How to Create Urgency in Sales: 8 Non-Pushy Strategies

What Is Urgency in Sales?

Urgency in sales is a strategic approach to accelerating customers' purchasing decisions.

The purpose of this strategy can be seen as a powerful motivator that triggers fear of missing out (FOMO) in customers, making them rush to buy.

From a psychological perspective, this approach is rooted in the principle of scarcity. According to Robert Cialdini, the perceived value of an item tends to increase if we think it is in short supply or available for a limited time.

Therefore, this strategy effectively exploits this natural instinct by creating scenarios where products or services are scarce or time is limited.

The balance between creating urgency and providing sufficient value is crucial. The idea here is not to force customers to buy but rather to nudge them to realize the potential opportunity they may “miss” if they don't act now.

Essentially, it revolves around using urgency in sales, convincing customers that now is the best time to buy.

How Urgency Affects Purchase Decisions

The idea of urgency in marketing taps into the Fear of Missing Out (FOMO), which drives about 60% of consumers to make purchases within 24 hours of seeing an offer, according to research.

This shows how urgency can prompt quick buying decisions by playing on our natural fear of missing out on something good.

Urgency elicits a psychological response that makes an item more appealing, especially when it's seen as scarce.

Consumers often respond strongly to the possibility of missing out on a limited-time offer or an exclusive deal, which makes the opportunity seem more valuable due to its rarity.

It's worth noting that urgency also influences everyday purchasing habits.

For instance, a Bankrate survey revealed that 2 in 5 social media users make impulsive purchases driven by urgency, often because of what they see in their social media feeds.

Create Urgency in Sales with 8 Effective Strategies + Real Examples

Just like we've all experienced, a sense of urgency can make us jump into action.

This feeling of 'now or never' can be a big driver in our shopping choices.

But the trick is maintaining a balance.

You don't want to pressure your customers, just give them a little nudge.

So, let's dive into one of those smart tactics I mentioned earlier, shall we?

1. Notify About Low Stocks

Informing your customers about your low stock levels taps into a fundamental principle of human psychology - the fear of missing out.

When we know an item is about to run out, it creates an urgency within us to act immediately, to grab the item before it's gone for good.

Example of Creating Urgency in Sales:

A screenshot of an online clothing store's webpage with various apparel items on sale.

Why it’s effective?

The text "Only 4 Left" on the product page instantly signals scarcity to potential buyers.

This method leverages the psychological principle of scarcity, as outlined by Robert Cialdini, where items perceived as limited in availability are seen as more valuable.

By indicating that only a few pieces remain, it prompts customers to act quickly to avoid missing out, effectively accelerating the decision-making process.

How You Can Implement This Strategy Effectively:

Use systems that automatically update and display inventory levels on your website to ensure accuracy.
In your marketing emails, social media posts, or homepage banners, highlight low-stock items.
Show cart abandonment popups or push notifications reminding customers that the items in their cart are running low in stock.

2. Show Recent Purchases, Testimonials & Reviews

When potential buyers see others actively purchasing and enjoying your products, it builds trust and credibility and encourages them to purchase themselves.

This method is particularly effective because it creates a sense of popularity and urgency; When generally see others making similar choices, we tend to join them.

Examples of Creating Urgency in Sales:

Showing Real-Time Recent Purchases->

Why it’s effective?

When I visited this website, I was greeted with the following notification: "Someone from Yonkers, New York, recently purchased the Petite Delancey Top. Thanks love! 16 HOURS AGO."

This statement is a strong indication that the product is desirable and in demand. Additionally, the real-time aspect of these updates adds urgency, suggesting that the product is popular and could sell out soon, which can accelerate the purchasing decision.

How to Implement This Strategy Effectively:

Integrate real-time notifications showing recent purchases that popup or appear on your website.
Create a section on your site dedicated to currently trending products based on real-time sales data. This highlights the items' popularity and may sway hesitant buyers to purchase.
Encourage customers to mention how quickly items sell out in their reviews. “I got the last one!” Phrases like or “I'm lucky to find it still in stock!” It can increase the sense of urgency for other potential buyers.

3. Offer Seasonal/Event-Based Discounts

Seasonal campaigns and event-based discounts create a compelling reason for customers to act quickly.

Additionally, it gives the impression that the urgency is determined by the natural cycle of the year, not you, so they never looks pushy.

