It’ was 4:30pm on Friday 9th January 2009 and I’d had several phone calls to book in work. Normally January and February are expected to be quiet months in the carpet cleaning industry. Yet, we were busier than ever…even more so than December.
What had caused these homeowners to phone my office on this day? Quite simply…a deadline!
I had sent out a number of reminder cards to existing clients telling them that if they want to take me up on an offer they must respond by Friday 9th January. And they did. In droves.
It’s amazing how a deadline focuses the mind of potential clients. Why a flurry of calls right at the end? I imagine my prospects mentally going through a fear of loss. That if they didn't phone by that day they would miss out. They simply cant just ‘put it off’.
I clearly remember about 11 years ago agonising over a buying decision. I had received a very good offer from a company saving me money on a particular product…but only if I responded by a certain date. And today was the date. I had to make a decision. I wanted the product but it was a lot of money. I was going on holiday the next day. If I wanted to buy I had to make the decision NOW. And I did. I bought. This was one of my first experiences with the power of a deadline.
It’s been said that the deadline is one of the best things ever invented. It forces people to make a decision. One they probably would have put off and put off until they forgot about it. It seems to be human nature to procrastinate. Now we never send out an offer without one. Often we will have prospects phoning us AFTER the deadline pleading with us to do business with them because they have just come back off holiday and found our postcard, flyer or letter. And of course that changes our positioning. All of a sudden they are just relieved that we will even consider doing business with them.
But you must be believed that the deadline is genuine. So make it genuine. After all, if you offer a discount (or as I prefer, to add value rather than discount) you must have a good reason for doing it. It could be that you are making an offer (perhaps 3 rooms cleaned for the price of 2) in a certain area until a certain date. Or you could be limiting the number of jobs you will do with the offer. Whatever the reason for the offer being limited in some way, it must be believed. It then stands a good chance of being acted upon.