The following is a little snippet from my book, "The 7 Essential Steps to Successful eBay Marketing." The section that comes before it talks a lot about scarcity and how to cultivate scarcity in your marketing efforts. These are just two examples of how a couple of sellers did a good job developing scarcity:
"Sometimes scarcity indicates poor quality, unpopular goods. Take the 1976 AMC Pacer, for instance, shown in Figure 5-1. It´s the whipping boy of 1970´s cars, but the seller does something very interesting. He says, "Would be great in a video or movie.´ That´s a great pitch-a creative way to sell an item that seems to be of limited value. This Pacer wasn´t very popular as an everyday car, but when the seller suggested it as a prop for a movie, bids came flooding in.
"Antiquarian books in poor condition fit this profile, too. Generally, book collectors are extremely particular when it comes to condition, and books in bad shape usually create little demand. However, if the antique book should happen to contain botanical etchings, architectural drawings, or illustrations of historic fashions, the bidding often goes higher than similar editions in pristine condition. Why is that? Interior designers and other collectors scoop up these books with relish, rip them apart, frame the illustrations, and sell them at incredibly marked up prices. A good description aggressively advertises this type of utility.
"Make sure you pick categories with these concepts in mind. An antique book listed in eBay´s saturated Books category has very little chance of being found. But if you list it in Antique Prints: Etchings, you open up a whole new market.
"Think this way with your own listings. Don´t just force your items onto one category of customer. Always keep your mind open to other possibilities."