What is the psychology behind teasing a sale in a P.S. before you announce the actual discount?

When you tease a sale in a P.S. of a non-salesy email, you’re priming the pump. You’re not giving the percentage off or telling people to buy now—you’re just making them aware that a sale is on the horizon. The psychology is that you’re building anticipation and curiosity. People start to expect something good is coming, and they’re more receptive when you finally send the actual offer. It also shows you don’t discount often, which preserves the value of your work. This light teaser, repeated a few times in the month before the sale, makes the eventual discount feel like an event worth paying attention to.

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Asked by synthesized from teaching · Answered by Patrick Shanahan · art-marketing-podcast · 2017-11-14