The dated offer: an honest reason to decide now
"I'll get back to you" is the most expensive answer in sales. A dated offer turns maybe into yes or no, without lying about scarcity.
An interested prospect who doesn't sign rarely lacks money or desire. They lack a reason to decide now. Without a deadline, the decision slides from week to week.
What a dated offer is
It's an offer valid until a precise date, for a real reason:
- a slot available in your schedule that you'll then offer to someone else;
- a launch price that ends on an announced date;
- a start possible next week, then not for another month.
The condition: it must be true. Fake scarcity ("only 2 spots left" when it isn't so) destroys trust, and it's a misleading commercial practice.
Example message
Hi Julien, I can start working with you next Monday.
I'll hold that slot until Thursday 6 pm, after that I'll offer it to the next person on my list.
Shall we go?
Why it works
A deadline forces a decision. You get either a yes or a clear no. And a clear no is valuable: it tells you what to improve (price, timing, offer) and frees your energy for another prospect.
The rules to follow
- One deadline, never pushed back: otherwise it stops meaning anything.
- A short but reasonable window: 48 to 72 hours.
- No pressure if the answer is no.
The number to track
Firm answers, yes or no, divided by dated offers sent. A high rate of firm answers matters more than a high rate of yeses.
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