|  | Words that make people buy Scarcity is used as a closing point in your salesletters in a method known as the "Take-away close"; and it's extremely effective. What happens is this... you present your case and build up on the excitement of all the benefits your product has, you make prospects slobber because they've got to have what you're selling. Then, you let them know, that there is really not that many left -- or that they'll have to wait six weeks to get it unless they order today, or any number of other techniques for "taking away" the benefits that your potential customer so badly desires. What you do in you salesletter is tell your prospect that what you are selling and he wants so bad: * Is only available for a limited time. * Is available at a discounted price only for a limited time. * Is available with the bonuses for a limited time only. * Was produced in small quantity... "We'll be out of these by the end of this week so hurry up and order right now!". * There are only 15 seats left at your workshop. * There were only 150 copies printed, and if they want one they'd better act now because you will not print those again. By creating scarcity, your prospect begins to think "Gee, I'd better get this before it's too late!", which is exactly what you want them to do. Here's a very important thing to remember when using the scarcity tactic: You need to be honest about it and appear to be honest. Make sure the scarcity is actual, factual and real. Think about it for a second. If your "Scarcity tactic" is fabricated and not honest, your prospects will perceive this, and the whole tactic will turn against you. It's kind of like using those testimonials with only the initials of the person you're quoting... it looks fake... it becomes completely unvelievable... you'll loose the trust you worked so hard to get and you will loose the sale. The scarcity tactic is an incredible motivator when used correctly. It will push your prospect over that "last bump" and get them to take the action you're after... it wil make the buy NOW!. Back to section 2 |