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It’s officially the Christmas (or winter holiday of your choice) shopping season! (Yes, I am aware that the Christmas sales started months ago, but I am old fashioned, and I am holding onto the notion that Black Friday is the kickoff of the holiday shopping season.)
So what are you doing to get your customers to not only buy from you, but buy now?
Take a lesson from coffee and beer
What does coffee and beer have to do with holiday selling? Let me explain.
I am a Jersey girl by birth, but I currently live in San Diego. I love living in Southern California, but there are some things that I love that I cannot easily get there, including:
- Dunkin’ Donuts coffee (I mean from an actual Dunkin’ Donuts, not from the bags sold in the grocery stores)
- Yuengling lager (beer from America’s oldest brewery – only available on the East Coast and only as far west as Ohio)
- Real NY pizza (although I can get my fix from Bronx Pizza)
- Hard rolls and real Jersey bagels (if you don’t know what I mean, then you’re not from the Tri-State Area)
This year, I was home (New Jersey) for a week to celebrate Thanksgiving. In addition to spending time with my family and friends, I:
- Drank a lot of coffee
- Had Yuengling whenever it was on draft and at Thanksgiving dinner because my family bought it for me
- Got my fill of carbs via pizza, hard rolls and bagels
The amount of coffee and other Jersey treats I consumed was much higher than my normal routine. Why? It wasn’t because I was on vacation; it was because I knew I can’t get these things when I go back to San Diego.
Act now before it’s too late!
I drank a lot of coffee … a lot. The availability of the Dunkin’ Donuts coffee is limited for me, so I got it while I could – pretty much whenever I drove by one.
If I lived in New Jersey or if Dunkin’ Donuts ever returned to Southern California (supposedly they will be returning in 2014 or 2015), I wonder if I would have needed to stop for coffee so often. My guess is that while I would have enjoyed a cup or two, I would not have been driven to have a cup at every opportunity.
It’s all about the principle of scarcity. If you tell your clients that there is a limited amount of product or that you only have a few spots available, they are more likely to buy from you (or hire you).
Remove the notion that your clients can get your products or services whenever they want. Be sure to increase their motivation by limiting the time of a sale or by telling them you only have so many items left. (Of course, don’t overdo it because eventually you will lose credibility if you always only have a few items remaining.)
I hope you had a wonderful Thanksgiving and that you can end the year with an influx of business.
Let me know in the comments what you are doing to promote your business as the year ends. But make sure you comment soon because I will only be responding to comments that are left today! (Okay, not really, but I couldn’t resist.) Happy December!