5 Must Have Questions In A Sales Letter – Must Know

People have included all kinds of sales pitch in their sales letter but sometimes still wouldn’t achieve the results they want. The importance of a sales letter is likened to having a shop to sell cars. If the looks of your shop isn’t delivering a good impression, no one will be going to buy your cars.

Thus, you must make sure that your sales letter have answers to the most basic questions, and instill interest in your visitors towards your product just with these five specific questions:

1. What’s in it for me?
The number one rule of salesmanship – people only buy for one reason, which is for getting the results from a product, what they will receive out of it. To achieve this, you must be quick in catching their attention since the beginning with your headline. Create a very convincing headline and tell your visitors what they will get in one shot through your headline.

2. How will my life be 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. Use their desires to attract themselves, that’s where you will get them nodding their heads and continue reading right until the end.

3. Why should I trust you?
People are skeptical when it requires them to take out their wallets in order to buy a certain product. You need to clear their doubts by providing positive testimonials from your previous customers and emphasize the benefits of your product.

If you don’t have testimonials for your product, search for forums related to your niche and offer to give a complimentary copy in exchange for a testimonial – usually you will get a hot response in no time.

4. What will happen if I say no?
You are not going to let them say no, that’s it. Remind them about the problems that they are having, the frustrations, how much money will they lose, or how sad their lives are currently – and tell them how they can change all of them in one shot, just by a small investment in your product.

5. Will I be stuck with your product?
This is where you seal the deal. Tell them that you provide a 100% satisfaction guarantee, they must get it now. The most important thing is to make them buy, and the rest depends on their choices. 70% of the people who purchase a product will not refund it unless they have seen something similar before or they’ve planned to only “borrow” it since the beginning.

When you have all these points to answer your prospects’ questions in your sales letter, not only will you gain an unfair advantage over your competition but also let your prospect know that you care about their problems and you have the solution that they need.

3 Steps To Quickly Writing Ezine Articles

Come on, admit it: Whether you’re a professional writer or not we all draw a blank when we want to write an ezine article.

I’ve found an answer to that dilemma that will get you writing in no time so that you can publish your ezine article and begin to receive that new wave of subscribers you’ve been hoping for. Here’s how to get the lead out if you draw a blank:

1. Write your action steps first.
Forget about the catchy headline and attractive lead paragraph for now. There’s no use in cleverly leading a reader into an article that has no real value to them. So start where you build your credibility, right in the action steps. Of course you want to identify your subject and then tell them how to make their lives easier. For instance, plumbers are always going to have to fix pipes, it’s the nature of their business. If you have an ezine to others in the plumbing industry, write about a new technique in the industry on sealing pipes or preparing them for the winter, etc.

2. Save the best for last.
There’s something called takeaway or take-home that should be in every one of your articles. It’s your last chance to tell your audience, “I know my stuff.” Try to put that key piece of information in the last paragraph of your article and you’ll want it to be something your reader can do as soon as he or she finishes reading your article. If you’re writing to accounts payable clerks, you’d tell them ways to get each department to get approvals on all purchase orders before submitting them. A/P clerks would just eat that up. It’s their number one gripe. Bottom line: Give your audience something they can do immediately at the very end of your article. They’ll remember your name and become devotees for life- hanging from your every word.

3. Get excited about the benefits.
After you’ve taken care of the credibility building portion of your article, you have to draw the reader in and whet their appetite for all this great information. By the way, if you write the action steps and take-home first, this part will be easier because you’ll be so excited about the information you’ll see the benefits of it. And that’s what writing lead paragraphs and headlines is all about: benefits to your readers.

Your final take-home advice
No matter what you do, when you’re writing to an ezine audience, always include an “About the Author” blurb (some call this a sig file, short for signature file) and a plug for anything new you’re into. To do this, determine what you want the reader to do after he or she is finished reading. Do you want the to subscribe to your ezine? Buy your new ebook? Or just visit or site? Whatever the benefit to you is, identify it before you write your “About the Author” section. And you can write this at any time because it’s separate from the article and you can use the same “About the Author” blurb for multiple articles. As a matter of fact, you could write one right now. Check out the one I’m using at the bottom of this article.

