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Creating real urgency: How to get your visitors to buy now...
by Paul Hancox
It's frustrating, isn't it?...
You see visitors coming to your site, and then disappearing - not having subscribed, or brought anything. Don't worry, you're not alone...
Direct salespeople have this problem, and they recognize that if they don't make the sale on the day, customers will talk themselves out of buying. So they know it's vital to create a sense of urgency with the customer, for most direct salespeople work to the "rule" that says,
If you don't sell it there and
then, you probably won't sell it ever.
It's not always true, but having worked in direct sales myself, I found it true about 95% of the time. You'd be shocked just how many times a customer told me they "just had to think it over, then they would call me back to place their order"... and never did. Fortunately, I soon wised up, and realized - just like every other sales person - that I needed to clinch the deal on the day.
To a certain extent, the same is true of selling on the Internet. People are so distracted nowadays, that if you don't compel them to buy from you while they're on your site - or at least to get them to subscribe to something - you may never see them again. In other words...
You need to create a sense of real
urgency!
Unfortunately, many people selling on the Net simply don't know how to create effective urgency in their sales pages. They might say something like, "Hurry, we may decide to raise the price at any moment!"... yet the chances are, you go back to that site a month later and see exactly the same price.
Where's the urgency in that?
Or worse, I've seen many sales pages that say, "This price is only valid until midnight today". They use a small snippet of Javascript code to keep the date current - yet you return the next day and you're told the price is only valid until midnight of that day as well!
In other words, the site loses all credibility if a visitor decides to put your "midnight" deadline to the test. When they come back and see the deadline has magically moved forward 24 hours with no effect on your price, it could have the opposite effect of creating urgency - it may put people off buying altogether! The simple fact is...
Only real
deadlines can create real
urgency.
I've been marketing on the Internet now since 1998, and I quickly got tired of seeing those kind of phrases like "Hurry, before I choose to withdraw this offer..." when, all too often, the offer was never withdrawn. It reminded me of those stores that were always having "Closing Down" sales - you know the ones: they'd been "closing down" since they were founded!
I wanted to create a real sense of urgency in my sales letters, so back in 2003 I came up with the concept of Dynamic Deadlines™ as part of a script called Sales Page Master. Among other things, the script could generate real, personal deadlines for each unique visitor that arrived on your site, which meant you could create a real, visible feeling of genuine urgency - because if they missed your deadlines, you could put the price up!
I no longer sell the original script, but have decided to re-launch the deadlines feature as a PHP program, called Dynamic Deadlines™.
Using this program, you can create three different types of deadlines on your website to create powerful urgency and provide a compelling reason to your visitors for them to buy now:
(a) Personal deadlines - "Buy within the next hour or..."
These are timed from the moment a visitor first arrives on your sales page. The program “remembers” the time and date they arrived, and can display how much of the deadline is left. So the first time they arrive, your order link might say, "Buy within the next 1 hour to receive a 20% discount". If they came back 10 minutes later, you could have your sales page say, “Buy within the next 50 minutes...” and so on. Once the initial deadline expires, you can raise the price, withdraw the offer, remove a bonus or begin another deadline - the choice is yours!
You can have as many deadlines in sequence as you like - so you could offer an early bird bonus for people who order with an hour, then a smaller discount for people who buy within the next 24 hours, and so on. And you can set each deadline to whatever length of time you want, from 1 minute to 30 days or more.
Once a visitor sees your first deadline expire and the price increase or perhaps a bonus disappear, don't you think they will take your next deadline much more seriously?
Personal Dynamic Deadlines™ are an effective way to generate the urgency your sales letter needs.
(b) Fixed deadlines - "Buy before December 25th..."
These are like the kind of deadlines you get in stores. You can create offers, discounts or bonuses that expire at a specific time and date.
These are ideal for any special offers that you're running - you can make sure your offer expires exactly when you said it would, and you can display how much time they have left. You could then have another fixed deadline, to follow... with a higher price!
(c) Quantity deadlines - "Only 17 left..."
Scarcity sells, and it's a well-known fact that when you limit the supply of something, people tend to desire it more. With Dynamic Deadlines™ you can sell limited quantities of something. You can show how many have already been sold (and show many are left to be sold, before the next "quantity" deadline in your sequence), and you can raise the price or withdraw a bonus after you sell a certain quantity.
So, for instance, to create an initial buying frenzy, you could sell the first 10 copies of your product at $10, the next 10 at $20, and so on. The price increases create a natural urgency, based on the principle of scarcity - the lower prices themselves being scarce!
Here's a few other uses for the Dynamic Deadlines™ program:
- Use
it to deliver a timed sequence of messages on the Web, just like an
autoresponder. If they don't want to sign up to your autoresponder
sequence, let them come back to your site and read it on the Web. That
way, at least they're still coming back to your site and reading your
content! (And this gives you another chance to get them to
subscribe.)
- Use it to
"hide" certain navigation links from a new visitor, but
display it to a returning visitor, or for someone who has been on your
site for some time. Or have a message at the top of your site saying
something like, "Thanks for coming back to my site, here's the order
link..." for returning visitors only, after an hour or so. (You don't
want to be flashing your "Buy Now" link to new visitors, but you do to returning
ones!)
- Use it to countdown to a launch or a big announcement to get people excited.
Beware of cheap imitations!
Here's why:
There are a few scripts out there that claim to do one or two of the things this program can do. However, they usually turn out to be several lines of PHP code that have to be manually edited every time you want to make even a minor change, and turn out to be fairly basic counters anyway. (I know, because I usually buy scripts that claim to do anything even remotely similar, just to check out what I thought might be competition.)
In contrast to those "scripts", Dynamic Deadlines™ is a fully-powered program with an Admin Panel from which you can create an unlimited number of campaigns quickly and easily, and for making adjustments to your campaigns within seconds.
You can create an unlimited sequence of personal, quantity or fixed deadlines, and you have access to a stats facility, to show you how many unique visitors come to your campaign page. Plus, if you're using "quantity deadlines", you can instantly see how many people have taken action, and the script even calculates your conversion rate for you.
You can also have as many different sections (called "elements") of your site change as you like, depending on which deadlines have passed.
So then...
Start creating urgency on your
site now,
and
watch your profits soar...
Dynamic Deadlines™ is a program that you install on your site. It requires PHP 4.3 or higher, which is available on virtually all web hosts. (A database is not required).
Full instructions on how to install it are provided, along with 90 days of technical support. You may use it on an unlimited number of domains that you own, but it may not be re-distributed or sold to third parties.
You are also protected by my 90 day personal guarantee. If you find the program isn't for you within 90 days of purchase, then email me for a full refund. (In this case you must remove the program from your domains.)
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Yes!
I would like to start creating a sense of real urgency on my site to
increase my conversions, sales and profits. I understand that
this
PHP program (Dynamic
Deadlines)
is a one
time investment of
only $67,
protected by a 90 day guarantee, and with 90 days of technical support
included. As an early bird discount for acting early, this program will be available to you within the next for just $37 - a saving of over 44%. So if you buy now, you can get the discount and start creating urgency today, which you can use to make more sales and profits...   |
If you have any questions before your purchase (or even after!), don't hesitate to send me an email. Just use the "Contact" link at the bottom. (You could check the Frequently Asked Questions page first to see if your question has already been answered.)
Sincerely,
