Urgency and Scarcity

Urgency and Scarcity
Maxwell Reed

Maxwell Reed

Sept. 6 2023

9.8k

Urgency and Scarcity are two marketing principles that can be used to increase sales in e-commerce. Urgency refers to limited time available to take advantage of an offer, while Scarcity refers to the limited quantity available.

What are Urgency and Scarcity?

Urgency and Scarcity are two marketing principles that can be used to increase sales in e-commerce. Urgency refers to the limited time available to take advantage of an offer, while Scarcity refers to the limited quantity available for a product. A study by HubSpot found that scarcity-based marketing can increase conversion rates by up to 15%.

Why should you apply Urgency and Scarcity tactics?

+ Create a sense of FOMO (fear of missing out)

When people see that a product is only available for a limited time or quantity, they are more likely to want it. This is because they don't want to miss out on the opportunity to own something that is exclusive.

+ Increase product's perceived value

A product that is scarce or in high demand makes people think that it is more valuable. This is because they assume that if a lot of people want something, then it must be good.

+ Encourage impulse buying

When people feel a sense of urgency, they are more likely to make impulse purchases. This is because they are worried that they will miss out if they don't act now.

+ Boost sales

Scarcity and Urgency can encourage more people to buy products leading to increased sales and revenue.

Ways to use urgency and scarcity tactics

1. Limited-time offers

One of the most effective ways to create a sense of urgency is by offering limited-time discounts or free shipping. For example, offer a 20% discount on all products for the first 24 hours after a new product launch.

2. Countdown timers

A visual way to create a sense of urgency. When customers see that they only have limited time to take advantage of an offer, they are more likely to act quickly. For example, adding a countdown timer to your product pages shows how much time is left on a sale.

Example of a countdown timer done by boat-lifestyle.com
Example of a countdown timer done by boat-lifestyle.com

3. Back in Stock alerts

These alerts allow shoppers to be notified when a product they are interested in is back in stock, ensuring that they do not miss out. For example, you could offer shoppers the option to sign up for back-in-stock alerts for out-of-stock products.

4. Limited-edition

By offering products that are only available in limited quantity, you can create a sense of scarcity and make shoppers more likely to buy the product. For example, release a new product in limited quantities and only make it available for a few weeks.

Additional Tips

  • Be honest and transparent about the offer or promotion.
  • Make the offer clear and easy to understand.
  • Target your offers to the right audience. Only offer products or promotions that are relevant to your target customers.

By following these tips, you can use urgency and scarcity to boost your sales in e-commerce without alienating your customers or damaging your brand reputation.

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Maxwell Reed

Author

Maxwell Reed

Maxwell Reed a growth engineer is helping online stores with insights and recommendations to help implement conversion rate optimisation tactics.