3 Key Points To Remember When Writing For The Web

While many writers are eager to write for the Internet, it is important to consider the key differences between writing for a traditional print audience and an Internet audience. Keeping these three points in mind will help you achieve success with your Internet writing ventures.

Writing for the Internet is different from traditional publishing formats in three essential ways:

~ Audience
~ Format
~ Lifespan

It is important to consider each difference while writing.

While audience is always a key consideration for any writer audience consideration is a primary factor for Internet writers. While the basic considerations of audience (who do you expect to be your primary reading audience?) remain the same there are some important differences.

First, it is important to remember that in traditional publications your audience is somewhat captive. Once they have actually picked up or purchased a print media they are likely to at least give it a few pages before ditching it. However, on the Internet the audience can move away from your words with a click of the button so you need to be focused and on target. You can’t take time for a slow buildup or meandering discussion. If you (the writer) do not seem to be delivering the goods then the reader will simply move on. This does not mean you need to cater to the lowest denominator but it does mean that you need to know your audience as well as how to respond to that audience’s needs and desires.

Another important point is that many Internet readers scan documents quickly before committing themselves to reading. It is important to write clearly and concisely as well as use punchy headlines and subheadings as well as catchy introductions and conclusions as these are key points for scanning.

While at first glance Internet documents appear to mimic traditional print documents there are many major differences. One of the most important is the entry point. A search engine may deliver readers to some point in the middle or end of your document. If you have written a coherent and cohesive piece then those readers may well move back to the beginning to read properly. In response to this, and the scanning readers mentioned above, it is best to break longer documents into several stand-alone pieces that can work together as a whole or as separate documents if approached in that manner.

Finally, an important difference between traditional publications and Internet publications is lifespan. While the apparent lifespan of many electronic documents appears to be fleeting that is not in fact true. Newspaper and magazine articles in print publications may only be current for a day, week or month but be archived on the Internet. Internet publications are frequently archived on the Internet for years. So while it is important as a writer to be fresh and current also keep in mind that your reader may access your words at some undetermined point in the future.

Keeping these three key points — audience, format, and lifespan — in mind when writing for the Internet will help you achieve greater writing success.

5 Ways to Liven Your Audience

Has a boring speaker ever put you to sleep? Your head begins to nod as you fight off the urge to slip mercifully into the Land of the Z’s. Or has your mind ever wandered during someone’s dull presentation? Although you appear to listen intently, what you are really thinking about are the million tasks waiting for you at home.

Sure, this has happened to all of us, more than we would like to admit. However, don’t let it happen to you when you are the speaker. The key to keeping your audience from taking a mental exit is to involve them in your talk. Yes! Studies show that the more you involve your audience, the more they retain. Why? Because they are listening!

You can involve your audience in several ways, and I have listed 5 of my favorites below. Select those that will work well with your presentation and that feel genuine to you. If it feels uncomfortable, it will look uncomfortable—so don’t use it.

1. Ask questions.
Questions will cause your audience members to try to think of an answer. They can’t help it – it is simply how our brains are wired. If the energy in the room starts to drop, ask a question and select a member of your audience to respond. Then, thank him or her for participating and move on to the next person. Don’t worry about loosing control of your audience. Sales guru Brian Tracy emphasizes, “He (she) who asks questions is in control.” I personally prefer questions like “How many of you . . .,” and then I ask for a show of hands. These closed-ended questions get your audience involved both mentally and physically.

2. Finish your sentence.
For example, if you said to your audience, “Lions and tigers and bears . . .” and did not finish the sentence, what do you think they would say? As long as they are familiar with the movie The Wizard of Oz, they would respond with “Oh my!” This is a fun way to get your audience to participate. If they know the answer, they will blurt it out. If they don’t, you answer it. Choose something that should be so obvious they will absolutely get it.

