August 19


Why Creating Urgency Is The Secret to Making More Money

By Hanson Cheng

August 19, 2023

  • minute read
  • Last Updated on August 19, 2023 by Hanson Cheng

    Creating urgency is a strategy used in marketing and sales to encourage potential customers to take immediate action. It involves creating a sense of urgency and importance around a product or service, which in turn drives people to make a purchase.

    This powerful technique is used across many industries to compel people to act fast and avoid missing out on opportunities. In this article, we will explore the various ways of creating urgency and discuss its importance in the world of business.


    Creating urgency is the act of communicating a sense of urgency to a customer or audience to encourage prompt action. It is a critical aspect of marketing that aims to motivate potential customers to act quickly and make a purchase or decision. The creation of urgency is different from the use of fear tactics, and it is not intended to create a sense of panic in customers. Instead, it is a means of offering solutions to problems that customers may be facing, providing a sense of urgency to address them. Effective urgency creation involves the use of strong, actionable language, compelling visuals, and clear deadlines that motivate customers to act quickly.

    Factors that Create Urgency


    Scarcity is an effective tool used in marketing to create a sense of urgency in potential customers. The concept of scarcity is based on the notion that people tend to value things more when they perceive them to be scarce. By highlighting the limited availability of a product or service, marketers can stimulate demand by creating a sense of urgency. This approach is particularly effective when coupled with a clear call-to-action (CTA) that encourages potential customers to take action before it\’s too late.

    One of the most effective ways to create scarcity in marketing is by limiting the quantity of a particular product available for purchase. This is often seen in limited edition or collector\’s items, which are only available for a short period of time. Another approach is to offer a time-limited discount or promotion, such as a flash sale, which creates a sense of urgency by emphasizing the fleeting nature of the offer. In both cases, the goal is to encourage potential customers to act quickly before the opportunity passes them by.

    Scarcity can also be used in a more subtle way by creating the impression of high demand. For example, a company might highlight the popularity of a particular product or service by mentioning how many other customers have already purchased it. By doing so, they are using social proof to demonstrate that the product is in high demand and therefore scarce. This approach can be particularly effective in the early stages of a product launch when it\’s important to generate buzz and excitement.

    Overall, incorporating scarcity into marketing campaigns can be an effective way to create a sense of urgency among potential customers. Whether it\’s through limited product availability, time-limited promotions, or the impression of high demand, the goal is to encourage customers to act quickly before the opportunity passes them by. To be most effective, it\’s important to use scarcity in a way that feels authentic and aligned with the overall brand message, as customers are quick to spot inauthentic attempts to manipulate them.

    Limited Time Offers

    The use of limited time offers is a commonly used tactic in creating urgency for consumers. By placing a timer or deadline on a particular sale or discount, businesses can effectively make consumer feel like they have a limited amount of time to take advantage of a great offer. This can lead to a fear of missing out (FOMO) on the opportunity and can ultimately result in a purchase. Limited time offers are particularly effective when used in conjunction with other urgency tactics, such as scarcity or social proof.

    While it may seem like a simple strategy, the implementation of limited time offers can require careful planning and execution to be effective. For example, the offer must truly be limited and not easily extendable, or the tactic could lose credibility with consumers. Additionally, the time limit must be made clear and easily visible to the consumer. Done correctly, limited time offers can create a sense of urgency and drive sales for businesses.

    Fear of Missing Out (FOMO)

    One effective way to create urgency is to tap into the fear of missing out (FOMO) that people experience. This phenomenon occurs when individuals feel anxious about not being included or missing out on something that others are enjoying. Those who experience FOMO often take action quickly to avoid the feeling of being left out. Marketers can leverage this sense of urgency by highlighting how their product or service is in high demand or may not be available for long.

    By framing the message in a way that emphasizes the potential loss of an opportunity, marketers can encourage customers to act quickly in order to avoid missing out. This approach can be particularly effective for products or services that are exclusive or have limited availability. Overall, by tapping into the FOMO that people experience, marketers can create a sense of urgency that motivates action and drives sales.

    Social Proof

    Social proof is a powerful technique utilized by marketers to create urgency in prospective buyers. This technique operates on the principle that people are likely to follow the actions of others in similar situations. Social proof is a type of persuasive social influence that demonstrates the popularity and trustworthiness of a product or service through references from previous customers. Examples of social proof techniques include customer reviews, ratings, testimonials, and case studies.

    By leveraging social proof, businesses can create a sense of urgency in their prospective buyers by highlighting the number of users that have engaged with their product or service and by depicting customer satisfaction through positive reviews and ratings. Research shows that social proof is a highly effective tactic for generating conversions as customers tend to rely on the opinions of others to make informed purchase decisions.


    Authority is a powerful tool in creating urgency. Consumers want to trust the businesses they buy from, and establishing authority can help foster that trust. Authority can come from a variety of sources, such as industry awards, certifications, or expert endorsements. By showcasing these qualifications on your website, social media, or marketing materials, potential customers will be more likely to view your business as a credible source.

    One effective way to establish authority is by demonstrating expertise in your field. Providing informative content through blog posts, videos, or webinars can show your audience that you know your subject matter inside and out. This can increase trust in your business and make consumers more likely to purchase from you.

    Another way to establish authority is by partnering with well-known brands or individuals. Collaborating with a respected industry figure or featuring well-known clients on your website can help add to your perceived authority.

    It\’s important to note that while authority can be an effective way to create urgency, it\’s not the only factor. Consumers are still looking for products and services that meet their needs and provide value. It\’s important to balance the use of authority with other factors, such as social proof, emotional triggers, and limited time offers, in order to create a well-rounded urgent message.


    The creation of urgency is an essential aspect of business success, as it is crucial for encouraging people to take action. This can be accomplished through a variety of methods, including creating time-sensitive offers, using persuasive language, and creating a sense of scarcity. A sense of scarcity can be created by offering limited quantities of products or services, or by limiting the time in which a particular offer is valid. Time-sensitive offers can be created by offering special discounts or deals that are only available for a limited time. Persuasive language can be used to create a sense of urgency by emphasizing the benefits of taking action, as well as the negative consequences of failing to act.

    Creating Urgency-FAQs

    What is creating urgency?

    Creating urgency is the process of getting people to act quickly by making them feel like there is a limited time or opportunity to do something. When executed correctly, urgency can motivate individuals to take action and prevent them from procrastinating.

    Why is creating urgency important?

    Creating urgency is important as it encourages individuals to take action by making them feel like there is a sense of urgency. By creating a sense of urgency, you can increase conversion rates, prevent procrastination, and get people to act quickly.

    How can I create urgency in my business?

    There are several ways to create urgency in your business, such as time-limited offers, limited stock availability, and using countdown timers. You can also offer exclusive deals or discounts that are only available for a short period.

    What are the benefits of creating urgency?

    The benefits of creating urgency include increasing sales, improving conversion rates, preventing procrastination, reducing cart abandonment rates, and creating a sense of excitement and anticipation.

    What is the best way to create urgency in marketing?

    The best way to create urgency in marketing is by using a combination of techniques such as scarcity, time-limited offers, and creating a sense of exclusivity. You can also use social proof, urgency-inducing words and emotional appeals as part of your marketing strategy.

    When should I use urgency in my marketing campaign?

    Urgency should be used strategically and only when appropriate. You can use urgency during product launches, holiday promotions, or when you have a limited stock of a product. However, overusing urgency can lead to a decrease in trust and negatively affect your brand’s reputation.

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    Hanson Cheng

    About the author

    Living in Portugal with my wife and puppies.
    Scaling online businesses and sharing lessons learned on this website and in our email newsletter.

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