Are you tired of pitching your incredible services, only to hear “I’ll think about it and get back to you,” or “I have to check with my husband,” or “I think this would be right for me but not now, maybe at another time?”  To get clients to want what you have NOW, you must create a sense of urgency, selectivity, and just a bit of scarcity.

1. Potential clients will take action much more quickly if they believe that your service or product is in high demand by many people, and that you’re selective. Let the client know that you don’t take just anybody. Offer a list of criteria that an acceptable client must meet, and you’ll often find your prospect will try to convince you that they are qualified.
2. Don’t be too available. When setting up an appointment or consultation, (even though your schedule may have more room) offer just a few choices, such as “I’m available next Wednesday at 2pm, or next Friday at 10am.  Can either of those work for you?”  This gives your client the understanding that you are busy, busy, busy (and you are, aren’t you??) – and obviously successful at what you do.
3. Once you have explored your potential client’s urgent problem and how your products and services are the solution, help them understand the significant cost of NOT achieving the results that they so desperately desire. Use descriptive words to paint the vivid picture of what life will be like if they don’t get the help they’re looking for.  Ask them how long they are willing to wait with things continuing the way they are?
4. Lastly, create a sense of urgency. Give them a deadline. People will procrastinate if they think they have unlimited time to make a decision about your product or service. Set a time limit for your offer and stick to it.  Better yet, offer a “fast action” incentive that rewards those who make a quick and powerful decision (within 1-2 days) by offering a reduction in the investment if they act fast.

You know the value of what you offer and how your services and products transform your clients, so don’t be afraid to help them to come to a YES decision.