3. High-five.
This is one of my personal favorites, and if you have attended one of my talks you have experienced it firsthand. If you ever feel like the energy in the room is heavy, you can change it by using this technique. Simply ask a question (remember the power of asking questions). Ask, “Is this good stuff?” When your audience responds with “Yes,” say “Then, turn to the people on either side of you and give them a high-five and say ‘This is good stuff!’” Most people get a kick out of it. However, if you have an individual in your audience who does not want to participate, don’t worry about it. Some people simply just don’t want to have fun.

4. Do exercises.
I learned this trick from the famous millionaire T. Harv Ecker when I took his “Train the Trainer” course. He says, “Get your audience to do the work.” To accomplish this, ask them to break into groups of two or three (with people that they don’t know) and give them an exercise that is congruent with your presentation. Afterward, ask them to share openly with the rest of the group and thank them for doing so.

5. Give them candy.
Reward your audience for participating, and they will participate even more. Simply ask a question and when someone answers it, gently throw a small piece of candy to that person. I find that chocolate works best. You will find that it becomes a game and people will compete for the chocolate. I don’t use this throughout my entire speech, only for a few minutes in the middle of my talk.

There are many other ways and techniques to get your audience involved. What is important as a speaker is for you to come up with as many different ways as you can think of that are appropriate for your audience and for you as a speaker. Believe me, your audience will thank you.

5 Surefire Tips To Better Public Speaking

If you search in Google for the term Уpublic speaking tipsФ you get roughly 2.6 million responses. That seems like a lot, but when you have to be the one standing in front of the group there isnТt enough information in the world that could get you over that fear.

Believe it or not, most of those fears are self imposed. What do I mean? The people listening to you donТt really care how the information is disseminated, they just want at the information. ItТs the speaker that puts themselves through the ringer weeks before the event. Here are some tips that may seem obvious, but once completed, will really put your mind at ease, trust me.

Public Speaking Tip #1

KNOW YOUR TOPIC! I donТt mean know your topic, I mean inside and out, upside down, what ever question someone could throw at you, you know the answer. You really need to be prepared to reach this level. You need to know your speech almost by heart; you need to know the products you will be discussing. Do your homework, you will know you have reached public speaking Nirvana when you get that УfeelingФ, it will come with knowledge. Believe!

Public Speaking Tip #2

Greet as many of the attendees prior to your speech as possible. Familiarity promotes confidence. Besides, think of the benefit you provide the topic you are to speak on when you take the time to meet people before you go on.
This strategy also prevents you from pacing back and forth and worrying yourself to death until you go on. There is no point in cramming now, if you donТt know it, you wont, and it will show.

Public Speaking Tip #3

DONТT think everyone in the audience is naked, this in fact will hurt your chances of a successful public speaking outing.

Public Speaking Tip # 4

When you find yourself with only a mouthful of uhs and ums, stop yourself, repeat the sentence as if to add importance, and replace the uhs and ums with silence to allow your points to hit home.

Public Speaking Tip # 5

Animate your speech. Most people think that good communication is mouth-centric. Nothing could be farther from the truth! To be a powerful communicator, you have to use your entire body. Gestures and body language add energy and enthusiasm to your speech.
These are tips can really help you take your next step in public speaking. Do you realize that people pass up promotions because they will be required to speak publicly?

Do you realize people fear speaking in public more than they fear dying? Maybe because dying is abstract and appears far away while the podium is right in front of them. Either way, you really can come to grips with your fear and maybe you wonТt enjoy it, but youТll be able to get through it easier.  I canТt emphasize enough that half of your battle will be just knowing what you are going to say, and anticipating what others are going to ask. It can be easy!

2 Must Know Copywriting Secrets that Guarantee Success!

Copywriters often disagree on whether a short sales piece with lots of white space is better or whether long and detailed is the way to go.  The long and short of the debate is thisЕ what type of buyer are you targeting?

There are basically 2 kinds of buyers.

1. The Impulsive Buyer
This is the kind of guy with places to go and people to see and not a whole lot of time to do it in.  Typically, heТll skim the headlines and subtopics, glance at the photos and captions, and make a snap decision.

