I recently moved a little bit higher in to the Northwest of the US. When looking for a place to live, I was able to do it leisurely. I browsed several different apartments over the course of a couple days. I was able to compare prices, compare locations and mull over my decision.
There was absolutely no hurry and we even got to negotiate a great rate at the apartment we chose. Why?
Because we were the only ones looking for a place to live. The town I moved to was a college town and students tend to move in and sign leases at the same time each year… the summer. But it wasn’t summer, it was April. That meant we, as renters, were scarce.
But five months later it was time too find a new place. I found a nice looking apartment complex right in the middle of downtown (very appealing). There was one unit available so I went to check it out. Turns out the unit was the PENTHOUSE of the building. Meaning top floor with huge windows peering out at the bay. Mountains tower over the water and the sun sets over them.
It was summertime and the unit had just become available… We knew there would be no limit to the number of people wanting this apartment. We stopped browsing. We called immediately and secured the apartment without negotiating a better price.
Why? Because we were no longer scarce. Instead, the offer was now scarce.
This management company ensured our business because there wasn’t time to procrastinate or browse other options.
Can you do the same thing with your offer? You better believe it. In fact, if you don’t your sales letter probably sucks.
Just think if you don’t give your reader any reason to act immediately. They feel no pressure to order, which means they probably won’t.
They’ll decide to ’surf’ around for a better deal or consider other options… but probably will forget about your offer altogether. That’s how you lose the sale you should have gotten.
Adding Scarcity keeps that from happening. Scarcity commands them to act immediately without leaving the page. Here are some examples.
I jumped in to Michel Fortin’s coaching program when it was $300/month, because there were only a few spots at that price. After that the price would jump to $400/month, then $500 and so on. That’s using Scarcity by limiting the offer.
Many of you bought my 24 hour special last week because you knew if you waited, you might have to pay $25 more for the product. That’s using Scarcity by limiting the time.
For the next product I release (which will be on adding Scarcity), the first X number of people will receive a free gift for acting fast. That’s using Scarcity by limiting the quantity.
I’ll go in to each of these in more detail very soon.
In the meantime, why don’t you leave a comment with your ideas for adding Scarcity to your sales letter. The best answer will get a free review copy of the “Scarcity” product when it debuts soon.