Articles on scarcity

How to use urgency and scarcity to get your prospects to buy sooner rather than later

By Markus Allen, Publisher of Marketing-Ideas.Org


articles on scarcity
This site owner backs up his claims of scarcity with a screenshot... proving to his visitors that his limited-time offers are indeed legitimate.

I

t's natural for humans to procrastinate and delay a purchase because they're fearful of making a mistake.

One surefire way to nudge your prospect to a purchase is the ethical use of scarcity. Scarcity exploits their innate fears to get them to buy sooner rather than later.


Here are 7 proven ways you can turn procrastinators into buyers:


Pre qualify non-buyers
Copywriters use a "negative qualifier" tactic (reverse psychology) to discourage browsers or "tire kickers" from reading on. In theory, this is a way to bond with non- tire kickers.

Here's an example written by copywriter Michael Fortin for the John Reese Traffic Secrets home study business course:


"It's not that I don't want people to learn these techniques, and go and profit from using them. Not at all. In fact, it's the very reason why they were included! But it's just that, in this case, these strategies happen to be ones that I honestly don't want "everyone" learning and using... as they can and most likely will have an impact on others..."


Keep it real
Instead of pressuring your prospect to buy in the next 60 seconds, offer a real honest to goodness deadline (and back it up with a logical reason why).


Extra bonus
Instead of discounting your products for any order before a deadline, I suggest you offer a bonus instead.

For example:


I was able to grab 42 copies of the DVD "Great Southern BBQ" -- and I'm including this with your order of any grill on this page... but once I run out, you won't see this offer again.


Price testing
A growing number of marketers are using a "price test" tactic pressure their prospects away from procrastinating. This tells us the idea works.


Limited capacity
If you can only handle 4 new clients this month, say so.


Be the first
Remind your prospects how it's to their advantage to be the first to use your product (before their competition does).



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