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When conducting business webinars it is important that you promote the reasons why your listeners need to buy now. You need to create a reward system for customers who take action. Whether you are marketing online or marketing offline, whether you are marketing a service, marketing a physical product, or selling digital products, there must be a sense of urgency. There must also be a loss for those who do not buy now.
One of the most powerful marketing concepts is scarcity. For example, when on a webinar, you can say "This offer will only be available until 12:00PM tomorrow." Or you can offer a bonus that will only be available for a certain amount of time. The key is that you must offer something to move them into action now. If there is no deadline, people will feel that they can buy whenever they want.
Another powerful technique to use on business webinars is limited supply. You can say, "I only have 200 of these available." In order for this to work you need to have a compelling reason that makes sense. For instance saying, "I can only sell 200 eBooks otherwise if I sell more my computer will overload" is silly.
If you are looking for ways to create limits on product quantity, here are two ways you can do this. Say you offer consulting services. You can limit the number of hours you offer because time is a limited resource. If you are offering a physical workshop, you can use the limited amount of seats. The place you are holding the workshop has limited capacity. If you are selling a product that has to be produced, you can create a limited first run, like only 100 so if they want to get in on that run, they have to buy now before you run out.
Another quantity technique, like for market trading products is, "I am only going to put out 100 because I need to limit the impact on the market. If everyone gets access to these strategies it will hurt us all." This way you can use market impact as an excuse to limit quantity to increase urgency in the sales process.
Using fear of loss on business webinars is another great strategy. Participants never want to feel like they are missing out. You can offer a special bonus for a limited amount of people. For example, "The first 10 people who sign up will get 5 additional webinars."
With these examples, you should see why it is so important to provide a reason for your prospects to buy from you now. You also should have a consequence if they buy later. The most common one that is that the price goes up. You can also make the product not available at all our take components of the product out. Whatever you do, they need to understand what they do not get by waiting.
Live events are a great way to create scarcity. Business webinars can only support a certain amount of people. A live event location only has a certain amount of space. You can create an event out of anything if you really think about it.
For example, you can decide that you are going to have an event for the next 7 days. Any reason can do. The event could celebrate the 7th birthday of your daughter and you are going to give away 7 bonuses with their purchase. Each day they wait, one of the bonuses goes away. An event like that would create a high level of scarcity. Business webinars are one of the easiest and least expensive ways to do this.
In conclusion, remember that you need to reward people who do business with you now. You need to penalize the ones that do not do business with you now so that if they are on the fence, they will decide to do business with you sooner.
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