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Words That Sell| Article #69 : 10 WORDS THAT SAY BUY – PART 3

In this installment of 10 words that say buy, we're going to cover the term limited. Wonder if this word works for generating sales? Wonder WHY it works? We're going to take a look at just some of the reasons.

First off, we need to understand what the word limited means and what it means to people and their nature. By definition, the word limited means in short supply. In other words, there are only so many of whatever it is. In the Internet marketing world, this is a big buzz word. The question is, why?

Well, there are several reasons. One of them is simply that if people see something come out and they discover that it is going to be in a limited supply, their first instinct is to think that this thing, whatever it is, must be great or they'd be selling a ton of them. Curiosity is usually the first thing that gets a hold of these people. Why is it a limited offer? Is it something really new and different? And if I don't get it and it's all gone, what if I've passed up on something that could have changed my life? This is where fear of loss comes in.

Think about it. Have you ever listened to those radio or TV shows where they are giving away a limited number of some item and finish their pitch with something like "These things are going to go fast, so order now." Know why they go fast? Because they're telling people that they'll go fast. It's a self perpetuating system.

So how do we take advantage of this limited mentality when marketing online? Well, the most important thing to understand is that when you say something is limited, you better mean it. The last thing you want is to tell people you're selling 10 packages of whatever it is you're selling and 100 of them are floating around the Internet. If that happens, your reputation is pretty much shot to pieces.

The next thing you have to do is figure out what you are going to charge for this limited item. Remember, you're only selling a short supply so you want to make it so that it's worth your time and effort but you don't want to charge so much that you practically scare off all your potential customers. This is a tough balancing act and requires a lot of thought and maybe even some preselling surveys to see what people would be willing to pay for such a product.

The word limited has an amazing effect on people. It's kind of like threatening to pull the legs out from under someone if they don't act quick. Fear is a great motivation and when a marketer thinks that the newest and coolest toy on the block is going to be had by John Doe across the street and NOT by him, fear, combined with jealousy make it almost impossible for this person to resist going ahead with the purchase. And if priced right, thus making the perceived value a can't lose proposition, the chances of you not selling out your limited offer are slim to none.

It just takes good marketing, a good product and one word...limited.

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