How to Establish Digital Product Scarcity ...

11 replies
Here's the million dollar question:

What is your best method to establish "Scarcity/Urgency" to your prospects if you are selling a digital product?
#digital #establish #product #scarcity
  • Profile picture of the author maximus242
    To many answers to that question.

    Limited number
    Special versions
    Special price
    Time limit
    Bonuses
    etc.
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    • Profile picture of the author Aj Wilson
      Originally Posted by maximus242 View Post

      To many answers to that question.

      Limited number
      Special versions
      Special price
      Time limit
      Bonuses
      etc.
      Good reply... you could also add "Raise Price" to this list...
      i.e. Price "Bumps"...

      Regular price = $47

      First 10 copies @ $7 Dollars
      Next 10 copies @ $9 Dollars
      Next 10 copies @ $12 Dollars

      etc, etc... (you see this in wsos).

      So this is low price vs copies available.
      You can also do this with free bonuses, first get this, next 10 get that. etc.

      Which can create quick cash, testimonials and generate feedback
      when launching products to fellow warriors before public release.

      The problem here was automating and managing these bumps.

      I recently teamed up with Mike Myers from RAP-Tools.com
      to create a dynamic add to cart button.

      Here's "my" equation on Digital Scarcity and Urgency.

      Scarcity + Urgency + Social Proof = Buying Frenzy

      You can see the slide I created for this here :
      Dynamic Add To Cart Order Buttons for RAP
      (this is just a slide show, nothing to buy or sign up to)

      This is what happens on boxing day sales.

      People try snap up limited time, low prices offers...
      and try to beat fellow shoppers to the best deals... "or they might miss out".

      I wanted to create that same experience
      online for digital products as well (but automating it).

      or you can just tell that what Mal said
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  • Profile picture of the author RickDuris
    Originally Posted by Jon Steel View Post

    Here's the million dollar question:

    What is your best method to establish "Scarcity/Urgency" to your prospects if you are selling a digital product?

    Hi Jon,

    Please tell us more about your product and market and we can help you better and more.

    - Rick Duris
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  • Profile picture of the author The Copy Nazi
    Banned
    Originally Posted by Jon Steel View Post

    Here's the million dollar question:

    What is your best method to establish "Scarcity/Urgency" to your prospects if you are selling a digital product?
    You tell them they need to download it now before Obama shuts down the Internets. FOXNews.com - Senate Proposal Could Put Heavy Restrictions on Internet Freedoms
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  • Profile picture of the author mccflo99
    Say that you're going to pull the order form after a certain amount of orders; and here's the important part, really do.

    Chris Elliott
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  • Profile picture of the author CurtisN
    -take away bonuses after a certain time/date or after X copies have been sold
    -tell them how fast you sold out last time
    -have a countdown timer on the page, set for something short like 30 minutes (I don't know how to do this...but if you can, this is very powerful) which starts as soon as they hit the page...and never restarts, obviously
    -mention how big the waiting list is (or how many people are being shown the offer) and then remind them of how many spots are available (hopefully it's a big difference, lol)
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    • Profile picture of the author Daniel Scott
      Originally Posted by CurtisN View Post

      -take away bonuses after a certain time/date or after X copies have been sold
      -tell them how fast you sold out last time
      -have a countdown timer on the page, set for something short like 30 minutes (I don't know how to do this...but if you can, this is very powerful) which starts as soon as they hit the page...and never restarts, obviously
      -mention how big the waiting list is (or how many people are being shown the offer) and then remind them of how many spots are available (hopefully it's a big difference, lol)
      Great suggestions... as you'd expect from a guy who does product launches for a living

      I've seen Curtis on the JV forums - he knows his stuff.

      I'd take notes.

      I'll also add that in addition to the scarcity thing you need a reason why... and it can't be "because I'm an asshole".

      I generally use some kind of "outside pressure". That makes the author look like the good guy because he doesn't want to stop selling and/or increase the price, but he doesn't have a choice... makes the whole thing a lot more congruent.

      -Dan
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      • Profile picture of the author K.serrattan
        Just going to put down some points:

        - Exclusive membership options for first whatever amount
        - $200 value conference call with you for first 10 to buy
        - Basically check out some WSO launches and you'll gain some nice tips

        Side Note: Really good way to push scarcity is to presell your list that your product is very exclusive and top level packages will only be given to the first 200 or whatever size your list is. This is make sure the majority of your list will be foaming at the mouth when you launch.

        There are already a lot of great suggestions here so I won't keep going at this point.

        I'd like to hit on something, CurtisN said about countdown timers. Put one on your page and put emphasis on it. Fully tell them that you will take away whatever if that countdown timer hits 0:00. Why? Because this is an exclusive product that has a huge waiting list and it is first come first serve.

        I've seen this done with some big marketers and it really emphasizes the sense of urgency.

        Kris,
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  • Profile picture of the author MillionDollarCopy
    Hey Jon,
    Chris just totally nailed it. Set a specific number and tell people that when you reach it, that's it. Add a counter on the page to let them know how many are left, too. You could also create a time frame and have the time ticking away on the page, but I would only do this if you have multiple products and can swap it out for another when the time is up.

    There's a guy who does this with info products and he's nasty at it. He gives away reports and video on how to master scarcity. You can check him out at BenHartMarketing.com (I can't post the link because my post count isn't big enough yet or I would! *sigh*)

    Really good stuff, though, and exactly what you're looking for.

    Good luck!
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  • Profile picture of the author BenBrandes
    Most people use limiting the number of copies or those little scripts with a fake timer or date.

    I believe it's important to have integrity and stick to your scarcity. For example, if you say you're going to close the doors do it.

    When people realize you don't stick to your word you lose their trust. When you do close the doors (provided you've done your marketing correctly) you will be able to create a buying frenzy when you open the doors again.

    Just be sure you always justify why the scarcity is in place.

    Hope this helps!
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    • Profile picture of the author Matthew Shelton
      In an ideal world it would be done like this:

      Tell them that you want their money, your product is great, and they have to buy now because you said so, and you only have so many "said so"s available

      - and if they order now they also get a round tuit, which is an essential ingredient for success in any venture.
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