You are in your favorite store, walking around simply to see what they have to offer. You have absolutely no intention whatsoever to purchase anything while you are there. All you want to do is kill a little time window shopping before you leave the store and continue on with your day. However, out of the corner of your eye, you see a “FINAL DAY FOR SALE” sign in your favorite department of that store. One of the customer service representatives informs you that if you do not take advantage of this sale today, then you will completely miss out because it is going to be over tomorrow.
After an unspecified period of time has passed, you finally leave the store with several shopping bags in your hands. That is the power that is involved with fear of loss – being convinced that you are going to miss out on something if you do not take advantage of it today. How can this sense of urgency be created within your business to close more prospects?
Master Assumptive Closing
In order to create fear of loss within the mind and heart of your prospect, you need to become a master of assumptive closing. Have the mindset that they need this opportunity and will sign up – the only person that is not aware of those points right now is them. Your approach needs to be direct and firm, knowing that you have the opportunity that they have been looking for whether they know it or not. As you progress through the different stages of prospecting, make sure that you are continuously closing them.
Everything Ends Today
It does not matter how long your organization has been recruiting or even how long the company that you work for has been established. If you want to create a fear of loss within your prospects, then you need to paint the picture that everything will end today. Signing up for your MLM opportunity at this “competitive” price or for this “amazing” deal will not be available tomorrow. Once you have lured that fish in and made sure that they have taken the bait, you need to make sure they know that it is now or never. Create a sense of urgency within them to get them excited to the point where they will have to sign up right now just to make sure that they do not miss out.
Keep Pulling At Their Heart Strings
You need to make sure that you keep tugging away at their heart strings in order to really drive the point home. Why else do you think salesmen in your favorite store keep talking about how good this product would look on you or how much it is going to benefit you personally after you purchase it today? You need to have the same approach. Once you have found out what motivates them (i.e. their “Why” statement), keep nailing that particular point until they pick up the pen and sign on the dotted line.
It’s your turn!
What do you do to create fear of loss for your prospects? Any good tips that you can share? Please leave your feedback in the comments section and I look forward to reading them!