Urgency is an integral part of the compelling reason to buy. It may seem that knowing when they need something defines the urgency. However, consider the difference between these two situations. “I need it by June 3rd because I am making a presentation to the board of directors on June 4th.” OR “ I want it by June 3rd “. Sometimes it is a good idea to ask what happens if you don’t get it by June 3rd? If they say “no big deal we’ll get it in July, then there really is no urgency. If they describe a problem that will occur then there is real urgency to get the purchase made. Knowing when the decision must be made is good to know. But knowing why it must be made by then is critical to establishing urgency.
It’s Not About When, It’s About Why
May 7, 2015 by
