Scarcity & the Metaphor

Scarcity & the Metaphor

When it comes to effectively persuading others using the Scarcity Principle, the science is clear. It’s not enough simply to tell people about the benefits they’ll gain if they choose your products and services. You’ll also need to point out what is unique about your proposition and what they stand to lose if they fail to consider your proposal.

• Scarcity: when you believe something is in short supply... you want it more! For example, you can mention to a prospect that scholarships are limited and given to the students on a first-come, first-served basis. Therefore, they should enroll within a day or two if they want to guarantee their scholarship. Otherwise, they risk losing it!
• The Metaphor: speak in a way your prospect will understand. Sometimes it is best to keep things simple!