Scarcity
And we come to what is the most powerful of all triggers: the fear that we are going to miss out on a great deal. The fear of missing out on something pushes logic right out the window and turns buying into a purely emotional exercise.

Scarcity can be created many different ways. A time- limited price break. A limited number of people receiving a special packaged deal. A rare opportunity to work directly with the owner for qualifying prospects.

All of these techniques create urgency in your prospects' minds. They buy first, then ask questions later.

One word of warning - use scarcity with extreme caution.

As a contractor, you need to leave behind a trail of super-satisfied customers. Social proof and liking originate from treating past customers right. Make sure that whatever service you deliver WOWs your customer. Don't use scarcity to close the deal on in inferior offer or service. Use it to close the sale with someone who really should be hiring you.

Ron Roberts, The Contractor's Business Coach, teaches contractors how to turn their business into a profit spewing machine. To receive Ron's FREE Contractor Best Practices Newsletter visit www.FilthyRichContractor.com.