2. The Analytical Buyer
This group of buyers believes that the proof is in the details.  TheyТll read everythingЕ including the fine print.

It stands to reason that successful copy will address the needs of both buyersЕ  regardless of length.  LetТs look at what you need to do to reach both buyers.

How to reachЕ.

The Impulsive Buyer

1. Use attention getting headlines and sub headlines.
2. Capitalize of graphics that enhance your messageЕ
Photos
Captions
Varying fonts and font sizes
Shading
Use Bold Headlines
Highlight with shaded areas or bullets

The Analytic Buyer

1. Use the headlines, sub headlines, and graphics for the impulsive buyer as guides.  Add the detailed information the analytic buyer needs under the proper heading, and youТve got a winning marketing piece that is guaranteed to be successful

Inside knowledge of how your potential buyers react is the key to getting their attentionЕ and extra income.  The fact that the needs of the impulsive buyer and the analytical buyer overlaps is a bonus for you, the copywriter!

5 Tips to Magnetize Your Book Web Site With Benefits

Would you like to create a magnetic home page, one that magnetizes your visitors? Webster’s Dictionary defines magnetic as ‘powerfully attractive.’ Best selling author and owner of the largest advertising agency in the 20s, Bruce Barton said, “The theme (any advertisement) ought to be based on two principles-first that a man is interested in himself, second, that he is interested in other people.”

What will make your home page interesting? Good design plays an important part in your site’s overall effectiveness. But it’s not the flash that will interest your audience. It’s not the jingles that will connect with your visitor. It’s the benefits – the ‘what’s in it for me’ list that create interest and even desire. Create a home page filled with benefits and it will pull your visitors in. What you say your product/service can do is much more attractive than a beautiful web page with weak copy.

Promote with benefits instead of your bio, your credentials and even the features of your product/service. Put them in their proper place on your site. But your audience will most want to know the value of your product to them.

You must answer questions like, “Will it solve my particular problem?” “What will I gain?” “What will I lose if I don’t use your service?” Some universal benefits answer the how tos: getting more passion, more energy, less fatigue, more money, good relationships, more time, less trouble, less stress, less drama and trauma.  Here’s a quick tutorial on magnetizing your home page:

1. Develop a list of 10-20 benefits of each product and service. For example, a client of mine realized her audience didn’t just want to know how to get articles written, they wanted to know why should they write them?

So on the home page selling her article writing ebook, she started with a list of good reasons to write short articles to promote: For the serious marketer this ebook explains step by step how to promote your business, build a gigantic Opt-In List, increase your traffic, get qualified links, increase your page rank, grow your affiliate base, become a recognized expert, and collar more sales.

2. Be specific. List specific benefits. Describe how your customer will feel after buying your product. For example, after you buy my service of teeth whitening, you’ll look and feel 10 years younger without plastic surgery. Then post a picture of what your client looks like before and after the teeth whitening service. Let them see how happier and more confident they look with whiter teeth. Make your page magnetic with specific benefits.

3. Let the passion for your topic show in your marketing copy. Which arouses your interest more? “A 9-Step Power Plan to decimate and dominate the Consultant’s Marketplace” or “The 9-Step Plan to Become a Better Consultant.” “How to Convert More Buyers Into Customers” or “How to use the ‘FTP’ factor to pull amazing clickthrough rates that most marketers will only dream about!” Magnetize your web page with passion that creates desire and sales with your audience.

4. Develop the skill of writing headlines. Provocative titles will stir interest. Provocative statements capture our attention like a fish on a hook. They throw out the baited hook and reel a captive audience in every time. The shocking statement ‘Wives Who Don’t Want Sex’ even if they don’t have this problem will get the attention of the curious.

Use the Command statement for an immediate effect, ‘Become an Internet Millionaire!” Even if it’s a well worn claim, it still captures a large share of attention. Don’t forget the power of the simple ‘How To” information title. It alerts your audience that the information that follows will be simple and easy to digest. Capture the attention of your audience with a home page filled with magnetic headlines.

