How do you create urgency and value in relationships?

2 Use the WIIFM principle

The second step to create urgency and value in relationships is to use the WIIFM principle, which stands for What's In It For Me. This principle means that you need to focus on the benefits and outcomes that your offer can provide for your audience, rather than the features or details. You need to answer the question: why should they care about what you have to say or offer? You can use the WIIFM principle by highlighting the value proposition, the unique selling point, or the competitive advantage of your offer. You can also use stories, testimonials, or case studies to illustrate how your offer can solve a problem, fulfill a need, or create an opportunity for your audience.

3 Create a sense of scarcity

The third step to create urgency and value in relationships is to create a sense of scarcity. This means that you need to convey that your offer is limited, exclusive, or in high demand, and that your audience might miss out if they don't act quickly. You can create a sense of scarcity by using deadlines, countdowns, incentives, or social proof. For example, you can say that your offer is only available for a limited time, that you have a special bonus or discount for the first 10 customers, or that you have many satisfied clients who have already taken advantage of your offer. By creating a sense of scarcity, you can increase the perceived value and desirability of your offer, and motivate your audience to take action.

4 Build rapport and trust

The fourth step to create urgency and value in relationships is to build rapport and trust. This means that you need to establish a connection and a credibility with your audience, and make them feel comfortable and confident with you. You can build rapport and trust by using positive body language, mirroring, humor, compliments, or commonalities. You can also build rapport and trust by being honest, transparent, consistent, and reliable. You can demonstrate your expertise, credentials, or achievements, and provide evidence or guarantees for your claims. By building rapport and trust, you can reduce the resistance and skepticism of your audience, and make them more receptive and loyal to you.

5 Use the FAB technique

The fifth step to create urgency and value in relationships is to use the FAB technique, which stands for Features, Advantages, and Benefits. This technique means that you need to explain how your offer works, what it does, and why it matters for your audience. You can use the FAB technique by following this formula: feature + advantage + benefit + call to action. For example, you can say that your product has a feature that allows it to do something faster, easier, or better than the alternatives, which gives your audience an advantage over their competitors or challenges, which leads to a benefit that improves their situation or results, and then you can invite them to try, buy, or sign up for your offer. By using the FAB technique, you can create a logical and emotional appeal for your offer, and persuade your audience to take the next step.

6 Follow up and follow through

The sixth and final step to create urgency and value in relationships is to follow up and follow through. This means that you need to maintain contact and communication with your audience, and deliver on your promises and expectations. You can follow up and follow through by sending reminders, confirmations, updates, or feedback. You can also follow up and follow through by providing support, assistance, or guidance. You can also follow up and follow through by asking for referrals, testimonials, or reviews. By following up and follow through, you can reinforce the urgency and value of your offer, and strengthen the relationship with your audience.

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?