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Few Left At Price

Disciplines > Marketing > Pricing > Few Left At Price

Description | Example | Discussion | See also

Description

In a sale, one way of encouraging shoppers to buy is to emphasize that there are only a few items left at this bargain price.

This message can be intensified by indicating that when the sale goods are sold the price will rise.

Example

A store with a set of products on a display stand includes a sign 'Last few at this price .. these are all that's left!'

A car salesroom includes a 'manufacturer's special', a fully-specified, custom-painted model at an attractive price. The sales person emphasizes how this is the only model like this.

Discussion

This method uses the scarcity principle, where people fear losing out and so make a decision to buy more quickly than they might otherwise. The thought that they may not get the product is an addition to an already discounted item, thereby making it even more attractive.

In normal shopping, people often browse and think that they may return at some time to buy the product. But, as sales people know there are few 'be-backs' (as in 'I'll be back later'). Using multiple encouragements is additive, escalating tension which may be enough to tip the person over into a close.

See also

Scarcity principle, Hurry Close