When giving value to a group of my prospects I shared the value of having a marketing plan that's runs on autopilot and I shared some extra training about affiliate marketing, and the things I shared were of high value because I never shared them before and they were helping me in my business, day in and day out, so they really enjoyed the information.
I then had a time restraint on when they could get this software and I said it would be online for 3 days and after that 3 days I was taking it off because of potential market saturation and I had to take time to monitor it. The sales doubled from what I would usually sell, compared to me just saying go and buy this, here is the link.
I made sure to actually take the product off the market on the day I said I would, because people would check back to see if I was still available!
The difference was they saw the value in having this tool and they feared the loss of not having this if they waited too long. This is one way to apply "fear of loss". Inject some entertainment into your presentation, whether it is in writing or in video. No matter how serious the subject maybe there's always some humor or entertaining snippets you can inject at appropriate times.
... Another way to apply fear of loss is to have a timer on the sales page (granted this can only be done if it's your sales page) but if you decide one day to create a sales page to sell your own product instead of being an affiliate of some someone else's product, be sure to test this out and you may find it spike your conversation to sales by 5 - 10%
Another way to apply this strategy is to limit the quantity of people who can join. I personally think this way is a bit cheesier but it works, it is also very tempting to be dishonest about how many people you actually let in so take this into consideration also.
This is especially easy to do with coaching because everyone will want your personal 1on1 time with them and their business, this can be extremely time constraining so price it realistically! This is something you can price for a really high margin because of the hours invested with each client.
If you hang on long enough and make up your mind that this will work for you then eventually everything will start falling into place, so persevere!
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