6 Ways to use scarcity marketing to skyrocket sales

Are you interested in learning how to use scarcity marketing to captivate website visitors and skyrocket sales? If so, I have you covered!

When something is in limited supply or in high demand, people want it more. It doesn't matter if we're talking about food, electronics, or even movie seats. This urge to be a part of an exclusive group will drive people to take action.

Scarcity marketing taps into this psychological tendency and makes your offers more appealing to first-time visitors and existing customers.

Today, I'll show you six powerful scarcity marketing tactics I've learned over the years that you can start using today. Whether you sell physical products, digital goods, or services, I believe techniques will help take your marketing strategy to the next level.

Let's get started!

Announce Flash Sales

Flash sales are a great way to create a sense of urgency and boost demand. These limited-time price reductions are specifically designed to get people to take action fast.

I suggest promoting your flash sales prominently across all marketing channels if you want to get the most clicks. For instance, it's a good idea to create dedicated email campaigns, share the deals on social media, and feature the sale prominently on your website. Make it clear that readers need to act now if they want to take advantage of your lowest prices.

For example, you might say: "For 24 hours only, take 50% off all products. Sale ends at midnight tonight, so don't delay!" The limited availability pressures people to buy before the opportunity is gone.

Flash sales are also a great way to amplify your value proposition. People are much more likely to tell others about your products or services if they feel like it is worth the money. This could result in a steady boost of sales and engagement during non-sale periods!

Add Countdown Timers to Your Site

Adding countdown timers to specific parts of your site can inspire people to buy your product or service. In case you're not familiar, a countdown timer shows how much time is left for a sale or promotion, which taps directly into your customers' fear of missing out.

Imagine how you would feel if a new pair of shoes you've been watching for a year finally went on sale for 75%. You see a countdown timer at the top of the page that says this deal will only be going on for the next hour. If you're like most of us, you're not leaving the site without getting your hands on those shoes.

My advice is to set up countdown timers on your site for flash sales, new product launches, or limited edition products. If you want to maximize your results, make the timers prominent so visitors see them as soon as they land on the page.

Here are some helpful tips you can use to build effective countdown timers:

• Be honest. In other words, use authentic scarcity, not artificial scarcity. Don't tell people the deal will end in 10 hours if it's just going to reset for another 10 hours once it hits zero.
• Place them near calls-to-action like "Buy Now" or "Pre-order Today" buttons.
• Choose eye-catching designs that fit your brand or the event. So, a spring sale could include flowers and green grass to celebrate warmer months.
• Test different time frames to see which results in the highest conversion rate
• Put the timer in prominent places like your homepage, product landing pages, your blog, and even on checkout pages.
• Send email reminders as the countdown winds down to create a last-minute push.

Show Product Stock

If you sell physical products or things in limited supply, let customers know how much inventory you have left of a product. This strategy creates a sense of urgency and scarcity that motivates them to buy right away before it's gone.

You can highlight the number of items left, for example, "Only 10 left in stock!". This seemingly simple addition can inspire fear of missing out (FOMO), which is a powerful driver for sales and engagement. No one wants to miss out on a good deal or product they really want. That's why 60% of people who've experienced FOMO report making a purchase within 24 hours.

It's worth mentioning that you should only employ this tactic if you actually have limited stock of an item. Using it dishonestly can damage customer trust and loyalty, which is something you don't want to do.

Create a VIP Program

Another great way to build exclusivity and urgency is to create a special VIP program for your best customers. This elite group gets access to limited-time offers and the first chance at your new products or services.

You should start by asking existing customers to join the group. We like to reach out to people who've made multiple purchases and show that they enjoy our products or services. These people are more likely to be passionate about the group and will help build hype in the early days.

You can give VIP members early access to flash sales, pre-releases, and bundled offers not available to regular customers. You can use this to tap into their desire for status and scarcity, which will result in even more engagement.

Once the group is rolling, invite new subscribers and visitors to join your VIP group if they purchase a specific bundle or at the right time. You can use this to build your email list and cultivate a group of people who genuinely care about your brand.

I suggest communicating with your VIP group on a separate email list or newsletter so they know they are getting deals and relevant information due to their status. This is also a good time to start personalizing offers, especially when you consider that 4 out of 5 people are more likely to interact with a brand that shows relevant offers.

When your best customers feel like insiders with special privileges, it strengthens their connection to your brand and motivates their continued business and referrals.

Use Retargeting to Inspire FOMO

Retargeting ads are a powerful way to create scarcity and FOMO. By showing your offers and promotions to people who have already visited your site, you're reminding them of what they haven't purchased yet. This can inspire them to take action, especially if you have a limited-time offer or a dwindling inventory.

You can set up retargeting campaigns through platforms like Google Ads, Facebook Ads, or Native Ads to reach visitors after they leave your site. But I also highly recommend using email.

Believe it or not, about 70% of people abandon shopping carts without making a purchase. There's a good chance some of these people are already subscribed to your list. You can use this opportunity to give them a limited-time discount if they come back and finalize their purchase.

If done right, you can dramatically boost sales and engagement with this strategy. The average conversion rate for email retargeting campaigns is over 28%! Which isn't bad for sales that you would otherwise lose.

With the right approach, retargeting inspires action by activating your potential customers' fear of missing out on a good deal or hot product.

Highlight Glowing Reviews and Testimonials

Did you know that 88% of shoppers say they trust product reviews about as much as personal recommendations? This startling statistic perfectly illustrates why you should think about highlighting reviews and testimonials from satisfied customers.

Positive reviews help build social proof. In other words, when people see that others are enjoying your product or service, they're more likely to make a purchase.

Their thought process is, "These people love this product; I probably will too!"

I suggest sharing customer reviews and testimonials on your website, social media, and email marketing. Potential customers want to see what others say about your product or service, and this may be enough to get them to take action. Positive reviews build trust and credibility while positioning your offer as in-demand.

My advice is to pull key quotes and snippets from reviews to feature prominently on your site and in ads. Things like "Best product I've ever used!" or "Solved all my problems, highly recommend!" grab attention and highlight how well you've satisfied your customers. Use their exact words for the most impact.

Aside from customer reviews, you can also show when people are engaging with your site with live sales notifications. These handy tools allow you to show when people buy a product from your site. You can add inventory counters and tags like 'hot item' to inspire scarcity and generate more sales.

Conclusion

There you have it! These strategies have helped me over the years, and I believe they will help you, too. Start applying these strategies across your marketing, and you'll begin to see an impact impact. When creating a sense of urgency, be sure to be authentic and transparent with your customers so they know they can trust you.

Now, you have the power to drive real results, so all that's left is to get started!