by Tony Vidler
A well established economic AND behavioural principle is that people generally will have higher demand for that which is relatively scarce.
The difficulty in professional services is often using this principle legitimately….financial products aren’t scarce…compliance requirements for business owners that require professional advice certainly aren’t scarce! But one thing is truly limited in professional services: the available time of the adviser.
Understanding that time is scarce enables us to then tap into this powerful principle of persuasion and the commercial reality of being able to charge higher prices for that which is valuable but limited in availability.
In this weeks Quick Tips video we discuss how to create scarcity – legitimately! – and tap into this key principle of influencing the behaviour of others…
…watch the video to learn more…0