5
Specific Questions Your Sales Letters Must Answer To Achieve The Best Results
by: Joanne L. Mason
Here’s a surefire method to guarantee
you achieve the best results from your sales letters. Rather than make
a sales pitch that your prospects will very likely ignore, instead present
your products or services as the answer to their problems.
When you offer the help that your
target audience is looking for it won’t be hard to make sales. You can
show that you really do understand the needs of your market by addressing
these five specific questions right up front in your sales letter.
1. What's In It For Me?
This is the number one rule of salesmanship.
People buy products for one reason only...what they will receive out of
it. You must instantly tell any prospect exactly what they will get out
of your product. Your best opportunity to do this is in your headline.
Make a bold statement right up front and capture your target audience immediately.
2. How Will My Life Become Better?
This is where you have to understand
the emotional appeals that attract your prospects like moths to a flame.
Do they want to become richer, smarter, better looking, thinner or more
popular? Do they want to save time, money or effort? Study your niche market
until you know what emotional buttons to push and you'll see a huge increase
in your sales instantly.
3. What Will Happen If I Say No?
You have to give people a compelling
reason to buy from you. A good way to do that is by reminding them what
will happen if they don’t purchase your product. What problems will continue
to exist for them, how much money will they lose, how type of frustration
will they continue to endure? Help your prospects to see that they really
can’t afford to say no because your product truly is the solution to their
problems.
4. Why Should I Trust You?
The best way to establish trust in
your sales letters is by using testimonials. A good testimonial is the
written equivalence of a word of mouth referral. Prospects naturally trust
what other people say about their experience with you. Get your past customers
who have been happy with your business to give you testimonials to use
in your sales letter.
5. Will I Be Stuck With Your Product?
Here’s where you can literally seal
the deal. Reverse the risk of doing business with you. Always offer a money
back guarantee so that people will feel confident that they won’t lose
out if your product is not what they expected. When your prospects see
that you stand behind your products enough to assume the risk they can
feel more comfortable in purchasing your products.
When you use these easy tips to answer
your prospects questions in your sales letter, not only will you gain an
unfair advantage over your competition, but you'll also show your prospect
that you care about their problems and your product is the solution that
they need.
About The
Author
Joanne Mason's articles have helped
thousands of small business owners to significantly increase their profits
by discovering the secrets to writing better sales letters. Get a FREE
subscription to her ezine, Sales Letter Secrets, at http://www.moneymakingsalesletters.com
jlmason@moneymakingsalesletters.com
Courtesy of http://www.ArticleCity.com/
5
Insider Secrets to Writing Million Dollar Sales Letters
By
Terry Dean
One
of the most important skills you could ever learn is how to write million
dollar sales letters. The difference between a killer sales letter and
a mediocre one is often the difference between a successful site that earns
thousands of dollars weekly and one that can't break even.
It
doesn't matter if you drive tens of thousands of people to your site every
day if you can't convince them to buy from you once they are there. Your
site will never be profitable if it isn't full of benefit driven client
centered ad copy.
The
good news is that anyone can fill their site with good ad copy. If you
don't want to write it yourself, you can find numerous good ad writers
who are willing to do it for around $1,000 to $15,000 per sales letter.
If that cost is too much for you to bear, I have even better news for you.
Anyone
can learn how to write million dollar ad copy. Don't start letting your
mind come up with all of the reasons why that may be true for other people
but not for you. Let me rephrase that sentence. YOU can write million dollar
ad copy.
The
best copywriters in the world did not have the best writing skills when
they started out. Many of them, in fact, don't even have high school diplomas.
Just because you have never even written a free report doesn't mean you
can't write a killer sales letter. As a matter of fact, I am going to give
you the best insider secrets available in the world to help you write the
best ad copy you possibly could.
There
are thousands of resources online that will teach you how to write better
ads. Below are just a few of the books or manuals that will help you learn
how to write good ad copy:
-
Advertising
Magic by Brian Keith Voiles
-
Maximum
Profit Copywriting Clinic by Bob Serling
-
Magic
Words that Bring You Riches by Ted Nicholas
-
Cash
Copy by Jeffrey Lant
These
types of books and manuals will teach you the in's and out's of the inner
workings of good ad copy. They will teach you the important pieces you
need such as creating great headlines, listing benefits, finding testimonials,
and using a P.S. Any of these courses will improve your sales letter writing
ability.
What
I want to give you today through this article is a turn-key plan that you
can use for FREE to start writing killer ads. Follow my simple 5 step system
below and you will start writing killer sales letters within the next few
months.
I
know you may want to have a quicker way of doing things, but anything that
is worth doing is worth doing good. Going to college and getting the skills
it takes to do a job takes a minimum of 2 to 4 years and often quite a
bit longer. If you follow my techniques below, you will become a killer
sales letter writer within 2 to 6 months and have the skills to be an entrepreneur
for the rest of your life.
Don't
quit after 6 months though. Keep doing these techniques for years and you
will keep those creative juices flowing and building in you for the rest
of your life.
So,
without further ado, here are the 5 Insider Secrets to Writing Million
Dollar Sales Letters.
1.
Spend one to two hours a day copying by hand some of the greatest sales
letters of all time.
The
easiest way I could ever tell you to become a good ad writer guaranteed
is to copy and study good ads until they become a part of you. Study each
paragraph. Look and contemplate why they said this or that.
Figure
out what they were trying to do in each paragraph. Go out and pick up some
of the sales letters by the best ad writers of all time, such as Ted Nicholas,
Gary Halbert, Jay Abraham, Brian Keith Voiles, and others. You could also
go around the Internet and print out the ads for top selling products and
services you know of online.
Then,
pick out an ad that you admire greatly that you know produces tons of sales
for it's owner. Start copying it by hand. Write the entire sales letter
out in your own hand writing. Write it out 5 to 30 times over the next
week or month.
