Creating Urgency *NOT* to buy During Product Launches

Creating Urgency *NOT* to buy During Product Launches

copyright 2008 Bob Yeager

I had a really serious discussion with a friend of mine, Barry Goss, just
a few days ago. Barry was asking what I thought could be a problem
with some product launches, when IM'ers are trying to hang with the
big dawgs.

Trust me, there were a list of things I could mention, but there were two
insights that I came up with that have been sticking with me for some time.

First: URGENCY Can Equate to Not Buying~

I think in some cases and in many industries, the long, drawn out sales process
can become an unnecessary factor. Sometimes, people are facing the urgency and
they have spent years and months looking for the solution that your product has to
offer.

If you have spent any time paying attention to the people in your industry, as well as
your subscribers, then you should have already identified the solution that they are
craving. If your product offers that, trust me, the urgency for them to make the purchase
is already stirring deep within them.

Sometimes, as I learned in my door to door and telemarketing coaching days, you have
just got to let them buy. Continue to give away your promotional material, that's fine,
but let them buy.

Another factor that hits with urgency is the "Limited Offer". Sometimes an offer can be
limited by simply not stating when it will no longer be available. If sales aren't as high
as they could be, it can be just as easy to say, "The flood of questions and orders has
become overwhelming and in the next 4 days I'm taking this off the shelf..." as it is to
place an end date on a product.

Take John Reese for example. Traffic Secrets 2.0 is a great product. It sold like crazy. Did
John say, "There will only be 500 copies of this available."? Of course not, he made millions
from it, it's an awesome product and it continues to sell today. He stated that he will continue
to leave it active as long as it is profitable.

Hint: No urgency... just, "It's here when you need it go ahead and buy it."

The urgency factor that was involved in John's launch was simply extra bonuses from his JV
partners. Sometimes, when your product is the bees' knees, then you should let it ride. When
you don't, you're basically turning away sales. "That's real smart business!"

OK, factor number two:

Allow your JVs to make money. WHAT? You say, "I am more than willing to allow my JVs to
make a profit!" Really?

When your subscribers are inundated with multiple promotions from 40 different JV partners
time and time again, you will find that your JV partners are not making as much. What if, you
take that old school approach and have timed JV promos for exclusive offers.

Example:

I am selling a big product. I want big sales. I want big JV partners. I send an invitation to
a JV partner stating that I want to promote their product, exclusively, for an entire 30 days.

I will treat the campaign as my own. Full scale marketing. PPC, viral videos the works.

With that agreement, I ask if they would be willing to do the same. For an entire 2 weeks,
promote my product. I'll write all of the marketing material. I will record a series, and submit
a series of viral videos with their affiliate links attached and all they have to do is the same thing
that they would with any other JV... AND, they will be the ONLY JV that is promoting at that time!

What does this mean to your JV? A full scale marketing campaign being put into action for 30 days
for their product or service. A full scale marketing campaign put together for their promotion of YOUR
product... and all they have to do is mail some emails, hit some forums and do some social networking?

For the most part, our market is getting pretty tired of all of their "Newsletter Gurus" promoting
exactly the same thing at exactly the same time. Hell, during launch, most of them are just looking
for who is giving the best bonus away.

Save your customers the headache of waiting for a great solution and lend a hand up front, to your
fellow JV. Treat the process with the credibility and respect that the IM industry has been losing as
of late and get in the game. This will not only elevate your income, but earn you ALOT of respect
among your peers.