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  • #7010260
    False Scarcity
    Frederick Heppell
    Participant
    Oct 13, 2022

    Hey all,

    I wanted to get the community’s thoughts on using fake scarcity in pitches. I work for a digital marketing agency in the UK, with clients all over the English-speaking world.

    My company’s process is to include an RRP amount for the services (either monthly or one-off like websites) and then have a discounted rate (our old pricing) that is available for X weeks, at which point the price goes up. Even if they go over the deadline we’ll still offer the lower price.

    I’ve only had 1 negative piece of feedback around this in my 2 years being here and goodness knows how many proposals I’ve sent out.

    Do you use any fake scarcity? There are actually times when we do increase our pricing. At first, I did find it somewhat disingenuous and a bit sketchy to do this. I have become more comfortable in using it as a tool to get a prospect to make a decision rather than ‘I’ll think about it’

    This is what my manager has said ‘When people are faced with a decision to spend money, they’ll often delay the decision. They’ll stay in this painful stage of procrastination for quite a while unless something causes them to need to move quickly.’

    What do you think?

    #7010262
    Will Barron
    Keymaster
    Oct 14, 2022
    Will Barron Oct 14, 2022

    The problem is, everyone knows the pricing is fake and so it doesn’t drive any action.

    We do the opposite, the price to get signed up is $3800. Doesn’t matter if you sign up 100 reps, it’s still $3800 per seat.

    Now, if we did a sale to generate cash for a project, capitalize on some publicity or whatever it is, our prospects would leap at the chance of buying at a discount and so the scarcity has been effective.

    I think what you’re really looking for is to beat the status quo that your prospects are in.

    We cover that here –

    Video – https://app.salesman.com/lessons/blockers/
    Worksheet – https://app.salesman.com/lessons/blockers-2/

    #7010265
    Frederick Heppell
    Participant
    Oct 18, 2022
    Frederick Heppell Oct 18, 2022

    Cheers, Will. Thank you!

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