Referral Reply Form Enclosed with Anderson Electric Car Company Letter to Clara Ford, 1915
The pattern
This still is filed under Scarcity close.
Define
A real limit (time, units, seats, eligibility) that makes delay cost something.
Mechanism
Loss of option. The close is the disappearing chance, not a louder adjective. Fake scarcity is a different and worse pattern.
Verdict
The limit is true
Why it works
The form does the persuasion by shape rather than by argument. The endorsement is pre-written in the first person and printed, so the sender never has to compose an opinion, only supply names under one she has already implicitly signed. Her own name is typed in before it reaches her, which converts the blank from a generic form into her document and creates an obligation to complete what someone has already started on her behalf. The nine ruled rows set the expected quantity silently: one name would look wrong on a grid built for nine. Asking only for name, street and town keeps the cost of each referral to a few seconds of handwriting.
Steal this when
Use this whenever you ask for referrals and the previous attempt produced agreement but no names. Pre-fill the referrer's details, pre-write the endorsement, and give more rows than you expect to get filled.