5. Give your links the power of benefits. We have added magnetic pulling power to our bulleted list, headlines, and titles. It’s all good. But there’s one more area that will give your home page even more pulling power. I got this tip from Allen Says’ “The War Report.” Many unseasoned site owners create links that say things like, “Get your FREE ebook here!” or “Sign-up for our FREE ezine!”

When first exposed to this tip, all I could say was, “Ouch!” I know my sites were filled with links like that. Perhaps we thought the magic word was FREE and people would automatically click on it and download. The truth is ‘Free ezine” tells our audiences nothing. Impart life to all your links with benefits. Those left over benefits and titles you developed earlier in this article. Review each link and pretend you have to get every visitor to click on it.

Don’t wait. If you wait you could be starting the next year without the explosive sales and traffic your site deserves. You have invested time and perhaps money into making your site the best it can be. Now, create a magnetic home page by giving your bulleted lists, headlines and links the power of benefits. Magnetize your home page and prosper!

3 Simple Steps to Dramatically Improved Writing

Amateur writers write for the sake of writing. While this may create copious amounts of inconsequential content or provide them personal pleasure, it does nothing to increase business prospects, improve the world, or move their audience to take action.

So what is the goal of great writing, and how can it change your presentations? Professional writers always have one main goal in mind with everything they write: to transform their audience. Great writers strive to help their audience see through different eyes, act differently, change the way they interact with the world.

Anyone can throw words together and make complete sentences (case in point: most of the blogosphere), but if you want to actually have impact through your writing, you must learn to write for transformation. It’s the difference between being merely informative and being compelling and persuasive. There are three simple steps to transformational writing: 1) writing for a specific audience, 2) using the right venue, and 3) choosing and executing the right type of transformation (there are three).

1. Specific Audience

If you want to reach your audience, it’s absolutely crucial that you understand them, get out of your own perspective, and write to their perspective. One of the first things I do with every piece I write is identify my target audience, things such as age, gender, race/ethnicity, location, income level, purchasing habits, hobbies, talents, interests, etc.

When I know who I’m talking to, I’m prepared to custom tailor the message to resonate with them specifically. For example, words such as “revolutionary,” “cutting-edge,” “fresh,” or “in vogue” will more likely resonate with an 18-25 age group, whereas a 60-70 age group will probably have negative reactions to them, who prefer things that are “proven,” “safe,” and “sensible.”

2. The Right Venue

By venue I mean the medium used to convey your message, including such things as magazines, newspapers, journals, books, radio and TV ads, blogs, websites, etc. The venue you choose is, in large part, determined by your audience.

For example, if I’m writing a lengthy article on monetary policy intended for scholars and economists, the best venue is probably a scholarly journal. Few people can stand to read long blocks of meaningful text on a computer screen, I probably won’t have enough space to make my case in most magazines, etc. On the other hand, if my content is concise, simple, and intended for a broad audience, perhaps a newspaper article makes sense.

All of us are exposed to written communications that we skim or ignore, yet if that same message is presented in a venue more palatable to us, we’re much more likely to spend time reading it. Writing for transformation requires utilizing the best venue for our subject matter and audience.

3. The Right Transformation

There are three types of transformations: know, feel, and do. A know transformation seeks to give the readers new information, or old information arranged in a different way, to help them to learn and know things they didn’t know before, in such a way that changes their life and perspective. A feel transformation obviously seeks to evoke strong emotion in the audience, while a do is designed to get an audience to take very specific, immediate, and tangible action.

Amateurs look at this list and try to do all three; professionals focus on one and nail it, because doing so affects the others. How do you want people’s lives to change because they read your message? What do you want to see occur in them? Do you primarily want them to know, feel, or do something? Pick one–yes, just one–and execute it well, and the others will take care of themselves.

If you want your message to actually have impact, you must learn to write for transformation. Know who you’re writing to, use the right venue to reach them, and choose the right transformation and execute it well. After all, transformational writing is the only writing worth reading.