The Three Most Devastating Elements To Use In Your Copy

There are several elements of sales copy that can be applied to create a sense of urgency inside the minds of prospects. These elements are referred to as scarcity. Each type of scarcity introduces a limit into the sales process that will help cut through the decision-making process of the prospect and hopefully get them to make the conversion.
The problem with not having any scarcity at all is that unless prospects are absolutely sold on the product or service you are providing them, they will tend to procrastinate about the deal on offer. Then they are likely to become distracted and walk away from the deal. It is for this reason that applying scarcity tactics within your copy typically results in a higher conversion rate.
The first scarcity element is a limited number of available products. Whether your product is physical or intangible, you can choose to accept a limited number of orders to create a sense of urgency. If you do this, and especially if you publish the number of remaining items, your prospects will see that there is limited availability and they will quickly arrive at their decision.
The second element is a limited time in which the product can be ordered. Especially effective if combined with a countdown, this provides a hard deadline to prospects, at which time either the price rises or the offer is removed forever.
The third element is to make the offer better for either a limited quantity of sales or a limited time. You include some bonuses or make the product or service better in some way for your first few sales. This is less “hard sell” and it provides the advantage that you still have something to sell after the special offer expires.
The fourth element is a lower price for a limited period. This could be handled as an introductory offer or a special discount. The offer remains the same, except for the price. Again, this is less “hard sell” than the first two options.
These elements work especially well if you are writing a sales letter for viewing within a browser on a web page. Your e-commerce system could, at least in principle, be configured to provide information about these limits automatically. For example, a countdown could be shown on your sales page, or a statement showing the number of orders placed.
A really effective scarcity tactic is to have the product price rise after every sale, and there exist e-commerce products that provide this for you. Introducing scarcity into your copy can elevate your conversion rates even for poor copy. If you are a beginning copywriter, it is the one thing that is really likely to give you results.