The seller went straight to salesy urgency tactics – classic FOMO techniques – fear of missing out
She said…
“Great news, we have a super great deal ending today.”
The problem?
I wasn’t concerned about price, I was concerned about making the wrong choice.
I was experiencing FOMU – Fear of Messing Up – not FOMO (see the book, The Jolt Effect).
- The seller missed out
- They didn’t create confidence
- The pressure to “buy now” made it harder
Huge lesson here for sellers…
As a buyer
- I was afraid of messing up
- There were so many choices
- I didn’t want to make the wrong choice
I needed a trusted advisor to help me navigate a complicated landscape.
How are you helping your buyers feel good about their decision to work with you?