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How To Convince Hesitant Customers To Buy Before The End Of The Sale?

Published on Jan 06, 2023

It can be challenging to persuade hesitant customers to purchase before the end of a sale. The scarcity marketing techniques used by retailers can often appear artificial and unauthentic, leading customers to question whether they’re better off waiting until later to buy. 

However, the scarcity principle remains valid in eCommerce: when humans perceive items as scarce, their perceived value increases. It is evidenced by the demand for limited-release drops such as Yeezy shoes, where only tens of thousands of each collection are available worldwide.

We will discuss how retail businesses can use proven strategies to convince hesitant buyers to purchase before the end of a sale while still maintaining an authentic atmosphere and creating genuine customer satisfaction

By leveraging the power of scarcity marketing and understanding how customers perceive value, businesses can create an environment that motivates customers to take action immediately and capitalize on deals before it’s too late.

How Does Scarcity Marketing Work?

Scarcity marketing is a marketing strategy used by businesses to capitalize on customers’ FOMO (Fear of Missing Out) by limiting the availability of a product or service to increase its perceived value. 

Marketing Tactics to convince to buy

It uses psychological principles to drive urgency and motivate customers to purchase before the item runs out, making it more desirable and profitable for the brand. Scarcity marketing can also be used as a way for businesses to manage customer demand and optimize their inventory.

What Are The Benefits Of Scarcity Marketing?

Scarcity marketing introduces the concept of limited availability or “fear of missing out” (FOMO). This strategy is based on creating a feeling that customers must act quickly to take advantage of the offer. You can do this through limited stock, exclusive offers, or time-sensitive discounts. 

For example, if you offer a product with limited quantities and it runs out quickly, customers will perceive that there is a need for urgency to buy it before others do. Similarly, if special offers are available for a limited time, this encourages customers to make their buying decisions sooner rather than later. By using scarcity marketing strategies, companies can drive more sales and generate more revenue.

What Are Some Ways Of Using The Scarcity Principle Responsibly?

They are using scarcity responsibly to ensure customers receive the best possible experience. Companies should create a realistic level of lack by basing it on something tangible, such as limited stock or a time limit. 

Marketing Tactics to convince to buy

This way, customers are incentivized to purchase now rather than later while still feeling respected and valued. Furthermore, businesses should not rely solely on scarcity as a remedy for poor sales; the product must have quality and value. 

Lastly, when creating scarcity campaigns, companies must be careful not to overdo it; too much false scarcity can damage their reputation and lead to customer mistrust. By following these guidelines, companies can effectively use the scarcity principle while maintaining integrity and customer trust.

Customer Purchases Are Encouraged By Scarcity Marketing Examples.

Following are some examples of Scarcity marketing that help in convincing hesitant customers to buy before the end of a sale:

Availability Limited

A limited stock of an item often urges customers to buy before the sale ends. By showing how many things are left in stock, customers are more likely to act quickly to ensure they don’t miss out on the opportunity to purchase their desired item. 

Not only is this scarcity marketing tactic helpful in convincing customers to buy, but it can also create an urgency that encourages them to purchase immediately. This tactic can help make sense of FOMO (fear of missing out), as customers feel they need to act fast before losing their chance at getting what they want. 

Marketing Tactics to convince to buy

Additionally, brands like Alo Yoga use a subtle but effective way of displaying stock quantity by placing “Almost Gone!” labels underneath limited colorways, which creates a sense of exclusivity and urgency, both of which drive customers to make purchases now rather than later.

Quantities Limited And Product Drops

Limited quantities and product drops are popular strategies brands use to create scarcity in their products, driving consumer demand and boosting sales. Product drops involve releasing a limited edition of a product for a short time frame, such as Kim Kardashian’s Fendi X SKIMS collaboration which made over $1 million in one minute. 

By only manufacturing a specific quantity of the product, brands can increase their perceived value and encourage customers to act fast if they want to get their hands on it. 

This tactic works exceptionally well for exclusive items like limited edition sneakers, where customers understand that they won’t be available again once the thing is gone. This type of scarcity marketing can quickly drive demand, create buzz around the product, and increase sales.

