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Aired on June 21, 2022
Episode 151
How to Help Prospective Clients Buy From You Using Urgency
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"Drive conversions and build lasting relationships with urgency! Use limited-time offers, scarcity marketing, and social proof to motivate prospects. Align urgency with their needs and communicate transparently. It's not just about making a sale, it's about helping them make informed decisions that benefit them. Go ahead, leverage urgency with empathy and integrity, and watch your sales soar!"

How to Help Prospective Clients Buy From You Using Urgency

As a sales professional, one of your main goals is to convert prospective clients into paying customers. One powerful tool in your sales arsenal is creating a sense of urgency that compels potential buyers to make a decision and take action. By leveraging urgency effectively, you can guide prospects through the buying process and increase your conversion rates.

In this post, we’ll explore how to help prospective clients buy from you using urgency.

Understanding the Power of Urgency

Before we go into the strategies for using urgency to drive sales, let’s first understand why it’s such a potent force in the buying process. Urgency triggers a psychological response in individuals, prompting them to act quickly in order to avoid missing out on a valuable opportunity. When prospects feel a sense of urgency, they are more likely to make a purchase decision, as they fear the consequences of delaying or hesitating.

Creating Urgency in Your Sales Process

Now that we recognize the influence of urgency, let’s explore how you can incorporate it into your sales approach.

Limited-Time Offers

One of the most effective ways to instill urgency in prospective clients is by presenting them with limited-time offers. Whether it’s a discount, a special promotion, or exclusive access to a product or service, clearly communicating that the offer will expire within a specific timeframe compels prospects to act decisively.

Scarcity Marketing

Highlighting scarcity in your sales pitch can also drive prospects to take action. Emphasize limited stock availability, a finite number of slots for your service, or a deadline for placing an order to create a sense of scarcity that encourages swift decision-making.

Social Proof and FOMO

Use social proof and the fear of missing out (FOMO) to reinforce the urgency of making a purchase. Sharing testimonials, reviews, and success stories from satisfied customers can demonstrate the value of your offering and intensify the desire for prospects to join the ranks of happy clients.

Aligning Urgency with Prospects’ Needs

While urgency can be a potent motivator, it’s key to align it with the genuine needs and interests of your prospective clients. The goal is not to pressure or manipulate individuals into buying from you, but rather to assist them in recognizing the timeliness and relevance of your offering in fulfilling their requirements.

Identifying Pain Points

Understand the pain points and challenges your prospects are facing, and position your product or service as a solution with a time-sensitive opportunity attached. When prospects see how your offering addresses their immediate needs, they are more likely to respond to the urgency you’ve highlighted.

Tailoring Urgency to Each Prospect

Every prospect may have unique motivations and priorities. By personalizing your approach and demonstrating how the urgency aligns with their specific circumstances, you can effectively drive home the message that acting promptly will benefit them.

Communicating Urgency Effectively

The way you convey urgency in your interactions with prospects can significantly impact their receptiveness and willingness to buy from you.

Clear and Transparent Messaging

When communicating urgency, be transparent and honest with your prospects. Clearly articulate the reason for the urgency, such as limited inventory, time-bound incentives, or upcoming price changes, to establish credibility and trust.

Consistent yet Respectful Follow-Up

Following up with prospects to reinforce the urgency of the opportunity is important, but it should be done in a respectful and non-intrusive manner. Striking a balance between reminding prospects of the time-sensitive nature of the offer and respecting their decision-making process is key.


Incorporating urgency into your sales strategy can be a game-changer in guiding prospective clients to buy from you. By understanding the psychological impact of urgency, aligning it with prospects’ needs, and communicating it effectively, you can drive conversions and build lasting relationships with your customers. Remember, urgency is not just about making a sale; it’s about helping prospects recognize the value of your offering and empowering them to make informed decisions that benefit them.

So go ahead, leverage urgency with empathy and integrity, and watch your sales soar!

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How do you help prospective clients buy from you without having to use high pressure tactics that feel sleazy, aggressive, or just simply out of order? Let’s face it, we’ve all been there. We’ve all been in a situation where somebody feels like they need to squeeze us to death in order to make that sale, that dreaded commission breath versus creating an opportunity for you as the buyer to buy. Right? We’re talking all about the difference between high pressure tactics and creating urgency in your sales process on today’s episode. So grab your paper, grab your pen and let’s dive in!



Biggest Takeaways:   

  • Urgency is a sales psychology trigger 
  • When we put so much pressure on them to make a decision to say yes, or to work with us, it can cross the line and no longer feel good.
  • think about how you use urgency and if it’s aligned to your sales strategy
  • Sales is all about leadership and you’re here to serve people the best you can.
  • You don’t need to back people into a corner to say yes
  • You don’t need to be dishonest and out of integrity with what you say or what you do for more sales.



  • The difference between pressure and urgency on selling [02:07]
  • Some real life tangible examples [03:09]
  • Different ways that urgency can show up in your business [09:03]
  • What the urgency mechanism does [13:05]


🎙 Previously Episodes Mentioned on This Episode and Powerful Resource Episodes:


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