Example of Creating Urgency in Sales:

Why It’s Effective?

The banner that says "Summer Sale Starts: Enjoy 20% off sitewide until midnight on July 4th," works effectively because it gives customers a clear deadline, which pushes them to act quickly to get the deal. The specific end time—'midnight on July 4th'—adds to the sense of urgency, motivating customers to purchase sooner.

How to Implement This Strategy Effectively:

Identify key dates and seasons that resonate with your customer base, such as back to school, Black Friday, or the beginning of summer, and plan your sales around those times.
Start promoting your seasonal sales in advance with teaser ads and previews. Increase promotions closer to the date to remind customers of the upcoming deadline.
Design your marketing campaigns to reflect the theme of the season or event.

4. Offer Bundle Deals for Limited Periods

Package deals, especially those valid for a limited time, use the economic psychology of getting more for less.

When customers see that they can get more value for their money, but only for a short period of time, this enables them to make quicker decisions.

This is an attractive offer because it offers both savings and exclusivity.

Examples of Creating Urgency in Sales:

Blume's Sweet 6 Birthday Bundle

Offer Bundles that is Example of Creating Urgency in Sales

Why it’s effective? Tying this bundle offer to Blume's 6th anniversary perfectly increases the sense of urgency.

This not only celebrates a milestone by asserting the longevity and reliability of the brand, but also creates temporary urgency with special festive discounts! Wisely!

The bundle becomes irresistible by offering more products at a lower price during the birthday event.

Bruvi Bundle Deal

Why it’s effective? Offering the Bruvi Brewer along with coffee pods at a significant discount creates a compelling reason to purchase immediately.

The deal not only includes a price cut but also highlights substantial savings, making it more tempting and urgent for the customer.

5. Use Countdown Timers

Countdown timers provide a constant visual reminder of how much (or little) time is left to take advantage of an offer. This is psychologically challenging because it taps into the human fear of missing out (FOMO).

As the timer approaches zero, it may trigger the response to take action now rather than later to avoid missing an important opportunity.

Example of Creating Urgency in Sales:

Why it’s effective?

As shown in the image, there is a countdown timer prominently displayed on the side of the product. The timer counts down the days, hours, minutes and seconds until the offer expires; in this case the offer is "Only this week!" It is limited to.

The high visibility and constant updating of the timer creates a strong urgency to buy before time runs out.

How to Implement This Strategy Effectively:

Place the countdown timer in a prominent place on your website, near the offer. It should be one of the first things a visitor sees to grab their attention immediately.
Pair your countdown timer with special deals, such as limited-time discounts, exclusive releases, or seasonal sales, to maximize the urgency.
Include countdown timers in your marketing emails to create anticipation and remind recipients of the limited time remaining to access special offers.

Bonus: If you want to use a countdown timer on your website right now, you can increase the urgency in your sales by following the steps here: How to Create a Countdown Timer Popup (With Examples)

6. Create Waitlist

When a product has a waitlist, it shows how much people are looking forward to it, and its limited availability makes it even more exciting.

This not only makes the product seem more valuable, but it also creates a sense of urgency, so customers feel like they need to act quickly to get their hands on it.

Being on a waitlist can also make customers feel more committed to buying the product, as they've already taken the first step towards getting it.

Example of Creating Urgency in Sales:

As shown in your image, Hiut Denim Co. effectively uses a waitlist to build anticipation for their next "short run" of products.

By inviting customers to join the waitlist, they not only gather potential buyer information but also create a built-in audience ready to purchase as soon as the product is available.

How to Implement This Strategy Effectively:

Place waitlist invitations clearly on your product pages, especially for items that are out of stock or yet to be released. Ensure it's one of the first things a visitor sees.
Let your customers know what joining the waitlist means, including potential wait times and the exclusive benefits of signing up, such as first access or special pricing.
Keep your waitlist subscribers informed about their status and remind them periodically about the upcoming availability.

7. Provide Early Access to New Products or Sales

By providing early access, you tap into your customers' desire to be first, which can be a powerful motivator.

This approach also creates a VIP atmosphere around your offerings, increasing perceived value and urgency. Customers often fear missing out on something exclusive more than missing out on a regular sale.

How to Implement This Strategy Effectively:

Offer exclusive membership or sign-up perks that include first dibs on new products or sales.
Send out early access invitations via email to your most loyal customers or those who have opted in for notifications.
Set a clear start and end date for early access to emphasize the limited window of opportunity.

