You Want It? You Can’t Have It! Scarcity Rules.
In the past few weeks I’ve been going through the Dr. Robert Cialdini’s 6 Pillars of Influence:
3: Scarcity (see below)
4: Liking
5: Consistency
6: Reciprocity
“Magic Bus, Magic Bus, Magic Bus, Magic Bus
I want it, I want it, I want it…(You can’t have it!)
Think how much you’ll save…(You can’t have it!)]
I want it, I want it, I want it, I want it … (You can’t have it!)” Magic Bus, by The WHO
A great example I heard recently that exemplifies how important scarcity is for buying decisions was the case story of Lululemon. They purposely ensure they short-ship their shelves so people feel compelled to buy the coveted item RIGHT away.
Something that is rare, something that you cannot always access, is somehow more appealing.
Just like those informercials that count down the last few minutes – and once your time is up, so is the offer.
If we can’t get it within that timeframe, we seem to want it even more. (Or simply have to make a decision)
- Time limited sales and offers.
- Only the first 100 people.
- Only if you’re in the VIP club
TAKE ACTION!
First: Write down at least 1 way you can add scarcity to your product offerings. Can you provide something “exclusive” or time sensitive?
Second: Share your solution below (even better if you link to your website or blog to show us what you’ve done!)
Third: If you’re not signed up for the newsletter already, enter your email.
And finally, if you like this post – be sure to use the Social tools below (tweet it, share it on Facebook or LinkedIn)
Be sure you stay tuned to next week….all about “LIKING” (you like me…you REALLY LIKE me! – Sally Field)
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Source: Brian Solis
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