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How can you create urgency and scarcity in your follow-up messages?

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You've sent a quote to a potential customer, but they haven't replied yet. You don't want to lose the opportunity, but you also don't want to sound too pushy or desperate. How can you create urgency and scarcity in your follow-up messages, without being annoying or manipulative? Here are some tips to help you craft effective follow-up messages that can motivate your prospects to take action.

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Marcos Mylius

Partner EVA Copilot I Onboarding I Comunica??o Interna I Capacita??o I Inteligência Artificial I ??
Ricardo Minari

Global Vice President | CDO Program MIT | Digital Transformation
Fat?ma Bal?m Derin?z

Co-Founder | Charter Broker | Entrepreneur | Philanthropist

1 Use a clear deadline

One of the simplest ways to create urgency is to set a clear and reasonable deadline for your offer. For example, you can say that your quote is valid only until a certain date, or that you have a limited number of slots or units available. This way, you can show your prospects that they need to act fast, or they might miss out on a great deal. However, be careful not to use fake or arbitrary deadlines, as this can damage your credibility and trust.

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2 Highlight the benefits and value

Another way to create urgency is to emphasize the benefits and value of your product or service, and how it can solve your prospect's problem or improve their situation. For example, you can say that your product or service can help them save money, time, or hassle, or that it can enhance their productivity, performance, or satisfaction. This way, you can show your prospects that they have a lot to gain by accepting your offer, and that they might regret not taking advantage of it.

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Fat?ma Bal?m Derin?z

Co-Founder | Charter Broker | Entrepreneur | Philanthropist
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In charter sales, I often emphasize the exclusivity of certain routes or the limited availability of aircraft during peak travel seasons. For example, I might mention that there are only a few slots left for a highly sought-after destination or highlight a special promotion with limited seats. By creating a sense of urgency and scarcity, clients are more inclined to act swiftly to secure their desired booking. This approach not only drives immediate action but also reinforces the value of our services. #CharterSalesStrategy #UrgencyAndScarcity #ExclusiveDeals

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3 Use social proof and testimonials

A third way to create urgency is to use social proof and testimonials from your existing or previous customers, who have used your product or service and achieved positive results. For example, you can say that your product or service has helped hundreds or thousands of customers achieve their goals, or that it has received rave reviews or awards. This way, you can show your prospects that your offer is credible and reliable, and that they are not alone in their decision.

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Fat?ma Bal?m Derin?z

Co-Founder | Charter Broker | Entrepreneur | Philanthropist
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I leverage positive feedback and testimonials from satisfied customers to showcase the quality of our services and the satisfaction of previous clients. For instance, I might share a testimonial from a corporate client highlighting the seamless experience they had with our charter services. Additionally, I utilize case studies or success stories to demonstrate real-world examples of how our services have benefited clients in similar situations. By leveraging social proof and testimonials, I instill confidence in potential clients and differentiate our offerings from competitors. #SocialProof #Testimonials #ClientSatisfaction

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4 Use a call to action

A fourth way to create urgency is to use a call to action, which is a clear and specific instruction on what you want your prospect to do next. For example, you can say that you want them to reply to your message, schedule a call with you, or place an order. This way, you can guide your prospects to the next step in the sales process, and avoid confusion or hesitation.

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Fat?ma Bal?m Derin?z

Co-Founder | Charter Broker | Entrepreneur | Philanthropist
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Incorporating a compelling call to action (CTA) is essential to guide potential clients towards the desired action, whether it's scheduling a consultation, requesting more information, or making a purchase. I strategically place CTAs throughout my communications, ensuring they are clear, concise, and persuasive. For example, in email campaigns, I might use phrases like "Book Now" or "Contact Us Today" to prompt recipients to take action. Similarly, in social media posts, I include clickable buttons or links directing followers to relevant landing pages or contact forms. By using CTAs effectively, I encourage engagement and drive conversions, ultimately maximizing the impact of my sales efforts. #CallToAction #Engagement #Conversion

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5 Follow up with a reminder

A fifth way to create urgency is to follow up with a reminder, which is a short and friendly message that reinforces your offer and deadline, and nudges your prospect to take action. For example, you can say that you are looking forward to hearing from them, that you don't want them to miss this opportunity, or that you have a special bonus or incentive for them. This way, you can show your prospects that you are still interested and available, and that you care about their needs and goals.

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6 Be respectful and helpful

A sixth and final way to create urgency is to be respectful and helpful, which means that you should always be polite, professional, and empathetic in your follow-up messages, and that you should offer your assistance and support to your prospects. For example, you can say that you are happy to answer any questions, address any concerns, or provide any additional information that they might need. This way, you can show your prospects that you are not just trying to sell them something, but that you are genuinely trying to help them make the best decision for themselves.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Marcos Mylius

Partner EVA Copilot I Onboarding I Comunica??o Interna I Capacita??o I Inteligência Artificial I ??
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Para criar urgência e escassez em suas mensagens de acompanhamento, você pode: 1. Definir prazos específicos 2. Destacar benefícios exclusivos 3. Utilizar linguagem persuasiva 4. Mostrar evidências de escassez 5. Oferecer incentivos adicionais 6. Fornecer lembretes periódicos A escassez é um ótimo gatilho para se trabalhar em vendas.

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Ricardo Minari

Global Vice President | CDO Program MIT | Digital Transformation
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Be honest and stop Bullsh*ting… If you are honest with you team, they will know that when you say it’s urgent… it’s urgent When you say it’s important… it’s really important When you say we have 3 days to do it… we really have 3 days to do it. What I see the most are bosses pushing for bullsh*t and unrealistic deadlines and losing the team trust and commitment. Be true. Clear eyes, full hearts…can’t lose. ;)

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How can you create urgency and scarcity in your follow-up messages?

1

2

3

4

5

6

7

1 Use a clear deadline

2 Highlight the benefits and value

3 Use social proof and testimonials

4 Use a call to action

5 Follow up with a reminder

6 Be respectful and helpful

7 Here’s what else to consider

Sales

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How can you create urgency and scarcity in your follow-up messages?

1

2

3

4

5

6

7

1 Use a clear deadline

2 Highlight the benefits and value

3 Use social proof and testimonials

4 Use a call to action

5 Follow up with a reminder

6 Be respectful and helpful

7 Here’s what else to consider

Sales

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