8. Try BOGO Tactic

BOGO deals are effective because they promise immediate added value. When customers perceive that they are getting more for their money, purchasing decisions can be accelerated.

Especially the fact that these offers are limited makes the deal seem too good to pass up, increasing the urgency.

Example of Creating Urgency in Sales:

Why it’s effective?

As shown in the image you provided, Pela Case's Summer BOGO Sale is an excellent example of using this tactic. The promotion is framed as a seasonal event, enhancing its appeal through exclusivity and timeliness.

The inclusion of a summer theme, coupled with the BOGO offer, creates an immediate incentive for customers to purchase now rather than later, knowing the deal is seasonal and won't last long.

How to Implement This Strategy Effectively:

Clearly state the terms of the BOGO offer to avoid any confusion. Make sure customers understand what qualifies as the "buy one" and what they get as the "get one free" part of the deal.
Emphasize the limited-time nature of the promotion. You can enhance this by tying the BOGO deal to specific events or seasons, as seen with the Pela Case summer promotion.
Use email marketing, social media, and popups to promote the BOGO offer. Consistent messaging across these channels will help ensure that your customers are aware of the deal.

The Importance of Creating Urgency in Sales

Creating urgency in sales is more than just a strategy—it's a cornerstone that significantly enhances your customers' decision-making process. By cleverly use a sense of urgency, businesses can speed up purchasing decisions without making customers feel pressured.

Accelerates Decision-Making: Creating urgency in sales is about speeding up the customer's decision-making process.

By introducing elements of scarcity and limited availability, as mentioned earlier with the principle of scarcity outlined by Robert Cialdini, customers are nudged to make quicker decisions.

Enhances Perceived Value: Urgency inherently increases the perceived value of a product or service. When an item is scarce or available for only a limited time, it appears more desirable.
Cultivates Competitive Advantage: Differentiating your product or service is key. Urgency can serve as a differentiator by making your offers stand out.

As consumers perceive urgent deals as special and valuable, they are more likely to choose them over others that lack the urgency factor.

Balances Demand and Supply: Effectively using urgency in sales also helps businesses manage their inventory more efficiently, balancing demand and supply dynamically.

Companies can avoid overstock and understock situations by prompting sales through urgency tactics.

Final Thoughts on Creating Urgency in Sales

Creating urgency in sales, when done right, can be a powerful tool to drive quicker purchase decisions and increase your sales.

Remember, it's not about pressuring customers, but about making them realize the potential of what they might miss if they don't act now.

Urgency helps customers cut through their indecisions and compels them to act.

All the strategies I've listed here, from low stock notifications to seasonal discounts to the BOGO tactic, are simple ways to give your sales a significant push. They tap into the same principle - human psychology's urge to grab a good deal before it's gone.

But the underlying principle of honesty and trust between you and your customers should not be compromised.

FAQ

1. How to Create a Sense Of Urgency to Close a Sale?

Creating a sense of urgency isn't about forcing a rushed decision, it's about highlighting the benefits of acting promptly.

You could use techniques like time-limited discounts or exclusive bundles. It can also be beneficial to present evidence of high demand for your product or service, which could be customer reviews or real-time updates on how many items are left in stock.

2. How to Create Urgency in B2B Sales?

B2B sales cycles tend to be longer, but urgency can still be effective. The key is to understand your buyer's needs fully and align urgency with those particular needs. If you can identify a pressing challenge that your product or service can resolve, stress the immediate benefits to be gained or losses prevented by acting quickly. Also, limited-time special offers or add-ons are traditional yet useful tactics.

3. How to Create Urgency Without Being Pushy?

Creating urgency without being pushy comes down to one element—authenticity. Make sure any scarcity or time limit you introduce is real, not just a sales tactic.

It's also important to provide genuine and valuable information aiding decision-making, not just stressing the need to act fast. Align your communication with the buyer's needs and respect the buyer’s decision-making process.

4. What Is an Example of Creating a Sense of Urgency?

An ecommerce store could create a sense of urgency by displaying a low stock alert on a product page—"Only 2 items left in stock, order soon!" Alternatively, a B2B software provider could offer additional services at no extra cost for customers who choose to buy within a specific timeframe.

These strategies convey urgency, boost perceived value, and encourage prompt action, but aren't overly aggressive or manipulative.