Health in High Heels

Everyone likes to be right, and a sparkly diva is certainly no exception to the rule. So last week, when I received an email from one of our clients, it took me back a bit.

Just to put things into context, last week, when we released our new Cravings & Emotional Eating Program, we made available a 48 hour discount to a group of clients that had literally been waiting for months for us to release our program. Attached to the discount link was a message stating that the link would “self-destruct” at midnight the following night after which time the discount would no longer be available.

Okay, the crime having been confessed, here’s the email I received from one of our clients in response to that:

“I have to say, I’m not a fan of the high pressure ‘buy now or you lose your chance at this price forever’ style of marketing. I realize you and the other raw food companies probably use it because marketing research shows it works in garnering higher sales, but I think it’s disrespectful, manipulative, and, frankly, tacky. If you have a legitimate product to sell at a fair price, it seems to me you shouldn’t have to resort to such gimmicks.

I’m interested in your product, but I won’t be purchasing it because I’m turned off by the cheap, high pressure sales tactic.”

UGH!

That hit like a ton of bricks! I won’t go into the elaborate response I managed to come up with shortly after the shock of impact took place. Call me defensive, but I did somehow feel my personal integrity had come under attack whether that was the intent of not. I proceeded to point out all the incredible free resources we offer: Health In High Heels, 7 Day Detox, The Powder Room, etc.

I also hinted at the countless volunteer hours that Amy and I both spend on this project and with clients, and did my best to “defend” the integrity that stands behind all we do. And yet, there was something inside of me that was a bit “tossed up” by the communications that took place.

Now, don’t get me wrong. It’s not that I can’t take a little roughing around from discontented clients. I can actually take a lot. And it’s not that we’re trying to “please” everybody, because we’re definitely not. Not even close.

No, it was neither the frailty of my ego, nor the disappointment of losing a sale that caused me to react the way I did. It was, in fact, the sharp, yet subtle sting of a hidden "guilt" and intentions and integrity aside, I knew something about what she said was RIGHT!

Truthfully, I’ve not studied a whole lot of marketing. I’ve just always been good at selling anything I’m passionate about. I have, however, come across enough marketing materials to know that one of the primary tools people employ in their marketing materials is the idea of scarcity.

Scarcity increases sales BIG TIME! I’m sure you’ve seen things like this:

“Buy now, or else…”
“The first 15 people only…”
“Only 30 people will be accepted…”

But let’s talk about this idea of scarcity… I mean, so we’re taught in marketing that scarcity increases sales. Well, not such a big deal. I mean, if you know something works, use it. Right?

Well, ultimately at the end of the day, each of us has to look back and take ownership for our own choices and personal integrity on any issue.

While the timing is undoubtedly no mere coincidence, the day after receiving this email, I was studying my favorite personal development stuff when I came across the idea of scarcity.

The reference talked about how scarcity is used to convince people that resources, and life itself is in short supply. It creates fear and a false impression that resources are limited. This notion itself is the cause of countless battles and wars, broken hearts and shattered lives. "Eat now, or starve!" "Take it all before it's gone!" "Now or never!" "There's not enough for everyone!"

I can say that while creating the 48 hour offer, I certainly had no malicious intentions in mind, but was rather doing what I did without really considering the theories behind it. It felt like a special offer for the clients who had been supporting us and waiting a long time. But looking back, I can really see how "deals" like putting limitations on the time the discount was offered created tensions, pressure and fear in people. It reinforces the idea of scarcity, something I’m not willing to do twice--even if it would bring bigger sales at the end of the day.

So I sent a letter to this client and thanked her for how her feedback offered me the opportunity to take what we do to an even greater level of integrity and class. Then I went through our webpages and just made sure there were no more traces of scarcity to be found!

For Heaven’s sake, there are enough people drilling fear and limitations into the lives of others, that we as Raw Divas, feel we're much better off promoting the idea of ABUNDANCE!

So, Buyer, beware! And Diva, should you encounter someone suggesting there might not be enough of something for you, well, let ‘em keep it. There’s probably something better, more colorful and juicier around the bend being sold with integrity.

So, Passion or Profit? We say BOTH, but passion first.

diamonds

If you have a blog or website, and you're excited about what we do, then Contact us and apply to become one of our Diamond for Diva affiliates.

If you would like to send The Raw Divas feedback, suggest a "Health in High Heels Newsletter" topic, or ask a question that could be featured in a future issue of "Health in High Heels", please do not hesitate to send us a message customerservice@therawdivas.com. Please note that we are unable to offer medical advice.