The Power of Scarcity for Lead Generation

If you look at the principle of supply and demand, you’ll notice that when supply is limited, demand goes up. Scarcity has a psychological influence on us, making us want something even more if there isn’t enough to go around. Scarcity for lead generation is great because it creates a fear of shortage, and thus a sense of urgency.

Limited Time Offers
Limited time offers are among the most popular in the scarcity category. Just think about your average car dealership. Most advertisments and commercials are based on a limited time deal. Some examples include:

  • 'Get 0% financing before it’s gone!'
  • 'Limited time only'
  • 'End of financial year ends June 30'

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Limited Quantity Offers

When something is of limited quantity, it suddenly becomes more unique or exclusive. In some studies, limited quantity or supply offers have outperformed limited-time offers. Why? Because it’s hard to tell when an offer of limited quantity will suddenly become unavailable, while a time-based offer has a known end time. Limited quantity offers are great for not only getting people to say ‘yes’ to your offer, but to avoid procrastination completely. Futher examples include:

  • '80% of apartments sold' in property markets
  • 'Only 10 seats left' for ticketed seminars and events
  • '1 of 100' ever made for limited edition products

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Limited Time and Limited Quantity

Groupon is the perfect example of using both tactics. All Groupon deals end within a certain time frame, and they limit the number of people who can buy a Groupon. That’s a powerful combination. The site also packages these scarcity tactics with discounting, which is another great value-add, especially for ecommerce businesses. Car brands also do this effectively with 'limited stock' and 'limited time' offers. 

scarcity for lead generation 

 

30 World's Best Practice Lead Generation Strategies

Written by Grant Davidson

Grant Davidson is the Managing Director, branding and marketing expert behind Davidson Branding. Grant is responsible for helping businesses grow through effective branding and marketing strategies and design.

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