Using kittens to explain the power of Scarcity

(True story)

There are 4 kittens in a pet shop…

3 tabby kittens

and 1 black and white kitten

Fact: Tabby kittens are adopted much more quickly than black and white kittens.

So, which kitten do you think will sell first?

Answer: The black and white one

Why?

The principle of Scarcity

What is the principle of Scarcity?

When something is scarce or rare, people see it as more highly valued and more desirable. This is why shops often have sales and why antiques have such a high value. Scarcity is closely related to the fear of loss – people fear losing what they have and also what they don’t yet have. They will act in sometimes non-sensical ways to avoid this loss (shopaholics and hoarders are good examples).

How do I know the black and white kitten really will be sold first?

Because these kittens have been advertised on the residents board where I live and everyone wants the black and white one.

How to sell more by using scarcity in your website design

• Limited numbers of a product left? Make this information clear in the interface.

• Show an end date or time for an offer.

• Offer something free with the product but limit it’s availability.