Credibility Through Social Proof

Social proof is a psychological phenomenon that refers to how people rely on the opinions and actions of others to make their own decisions. Businesses often use it to show potential customers that others have already purchased or used their products and services successfully. 

It can help build trust and increase conversions. Social proof comes in many forms, such as customer reviews, ratings, word-of-mouth recommendations, and press mentions. 

Additionally, you can use countdown timers and stock quantity in conjunction with social proof to create feelings of urgency and encourage shoppers to make decisions quickly. Social proof is an effective way for businesses to boost sales and drive customer satisfaction.

A Flash Sale

Flash sales are a great way to create urgency and get customers excited to buy now. They involve announcing a sale last minute and offering it for a limited time. It encourages customers to react quickly and make purchases quickly. 

Marketing Tactics to convince to buy

You can advertise these sales via email, SMS, social media, or ads. Flash sales can also be used as a reward for existing customers, letting them know about the sale first.

Moreover, they are an excellent way for businesses to get cash flow quickly and increase customer engagement with their brand. For example, Bose recently offered a QuietComfort 45 flash sale through its email list. The one-day sale gave customers access to discounts that were unavailable anywhere else.

Timer Countdowns

Timers create a sense of urgency for your clients and encourage them to purchase before the sale ends. A timer can help create urgency, as customers know that the offer won’t last forever and may not be available again. 

The ticking timer encourages people to act quickly and purchase their desired items instead of waiting until the last minute. Furthermore, countdown timers add excitement to the shopping experience, creating suspense that leads to increased motivation and engagement in potential buyers. 

By using countdown timers on product pages, businesses can help give their customers an incentive to take action immediately and reap the benefits of their sales before it’s too late.

Time-Limited Offers

Convincing hesitant customers to buy before the end of a sale is much easier when you offer limited-time deals. Not only do they create a sense of urgency and immediacy, but they also provide clear incentives, such as discounts and gifts, which can be incredibly compelling. 

Additionally, due to the scarcity principle, customers feel they’re getting something unique and valuable that won’t be around forever. It encourages them to act quickly and helps build brand loyalty as customers come back for limited-time offers available at certain times of the year. 

Furthermore, limited-time offers can help brands reach new audiences as people spread the word about these deals via social media or word of mouth. All in all, limited-time offers are a great way to increase sales and grow customer loyalty.

Copy With Urgency

Creating urgency in copy involves writing text that compels people to take action immediately. It’s a way of motivating readers to purchase or sign up for something now rather than later. By using words such as “now,” “immediate,” or “quick,” you can create the impression of scarcity and instill a sense of urgency. 

Marketing Tactics to convince to buy

Additionally, specific language such as “only X left” or “get it before it’s gone” can further emphasize the sense of urgency and motivate readers to act quickly. Urgency in copy is an effective way of creating demand and increasing sales without lowering the price or quantity of a product. Businesses can create high demand without sacrificing profits by creating an atmosphere where customers need to act fast.

Reservation Of Carts

Cart reservation is a great way to increase sales and encourage customers to buy before the end of a deal. It allows customers to reserve items in their shopping cart, preventing other customers from purchasing them during that period. 

It creates an urgency for shoppers who may have been browsing or comparing prices to complete their purchase before the end of the sale. The retailer can follow up with a text message or email reminder, prompting the customer to finish their investment and take advantage of the limited-time offer. 

Not only does it create a sense of scarcity, but it also helps reduce shopping cart abandonment by giving customers one more chance to complete their purchases. With this method, online retailers can capitalize on their existing customer base and encourage them to purchase items quickly before they are gone for good!


In the end, the scarcity principle can be a powerful tool for businesses that want to increase sales and revenue. By creating an atmosphere of urgency, companies can motivate customers to buy before the end of a deal. You can do this through limited stock, exclusive offers, or time-sensitive discounts. However, it is vital to use this strategy responsibly to ensure the best possible customer experience. Following the guidelines outlined above, businesses can use the scarcity principle to boost conversions and grow their Shopify store.

We hope this article has been informative and helpful in effectively understanding how to use the scarcity principle as a marketing tool. 

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