Do you have any clients or prospective clients who need one or more of your services but can’t seem to pull the trigger?
Of course you do.
They might have legitimate reasons for waiting and one day surprise you with the go ahead.
They didn’t have the funds, and now they do. They didn’t trust you (enough) and now they know you better. They needed approval from someone and finally got their blessing.
On the other hand, they might want to do it, plan to do it, but never get around to doing it.
Because they don’t feel the urgency to do it.
They might never feel that urgency. Unless you tell them something that tips the scale in favor of “now”.
Which is why you drip on them, via your newsletter or other mechanisms, providing them with reasons and social proof, and reminding them of the need to do it by continuing to show up in their mailbox.
Drip, drip, drip, and one day, they’re ready.
That’s a great plan. But there’s something else you can do to help them reach the tipping point.
And it’s pretty darn simple.
If they don’t yet feel the urgency, you can create that urgency through the use of scarcity.
Find a way to trigger their innate FOMO, their fear of missing out, by limiting the quantity of your offer or the dates when it is available.
Even something as simple as “There’s only one appointment left this week” can work.
Now before you say, “that’s manipulate and I won’t do it,” remember, these folks need what you’re offering, want to say yes, and plan to say yes, but have been dragging their feet.
You’re doing them a favor by giving them a reason to do what they want (and need) to do sooner rather than (possibly) never.
You and your little friend, FOMO.
