Intensity
Can I ask you a question? Try to answer it as accurately as you can. What was the first thing you did this morning?
Chances are, it did not involve checking the mailbox. No one wakes up with the marketer in mind.
So, why do so many marketers expect customers to respond after one message? The picture a marketer has is one of a customer who wakes up and immediately runs to the mailbox to see what the latest direct mail postcard looks like. Unless the customer is expecting a shoebox full of money in the mail, this is highly unlikely.
Life has other plans, and it’s full of distractions. So, it’s up to the marketer and the entrepreneur to remind the customer to take action.
The key is to use intensity as a lever to pull your ideal client closer to the goal.
Timing. No need to invent scarcity. If there are only a few spots left for your virtual event, mention it. We all need a little nudge to act sooner than later.
Cure. Preventative care is better and (often) cheaper than the cure. But, humans are not very good at preventative care. So, whenever possible, sell the cure and you’re more likely to generate more intensity.
Consistency. Above all, be consistent. To truly make a difference, we have to show up again and again. Not because we’re ready; but because we’re professionals.