“Appeal to Fear”
Carry a Big Stick
What is Appeal to Fear?
Applying fear tactics in order to scare people away or drive them toward an ideal.
Business Application
Fear is a base emotion that can be easily exploited when positioning an argument. It is important to recognize when your fear is being exploited . This recognition will help you gain composure and weigh every factor proportionately.
Example 1
“Never cold call again!”
Why This is a Fallacy
Many people fear cold calling. Leveraging that fear to build sales solutions that circumvent the need for cold calling is a trending marketing tactic.
Example 2
“Seats are limited and we only open our doors 4 times a year!”
Why This is a Fallacy
Many people have a fear of ‘missing out.’ Creating a sense of urgency by suggesting scarcity and decreasing a window of opportunity is a common fear-based sales tactic.
