The Power of Urgency and Scarcity in Your High Ticket Marketing
When it comes to marketing, I’m sure you’ve heard that you must create urgency and scarcity in order to get people to buy RIGHT NOW.
BUT, what you haven’t probably heard, is there’s definitely a right way and a wrong way to do this and the wrong way will hurt your business in a big way.
High ticket is not like low ticket. Selling it is different.
Urgency and scarcity work for low ticket offers, like launches and ebooks because they’re just trying to get you curious enough to make an impulse buy of $27 or $49.
That’s why they have a 20–30% refund rate! When curiosity wears off – you want your money back.
One big reason for charging a premium price is to get a higher level of commitment from the client.
You want your clients absolutely 100% committed when they show up. You want them to do the work and get the result.
When someone spends $5K – $10K they are committed to fixing their problem!
Fake urgency and scarcity doesn’t work. Anything based on a lie should have no part in your marketing. It’s got to be real.
You lose your integrity and break the trust with that client. It seems innocent but it’s damaging.
Be consistent and impeccable with your word.
Real urgency comes from the problem. When the problem is a “bleeding neck” problem for your client, it’s urgent they fix it. And they fix it NOW.
Getting them in touch with the problem in a real authentic way, naturally creates urgency.
With a high-ticket offer, there is no greater urgency than the problem is BIG enough. That alone is creating the urgency.
“You’ve got this problem and you want this outcome. How much longer do you want to suffer?”
It’s a simple honest decision, and much more powerful than any deadline or bonus.
It’s Not for Everyone
Where does the scarcity come from?
You have to have standards about who you will work with and who you won’t, and stand by them.
At COD we don’t make an offer to 30% of the people we talk to. And we remove people from the program when they’re not a right fit.
You don’t need a fake sense of scarcity, you only need real standards.
Build in safeguards to your marketing to bring in the right people. Weave that message into your marketing every step of the way to make sure you are enrolling the right people.
Stick to your standards, even when it’s hard. It will pay off.
If that’s what you’re trying to do…
And you want set up an offer where you’re solving big problems, and you’re dealing with big pain and getting amazing results for people…
I want to invite you to reach out and talk to us about how we can help you do that.
Go to www.clientsondemand.com/session and set up a call.
We’ll get on the phone with you and you can tell us exactly what you do, exactly what’s different about it and why it’s special.
And we’ll put our heads together and come up with a game plan for how you can get the clients you want consistently, so you’re not settling for the wrong people… and you’re not settling for inconsistent client flow.
It’s time to build an income you can count on like clockwork.
We’d love to talk to you about how you can do that.