If you want to hold a sale this holiday season, to get some quick cash, there are three essential elements you need for it to be successful.
There are many reasons quick sales work and the most obvious buying trigger that they tap into is price. We’re all looking for a bargain and when one is presented to us it’s often difficult to pass up the opportunity. When products are cut down to ‘bargain basement’ prices or you’re ‘practically giving them away’ a very human and normal reaction is to take advantage of the low prices – even if the product isn’t something we need.
People buy based on emotional reasons first and foremost. This is why good sales copy always appeals to the emotions and the benefits – what problem are you solving for your prospect. Once we’ve made an emotional decision to buy, logic kicks in and we start looking for proof to validate our decision. In addition to credibility and trust, we look at price. If the price is easily justifiable – bang! You have a new customer.
A quick sale throws that logic right up front and practically screams, “You have to buy this product(s) because you’ll never see it at this low a price ever again.” Logic and emotion collide and you make money.
However, price isn’t the only buying behavior or trigger that quick sales tap into. They also tap into a little buying trigger called “urgency.”
Urgency is the trigger that tells us if we don’t buy now we’re going to miss out.
It’s the “Only five seats remaining” notice for a workshop you want to attend or the “Buy now before prices go up,” notice in the PS on a sales page.
Urgency kicks up the adrenaline and motivates someone to click the buy now before they have too much time to think about it. Quick sales naturally tap into this urgency trigger because they’re generally short lived sales.
We’re talking about a few days here, tops.
Urgency works well if there is a short time limit on your sale. If the quick sale lasts weeks or months, you virtually eliminate any sense of urgency. A quick sale by design is an urgent sale filled with the promise that you must buy now while prices are low and products are available at this low price.
And in the name of transparency and authenticity – hold true to your quick sale deadline. If you say the sale will be over in two days, it must be over in two days. Holding the sale longer, means you run the risk of alienating customers and discrediting yourself as an honest business.
Along with urgency, scarcity is a strong buying trigger. When you’re hosting a quick sale, depending on the products you’re selling, there can and often is a limited supply. It works in much the same way that urgency works to motivate purchases.
People are motivated to push past a long drawn out decision making process and click “Buy Now” because they don’t want to risk missing out on the opportunity. If, by waiting, the product or products are gone, they’ve lost their chance.
However, scarcity only works if you’re actually limiting the number of products you’re selling – i.e. scarcity really exists. And it only works if there is a reason for the scarcity – a quick sale naturally provides a reason for the scarcity.
But you just can’t create urgency and scarcity without a plan behind it. I’ve seen several quick sales fail because they ‘extended’ the sale or even set a deadline to buy a long time in the future.
I’m sure you’ve seen some of those fake ‘urgency’ sales page where they say it’s going to be gone at a certain date, but sure enough it’s still there weeks after the deadline! That just doesn’t work!
What you need is a plan. I’ll be sharing more about the plan and system I’ve been using for quick sales that brings me a lot of success. But if you’d like to check it out now, visit http://www.SALESSuccessFormula.com
When you visit that page, you’ll see I incorporated the urgency strategy in the page. Check it out at http://www.SALESSuccessFormula.com