In a recent LinkedIn post, Jason Feifer highlights a classic marketing strategy to overcome customer inertia and drive immediate sales, using Burger King’s 2018 app promotion as a prime example. Feifer, an entrepreneur and editor-in-chief of Entrepreneur Magazine, breaks down the psychology behind the campaign, emphasizing that the core success lay not in the offer itself, but in its ability to compel immediate action.
The Power of Urgency in Sales
Feifer points to Burger King’s bold move in 2018 where they offered a Whopper for just one cent via their app, with the crucial condition that the order had to be placed near a McDonald’s. This tactic, he explains, was designed to create a sense of urgency and overcome the natural tendency for customers to procrastinate.
“It wasn’t about the penny burger, or the trolling. It was about turning procrastination into participation.”
The results, as Feifer details, were significant: mobile sales tripled during the promotion, the app saw 1.5 million downloads in just nine days, and it climbed from #686 to the #1 spot on the iPhone app store. Feifer argues that the true genius of the campaign was its understanding of a fundamental business challenge.
Identifying Your Biggest Competitor: Inertia
According to Feifer, the most significant hurdle for many businesses isn’t direct competition from other brands, but rather the passive resistance of their potential customers. He terms this ‘customer inertia.’
“Because your biggest competitor isn’t another brand. It’s customer inertia!”
Feifer’s analysis suggests that successful sales strategies must actively combat this inertia by providing a compelling reason for customers to act immediately. He posits that simply having a good product or service is often not enough; businesses need to create a catalyst for immediate engagement.
The Key Question for Marketers
To illustrate his point, Feifer challenges business leaders to consider a critical question that can unlock their sales potential.
“So ask yourself: What would make your customers drop everything RIGHT NOW? That’s your sales strategy.”
This question, as Jason Feifer frames it, shifts the focus from long-term brand building to immediate, actionable tactics. By understanding what truly motivates a customer to act without delay, businesses can develop more effective promotions and campaigns. Feifer’s insights underscore the importance of understanding consumer psychology and leveraging it to create decisive calls to action, turning passive interest into active participation and, ultimately, sales.
📝 About This Content
This article is based on insights shared by Jason Feifer on LinkedIn.
📅 Originally posted on November 3, 2025 | View original post on LinkedIn →