How to sell more using the scarcity trigger
Posted: Tue Jan 21, 2025 5:42 am
What are mental triggers?
Many people, despite having heard about mental triggers, still cannot identify opportunities to use one.
This strategy involves sending certain stimuli to the human brain and thus unconsciously influencing the purchasing decision. They are present in everything from a simple decision about what to eat to the purchase of one product over another.
These stimuli are so subtle that we don't even realize we are being influenced when we come across these triggers. This is due to neuromarketing, which combines biology, marketing and other sciences to persuade the consumer.
It is important to mention that these stimuli are related egypt whatsapp data to cultural and social aspects and the person's basic needs, which means that there are mental triggers that can be common among members of the same group.
To achieve good results in a business's marketing strategies, try to persuade decision-making in the purchasing journey through the use of mental triggers. Experts seek to understand the behaviors, feelings, tastes and preferences of consumers, as well as understanding what leads them to buy, in order to approach them effectively.
How are mental triggers useful in digital marketing?
Mental triggers are becoming a target for digital marketing professionals precisely because of their effectiveness and power to increase sales. After all, well-thought-out planning and strategy with mental triggers will be able to transform and influence the purchasing decision of many customers.
Furthermore, they are easy to put into practice, especially on digital channels.
According to a survey conducted by Neotrust – one of the main sources for those working in the digital market – there has been continued growth in online sales in Brazil. 78.5 million online purchases were made in the first three months of the year, an increase of 57.4% compared to the same period last year.
Therefore, if you are not yet using this type of strategy and are not using mental triggers, you are missing out on business opportunities.
Therefore, if you want your audience to buy more, know the main mental triggers:
belonging;
reciprocity;
scarcity and urgency;
commitment and consistency;
social proof.
However, at this point we are going to focus on the scarcity trigger and how it can be efficient in your strategies to increase sales!
Mental Trigger of Scarcity
The scarcity trigger is a famous copywriting technique that is almost always related to time, price and quantity. In other words, people limit a certain offer, informing how long it is valid at the promotional price and how many units are available for purchase.
This trigger creates a sense of urgency in people, causing them to make a quicker decision and make the purchase.
We can illustrate scarcity with practical examples that occur in commerce: sales, Black Friday, stock clearance, fairs, ticket sales in batches (the first batch is cheaper and the others are more expensive) and so on.
Some of the main examples of scarcity triggers are:
“Run, last units!”;
“Only X items left in stock”;
“Last unit”;
“Limited places for the course”;
“XX% discount only for the first 6 buyers”;
“We only have 4 more items available at this price”;
“Ends in XXX hours”
“The first XX orders will receive an exclusive gift.”
Shortage in the Digital Market
If your company or digital business works with monthly closing targets, one of the tactics you can use is to offer a special price for quote requests that come in through the website during the last days of the month. For example, you can get back to the person and say that if the person closes the deal by the 30th of that month, you can still maintain the promotional price.
Another strategy that can be used is through webinars. The tip here is to send an email to your contact base, informing them that you will be doing a live broadcast and that whoever is online at the time of the webinar will be able to purchase your product with an incredible discount. During the broadcast, you make the offer and maintain the price for just a few hours, to create a sense of urgency in people.
Difference between scarcity trigger and urgency trigger
It is very common for people to confuse the urgency trigger with the scarcity mental trigger, as both seek to work on the consumer's immediate decision.
However, the big difference between the two is the fact that the trigger related to urgency is closely linked to the time factor, while the scarcity trigger is more related to quantity.
Many people, despite having heard about mental triggers, still cannot identify opportunities to use one.
This strategy involves sending certain stimuli to the human brain and thus unconsciously influencing the purchasing decision. They are present in everything from a simple decision about what to eat to the purchase of one product over another.
These stimuli are so subtle that we don't even realize we are being influenced when we come across these triggers. This is due to neuromarketing, which combines biology, marketing and other sciences to persuade the consumer.
It is important to mention that these stimuli are related egypt whatsapp data to cultural and social aspects and the person's basic needs, which means that there are mental triggers that can be common among members of the same group.
To achieve good results in a business's marketing strategies, try to persuade decision-making in the purchasing journey through the use of mental triggers. Experts seek to understand the behaviors, feelings, tastes and preferences of consumers, as well as understanding what leads them to buy, in order to approach them effectively.
How are mental triggers useful in digital marketing?
Mental triggers are becoming a target for digital marketing professionals precisely because of their effectiveness and power to increase sales. After all, well-thought-out planning and strategy with mental triggers will be able to transform and influence the purchasing decision of many customers.
Furthermore, they are easy to put into practice, especially on digital channels.
According to a survey conducted by Neotrust – one of the main sources for those working in the digital market – there has been continued growth in online sales in Brazil. 78.5 million online purchases were made in the first three months of the year, an increase of 57.4% compared to the same period last year.
Therefore, if you are not yet using this type of strategy and are not using mental triggers, you are missing out on business opportunities.
Therefore, if you want your audience to buy more, know the main mental triggers:
belonging;
reciprocity;
scarcity and urgency;
commitment and consistency;
social proof.
However, at this point we are going to focus on the scarcity trigger and how it can be efficient in your strategies to increase sales!
Mental Trigger of Scarcity
The scarcity trigger is a famous copywriting technique that is almost always related to time, price and quantity. In other words, people limit a certain offer, informing how long it is valid at the promotional price and how many units are available for purchase.
This trigger creates a sense of urgency in people, causing them to make a quicker decision and make the purchase.
We can illustrate scarcity with practical examples that occur in commerce: sales, Black Friday, stock clearance, fairs, ticket sales in batches (the first batch is cheaper and the others are more expensive) and so on.
Some of the main examples of scarcity triggers are:
“Run, last units!”;
“Only X items left in stock”;
“Last unit”;
“Limited places for the course”;
“XX% discount only for the first 6 buyers”;
“We only have 4 more items available at this price”;
“Ends in XXX hours”
“The first XX orders will receive an exclusive gift.”
Shortage in the Digital Market
If your company or digital business works with monthly closing targets, one of the tactics you can use is to offer a special price for quote requests that come in through the website during the last days of the month. For example, you can get back to the person and say that if the person closes the deal by the 30th of that month, you can still maintain the promotional price.
Another strategy that can be used is through webinars. The tip here is to send an email to your contact base, informing them that you will be doing a live broadcast and that whoever is online at the time of the webinar will be able to purchase your product with an incredible discount. During the broadcast, you make the offer and maintain the price for just a few hours, to create a sense of urgency in people.
Difference between scarcity trigger and urgency trigger
It is very common for people to confuse the urgency trigger with the scarcity mental trigger, as both seek to work on the consumer's immediate decision.
However, the big difference between the two is the fact that the trigger related to urgency is closely linked to the time factor, while the scarcity trigger is more related to quantity.