Expiration Dates Increase Response :

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Another very effective method for getting action now is a specific expiration date. The more believable you make it the better. So try to stay away from arbitrary dates like December 31st. This will sound made up.


Now if you said the deadline is December 22, this will be more believable.


Or better still is if you have a reason for your deadline.


Here’s the explanation of the deadline I used when selling an overstock of power medical tables for a client:


“…you should know that the manufacturer’s promotion of these power tables end June 30th. And any unsold inventory I have could be sold to another dealer at wholesale cost. But instead of doing that I would rather sell you the table at a wholesale price and gain your goodwill…”


Then later on I hit them with the deadline and scarcity:


“Why you must act before July 15th. First, I doubt if these tables will still be around until July 15th because the first 2 doctors that put their deposits down for these tables will take them. And when they’re gone this offer expires.


“But even if they are still here (highly unlikely at this bargain price) this offer has to expire anyway because we will be shipping these tables to other dealers in the area.”


And the P.S. reinforced the scarcity even more guaranteeing action.


“P.S. Hurry! This letter is being sent to 1,283 local doctors and this offer is strictly limited to the first 2 people who respond.”


This worked extremely well to create immediate action and profitably sell off the excess inventory this firm had remaining.


Another action device is to set a limit to the amount of people who can get your offer. Make it good only for the first 50 people. Or another excellent tactic is using scarcity and give specific numbers. Mention that you only have 29 sets in stock and when they’re gone — that’s it. This will quickly produce a sell out for you.


(This is the same type of psychology used in the overstock letter templates.)

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The Power of Direct Mail
Why Do not More Businesses and Practices Use Direct Mail?
The 3 Components of Successful Direct Mail
Who Are You Targeting Direct Mail?
The Secret to Selecting A Good List
What Kind of Lists Are There?
Working with Compiled Lists
Cloning Best Customers Using A Customer Survey
How to Get Survey Results?
Analyzing The Results
Working With A List Broker?
Direct Response Lists
3 Guidelines to Selecting Direct Response Lists
The Absolute Hottest List of All
The Copy and Creative
The Formula for Writing A Winning Letter
How to Create Good Direct Mail?
Headlines for Letters
What Headlines Should Do?
Headline Appeals That Last Forever
How to Make Advertising Pay?
How to Create Killer Headlines?
Tips for Better Writing
The Problem-Agitation-Solution Formula
The PS
The Irresistible Offer
Make Prospects Take Action Now
Expiration Dates Increase Response
Creating A Compelling Reason Why
Using Overlooked Assets
Holding Names Hostage in Computer
Creating Database
Segmenting Database
Birthday and Special Events
Using Preferences and Personal Details from Database
Keep Mailing Customer List with Reasons to Buy
Gathering Testimonials from Happy Customers
Bring Back Old Forgotten Customers
Getting The Message Delivered
The Secret to Double-Digit Returns
How to Use Testing for Breakthrough Marketing Results?
What Makes The Test Successful?
Understanding and Profiting from Customer Lifetime Value
How High Is High?
Testing For Maximum Results
What to Test?
Split Testing
Keep Doing What Works
How to Know What Works?
Working The Numbers
Action Steps to Maximizing Profits
The Power of Endorsements and Joint Ventures
Think about Who Has More to Gain Than You Do
Setting up The Deal
The Method to Madness
Reverse Endorse



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