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Decoder Quick Response Code in Java Tip: People also compete when items are not scarce If your item is priced

Tip: People also compete when items are not scarce If your item is priced
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and positioned well, you can create emotional tension between two shoppers and generate the competition needed for profitability All it takes is two bidders
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Consensus, Conformity, and Social Proof
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People like to follow the trends and purchase what the group has determined to be desirable It s a chicken-and-egg situation that relates to scarcity, in fact If you ask yourself, Did the trend come first, and then the scarcity Or did the scarcity develop into a trend you may never know the answer We do know, however, that people don t want to go out on a limb and purchase something that no one else considers valuable That s why it s advantageous to list 47 items even if you have 50 of them This gives the impression that people are already diving into the supplies You can see this concept at work in brickand-mortar supermarkets, too, where stockers stack products nicely but a few cans or oranges or whatever is obviously missing from the stack Most people are nudged along by consensus, conformity, and social proof Social proof just means that most of us look around at the crowd and use that information when making decisions about what s right, useful, acceptable, possible, and so on
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Here s one example of social proof in marketing copy TV advertisers often conclude their ads with the following call to action: Operators are standing by, please call now Others close with, If operators are busy, please call again Which one do you think produces more sales You ve heard the first one a million times The second one introduces a little twist and quite a bit more information: operators are so busy taking buyers calls that you might need to call again The item is so hot that they can t hire operators and upgrade the phone system fast enough So, the second call to action does two things: it reinforces the idea that the item is scarce, and it indicates that others are actively pursuing the item The item is scarce, people are competing for it, and if the buyer chooses to buy, she isn t going to be getting something that everybody else doesn t want Based on all those goodies, she ll probably be pretty happy with her decision The cool thing about eBay auction-format listings is that they automatically build in social proof, competition, and scarcity The bidding action shows the potential buyer which products are most sought after It indicates how many people want these products If a lot of people are interested, the desired level of enthusiasm and selling activity ensues
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Leverage Your Authority and Expertise
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Buyers worship authority and buy from experts they trust Hence, establishing authority and expertise is crucial to selling on eBay ( 6 shows you how to develop trust by cultivating progressive customer-service practices The following sections are more presentation oriented) Some eBay sellers are experts in their particular fields They know their products inside and out, they offer valuable advice to prospects, and they re painfully aware of market conditions and pricing Other sellers just sound authoritative because they know how to research topics and write compelling descriptions Whichever boat you re in, you can still improve the way you re perceived You can present your wares better and thus show off your expertise more effectively You can also fake it a little Everyone has access to Google, and if you understand your prospects motivations, you can focus on what matters, what keywords to use, and how to direct your prospects to additional information It s also useful to use the I m not an expert, but approach while citing other sources
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Tip: When you position yourself as an expert, other opportunities inevita-
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bly arise For example, if you head into Yahoo! Groups and find discussion forums within your realm of expertise, you can answer questions there and help all kinds of people Just be sure to insert your eBay Store URL as your signature file in the bottom of your posts This drives targeted traffic directly from the forum postings to your listings
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