Practical Sales Training™ > How to connect with your buyer > The Waiting List Effect
What is it?
The Waiting List Effect is all about building anticipation, scarcity and buzz by creating a waiting list of potential buyers.
Why does it work?
Similar to the pre-order effect, creating a waiting list for people to buy your upcoming or existing offering creates an air of exclusivity
How can you use it?
If you have an existing offering that’s in demand or has restricted supply, then introducing a waiting list can be a great way to build anticipation, build a pipeline and generate sales.
Hypothetical Example:
A popular online fitness coach is about to launch a 12-week transformation program, but she can only work with 30 clients at a time.
Rather than opening sales immediately, she announces:
“We’re opening just 30 spots for this round of the program. If you want first access when the doors open, join the waiting list now.”
Within days, hundreds of people sign up for the waiting list. When the program launches, most spots sell out within 24 hours because the waiting list created a sense of scarcity, exclusivity, and excitement.
See also
- The Pre-Order Effect
- 150+ ways to connect with your buyer
- 100+ ways to get your buyer to take action
