdowns specify a firm timeframe for taking action.
3. Use Time-Related Words
Time-related words cause us to think urgently and make us more likely to take action. Simply putting “Buy Now” or “Shop Now” or “Redeem Now” next to your products invite your customers to take action.
Other examples of time-related trigger words include:
Now pair those words up with words like “eventually” and “later” and see how they perform… Our point exactly!
One essential characteristic of a successful salesperson and marketer is an understanding of how and why customers think and act the way that they do. One key psychology principle that ties into marketing is urgency. Incorporating principles of scarcity, a ticking clock, and the use of time-related words will create and fuel a sense of urgency that your customers simply can’t refuse!