Many of your prospects may have good intentions to buy your product or service, but they just have not completed the process. There are a number of reasons that people remain stuck in the thinking or evaluation stage – from skeptic to procrastinator. There are, however, a few tips that can motivate customers to buy.
Limited Time Offer
A limited time offer is a time tested technique that can nudge a prospect from thinking to buying. The use of a drop dead date will frequently increase the sense of urgency for the hesitant buyer. The limited time offer should offer a special opportunity that can only be taken advantage of during this special time. This technique often leads to a greater response than just a stand alone promotion. People are more apt to take an action versus doing nothing. For example, a buyer that has been considering a new car purchase may have been thinking about it for 6 months. When an offer arrives in the mail from the local car dealer offering a 20% discount for a two day period, the prospect is more likely to show up to buy a car.
The limited time offer triggers a fear that they may miss out if they don’t act now. People typically do not want to miss out on special opportunities for a product or service they have been considering buying. Give them a good reason to buy and adding a time constraint could prove to be the extra boost of motivation they needed.
Give Them Something Free
Let’s face it, most people love getting something for nothing. Offering your prospects something of value for free can motivate them to take the next step in the buying process. The giveaway should be strategically designed to further the relationship. For example, a real estate broker might offer prospective buyers a free guide to credit and financing just for calling their office or visiting their website. The broker can then use this next step of contact to gain more information about the buyer’s needs and preferences. In learning more about your prospect, you can help them through the decision-making process by providing solutions that are relevant to them.
The free giveaway should be something that will be of interest to your target market. Providing the monetary value is also effective so that buyers truly understand the value of what they are receiving. If your buyers know that you are giving away something that is worth X dollars, it elevates the benefit for them and provides further motivation to contact you.
There is no reason to give up on the buyers that don’t buy immediately. Sometimes, all that is needed is a little extra “push” to move them from prospect to customer. Who knows in the process you may just uncover a whole new market of untapped business!
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