The Science Behind Last-Minute Sales

Why do sales jump right at the end of a sale? Welcome to today’s episode of list building lifestyle show, where we talk about how to promote products with a smart plan. Learn how to make customers act fast, why you shouldn’t mix messages and the simple tricks that make people buy as time runs out. We’ll also look at a real example of how this works. Ready to learn how to boost your sales? Let’s get started.

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I’m Igor Kheifets, and this is the List Building Lifestyle, the podcast for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures, travel the world and help people improve their lives in the process, this podcast is for you. I also invite you to claim a free copy of my best selling book, the List Building Lifestyle Confessions of an Email Millionaire at igorsbook.com. Get the free book plus $3,000 bonus package that includes my best capture page templates, email swipe files and traffic blueprints, visit www.igorsbook.com for details. And now it’s time to claim your List Building Lifestyle.

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You should promote one product for seven days and new scarcity for the last two days, but really extra Scarcity on the last day, saying multiple emails on the last day, really pushing that scarcity, because people will truly start responding to a deadline when that deadline is really close. Now, like when you’re promoting anything for seven days, the rule of thumb is you don’t promote something else at the same time, unless you’re segmenting your list, and you can specifically take this portion of people and you can promote something to them, and then a separate portion, you know, get something else so they don’t override or cross, you know, cross promote. But I mean, it’s just common sense to not confuse the message, because the moment you start sending to two promotions all at the same time, you’re really not helping, you’re actually going to end up making everyone confused, and nobody’s going to buy anything. Plus you shouldn’t promote a new product every day, because part of what, part of the influence process, part of what makes it possible to influence other people is actually passage of time. So when people see you hammer the same message over the course of several days or even several months or several years, that gives you a lot more credibility than if you were to try to promote something else every day. 

2:00

I believe when it comes to marketing products through email. There is a certain level of build up that needs to happen, you know, almost like building up to a movie or an event or a concert, alright, the promotional efforts kind of build up. And they sort of, they’re ineffective at first, or they seem ineffective at first, but then as you go, as more and more noise and anticipation is built up, it kind of picks up momentum until it culminates at the deadline. So I’ve seen it happen multiple times for me. I remember running, participating in the product launch last year, where I think I landed fourth or fifth on the leaderboard against some really big marketers with giant lists who’ve been in the game for 20 years, 25 years, and I think I finished with something like 76 or 80 something sales. Now what’s really crazy is that it was a 10 day promotion, and in the first nine days I’ve made 50 something sales, which means on the last day, I’ve made almost half my sales. 

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Now, can you imagine if I didn’t push hard on the last day, right? I would have said, well, you know, I did my best, and it’s slow. It’s the last day, so whatever. I mean, it’s almost over, but it was like, literally, on the second half of the last day, like getting close to midnight, you see orders just bam, bam, bam… non stop. Which, of course, made me feel like, Oh, I’ll, I’ll mail again, right? So I ended up sending an email once an hour for the last, I think, six or seven hours of that promo, continuously trying to come up with different angles and different reasons to mail with the last couple of emails just being pure scarcity, being like, it’s almost over. You need to sign up right now. 

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And that last day resulted in like 30 something sales. And these were, like big commissions too. Every sale was, I think it was worth, like $1,000 in commissions. So it was, again, I knew this to be true. But even when you know it and you still see it happening, it still amazes you, because it’s like human nature, right? We don’t get off our butts until it’s almost too late. It’s a human behavior tool that you can use to put in motion, pretty much anything, any decision you’ve been delaying, anything at all, if you set a deadline, your brain can’t ignore it. In the same way that the brain can’t ignore a question. The brain can’t ignore the deadline, it’s human nature, it’s not going to change anytime soon, and that’s how it happens. 

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Thank you for listening to the List Building Lifestyle. Get access to the previous episodes, transcript of today’s show, as well as other exclusive content at listbuildinglifestyleshow.com Also remember to claim your free copy of my best selling book at www.igorsbook.com. It explains how I made millions with list building, starting from scratch, plus I’ll give you $3,000 worth of free bonuses, including my best landing page templates, email swipe files and traffic blueprints. Go to www.igorsbook.com now to claim your free package.