inventory so our accountant says we have to unload it at less-than-cost.' (Note: Even I've fallen for this one.)   Whatever the reason is, then tell it. People want to know the reason why!   Inject Scarcity To Compel People to Action   An offer without a compelling reason to act now is dead in the water. 99% of all people are passive. They don't act even if its a great offer. You have to give them the extra incentive to compel them to act now.   One of the greatest motivators is the fear of loss and by injecting scarcity into your offer you're playing on people's fear of not being able to take advantage of a good deal.   The two most popular ways to inject scarcity into an offer is to...   1. Limit the time that people can respond to the offer and 2. Limit the quantity that you are offering.   Limited Time Offer Time sensitive offers provide deadlines in which prospects can take advantage of your offer. That's why you see so many weekend sales that end on Sunday. It compels people to get up out off their couches and get down to the store.   It's a good idea to always include a deadline with your offer. The shorter the deadline the higher the response (almost).   You can't make it so short that people don't have enough time to act but if you hold an offer open for a month people will just put off responding and eventually forget your offer. Of course this depends on what you're selling as well.   Once you've made your offer you should continue to remind your prospect how much time is left to take advantage of it.   Limited Inventory Offer   This past Thanksgiving Walmart ran some commercials that offered a 3.1 Megapixel digital camera for $150 to the first 200 people who arrived. People camped out there all night long to take advantage of that offer!   Another type of limited inventory offer is to simply mention in your offer that there are only 150 in stock and you're selling them on a first-come, first-serve basis.