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Best way to use Scarcity

by esk
15 replies
Hey

I've just completed my sales letter. I thinks it's really good but I have a lack of scarcity. There is no reason for the prospect to buy right now.

I'm selling an Audiocourse plus one ebook. So for obvious reasons I have an unlimited supply of my course. I don't want to use the scarcity that my bonuses are only available if they buy today. Because i always thought that this is so lame, before i started out with internet marketing. I've read salesletters which said "You only get this bonuses if you act right now". I checked back another day and read the same thing. So i don't want to you use this scarcity.

Could you please give me some ideas for other scarcity factors that I can use. I would really appreciate your answers.

thanks
#scarcity
  • Profile picture of the author ReachOneMedia
    Can we see your copy?

    url please
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  • Profile picture of the author esk
    if you do understand German I give you the url
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    • Profile picture of the author ReachOneMedia
      Originally Posted by esk View Post

      if you do understand German I give you the url
      Oh! the copy is in german...
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  • Profile picture of the author esk
    yes, the copy is in German. Do you have some idea for scarcity?
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  • Profile picture of the author ReachOneMedia
    what's your sales funnel look like?
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  • Profile picture of the author ReachOneMedia
    are you doing a big launch with partners?
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  • Profile picture of the author esk
    no it's not a launch, it's a product which will hopefully stay on the market forever.
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  • Profile picture of the author esk
    I give a lot of very good content in my sales funnel also proof elements and a sample
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  • Profile picture of the author ReachOneMedia
    so they get to a squeeze then see your sales letter then you follow up with them

    is that correct?
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  • Profile picture of the author esk
    yes that's correct
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  • Profile picture of the author amo992
    Scarcity is a must.

    Logically, diamonds CANNOT be worth more than water.

    Scarcity can be presented in many ways, but the root is always in opportunity cost or the loss of the ability to do something else. An easier way to think about this is the value of time.

    Off the top of my head, a simple scarcity tactic that you could "ethically" use is by framing the customer into 'scarcity of demand.' As in, not many people have the opportunity to see this, let alone, buy it. An after thought (after reading the study), follow up the scarcity tactic with a disrupt-and-reframe call to action.

    Just read the following study:
    Cross-national differences in proneness to scarcity effects: The moderating roles of familiarity, uncertainty avoidance, and need for cognitive closure - Jung - 2004 - Psychology and Marketing - Wiley Online Library

    My suggestions are
    1. Definitely use scarcity, Germans, like Americans and British, are more prone to it.
    2. Create certainty of definition in the product
    3. Try to force a quick decision after scarcity is applied, so place the technique close to the end of the letter
    4. The more novel the product, the better

    good luck
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  • Profile picture of the author Alex Cohen
    Originally Posted by esk View Post

    Hey

    I've just completed my sales letter. I thinks it's really good but I have a lack of scarcity. There is no reason for the prospect to buy right now.

    I'm selling an Audiocourse plus one ebook. So for obvious reasons I have an unlimited supply of my course. I don't want to use the scarcity that my bonuses are only available if they buy today. Because i always thought that this is so lame, before i started out with internet marketing. I've read salesletters which said "You only get this bonuses if you act right now". I checked back another day and read the same thing. So i don't want to you use this scarcity.

    Could you please give me some ideas for other scarcity factors that I can use. I would really appreciate your answers.

    thanks
    To create urgency, normally your offer must have some kind of limit. There's several techniques that can be used effectively with digital products, but I'll be surprised if any professional copywriters reveal them here. After all, we've got to keep some secrets!

    Short of hiring a professional, here's a suggestion:

    1. Instead of creating one product which you hope to sell forever, create a series of products. One a month, one every three months, whatever. Each one more expensive than the last.
    2. For each product, set a limit of how many you're going to sell.
    3. And stick to it. When that number is sold, close the offer.
    4. Assuming your products are good and provide real value, they'll sell like hotcakes each time.

    More work? Yep. More profits over the long haul? Probably.

    Alex
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    • Profile picture of the author Summertime Dress
      sell a limited number at a discount and then price increase...WSO's always sucker me in...
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  • Profile picture of the author Daniel Scott
    esk,

    This one's simple... but not easy...

    ...you simply show the price of NOT taking action RIGHT NOW.

    People have problems. Remind them that the problems your product solves will NOT go away on its own, and all they have to do to begin the relief process is to purchase.

    -Daniel
    Signature

    Always looking for badass direct-response copywriters. PM me if we don't know each other and you're looking for work.

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  • Profile picture of the author jackgm
    Something like "The following free bonuses worth $xxx can be guaranteed for only xx hours xx minutes".

    Set up a script so that if the same person comes 12 hours later, he sees the appropriate number of hours left, not the same hours each time.

    You can recognize the person by his IP or by dropping a cookie onto his browser. Just some food for thought.
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