I
told you this would take some time, but it will be worth it. Once you have
written this sales letter over and over again, you will begin to almost
memorize the way the writer worded different things. Next time you sit
down to write a letter, their wording and even part of the mentality that
they sat down to write with will have become a part of you.
After
you have copied the first sales letter so many times that you are actually
sick of the thing, it is time to go onto the next letter. Pick out another
sales letter you admire and copy it by hand. Copy it 5 to 30 times until
you begin to know it by heart as well.
Keep
doing this with more and more of the winning sales letters and you will
find some interesting things happening when you go to write a sales letter.
You will sit down and some of their phrasing and ways of doing things will
come to your mind. Once you have copied dozens of these sales letters you
will find that it is becoming much easier to just sit down and begin flowing
right into a million dollar sales piece.
By
doing your assigned homework you will begin to learn how to write the headlines,
benefits, and the P.S. You will actually start doing the things that Ad
Writing courses teach you how to do naturally.
As
you continue doing this for the next year you will find yourself getting
better and better at writing ads every single month. By following this
one technique, anyone reading this report can make a decision to start
writing better ads next week.
Even
if you are only writing ads for your own business, doesn't it stand to
reason that you owe it to yourself to write the most profitable ads possible.
Isn't it worth the time you have to dedicate to it?
2.
Create a Swipe File.
You
should also collect all of the good sales letters you find and create a
notebook out of them. Then, when you are sitting down to write a sales
letter, you can thumb through your notebook of sales letters to generate
ideas for your project.
Many
copywriters call this their swipe file. They use it as an idea generator
for their headlines, body copy, bullets, etc. If they are stuck on creating
a good guarantee, they can look through other guarantees people have used.
If they are trying to think of how to do a P.S., they can look through
other ones. They can get their letter writing going through taking ideas
from other winning sales materials.
Never
Use Ideas Word For Word From Your Swipe File. This would be plagiarism.
Use it to generate general ideas. You don't want to copy their sentences
word for word. You want to flip through some different sales letters until
an idea forms in your head about what to write for your project.
This
swipe file will help you keep on track and produce winning sales materials
every time and it costs you nothing to create. Just collect or print out
winning sales letters you find and put them in a notebook or series of
notebooks you keep handy when writing your letters.
Remember
the cardinal rule when using your swipe file. NEVER copy the ideas word
for word!
3.
Always research your client's customers until you know them like your own
best friend.
Many
times you will see reports on how to write killer sales materials that
cover many of the basics, but they forget the most important part. The
major key to writing million dollar sales letters is to know your customers
like you do your own best friend.
You
need to know what their needs and desires are. You need to know what fears
they are experiencing. You need to know what their Hot Buttons are. What
is it that they respond to? What is it that would offend them?
If
you don't know your prospects, then you can never write an effective sales
letter to them. I don't care if you are best writer in the world. If you
don't know them, you won't be able to make sales to them.
Good
copywriters take polls of the customers. They look at sales letters their
customers have already responded to. They go out and ask questions of their
potential customers. They do everything they possibly can to know who their
biggest potential prospect is.
If
you can't tell me everything about your potential prospects, then you aren't
ready to start writing yet. You should know their general age, their hot
button, their dreams, their fears, and everything that relates somehow
to your product.
The
key to a good sales letter is being able to describe the benefits of your
product to this individual prospect or customer. It needs to be personalized
to them individually.
4.
Relax.
Learn
how to relax. If you are in a rush to do your sales letter, it will be
obvious to the readers. Be willing to take your time and do an extremely
good job. Let things stew inside your brain between each of the important
elements.
After
you research your prospects and get to know them, take some time to relax.
Think on them and their desires for a while. Take some time to relax after
you write your headlines and choose the best one for your letter. Think
about how to create that flow throughout your letter, starting with your
headline.
Take
some time to relax after you write your rough draft. Sit it down and come
back to it the next day. Then, you will be refreshed and ready to edit
it. After you have done your editing, put it away again for a little while.
Come back to it refreshed and read over it again. See if there is anything
else you would like to change about it.
Don't
rush through the writing process. Learn how to let your mind go to work
by working on it, then relaxing a bit. Go back to work and then let your
mind stew over it again. Keep this process throughout the entire letter.
5.
Test and Edit.
There
is only one way you can ever determine if a sales letter will be successful
or not. It has to be put to the test. It has to be sent out to some of
the
potential prospects.
Send
it out and find out if it makes a profit or not. If it is winning letter
right up front, great! If not, then it is back to the drawing board. Whether
it makes money or not, you will still need to test it.
For
example, you should take the letter that made money and try a different
headline for it. Compare the results to the original. Test a different
price. Test the offer worded slightly different. Keep the sales letter
that is producing the best results after each test. This is the control
that you will determine your results from.
Winning
marketers are always testing their materials to find out which one is producing
the best results. The killer sales materials that you see being used year
after year and decade after decade became that way through this type of
testing. Rarely is the first letter written the absolute best letter it
could ever be. You need to keep improving it through testing until you
have the letter that consistently out-pulls everything else.
As
you can see, copywriting isn't all about being born with huge amounts of
writing talents. It is about making a decision to become the best. It is
about deciding to do the work you need to succeed in your business. Good
copywriters are never lazy, and anyone can be a good copywriter. What about
you?
Terry
Dean's Brand New Fr-e eBook, "10 Quick and Easy Ways to Increase Profits
to ANY Web Site Overnight!" Reveals More Time Tested Proven Internet Marketing
Secrets Than 99% of the Paid Products Available...Showing You Step-By-Step
How to Increase Your Traffic, Drop Your Expenses, and Drive Your Profits
Through the Roof:
http://www.bizpromo.com
