To convince your prospects, you ought to be doing these…
“How do you like to make $200,000 in real estate with zero cash down?”
“Am I Serious?”
“No. I am kidding you. $200,000 is too little.”
“How about making $1,000,000 in private properties?”
(Now you are talking. Everyone sits up and listen to you.)
“Imagine now that the money is in your account. How would you like that?”
“Sound good?”
(Every pair of eyes brightens up and giving you the “Yes. Tell me more” sign.)
“Great! “
“Just sign up on the dotted line…pay $2400 course fees…we will send you a 196-pages manual and you will have the power to spot the no-one-is-able-to-see-the-potential of-this-profitable properties. Even if you are a newbie.”
“Making $2,000.000 will not be a problem for anyone. You can trust me.”
Suddenly you find yourself standing in front of an empty room with no orders.
You must be wondering why this is happening…
You got the perfect product to generate profits…your course fees is reasonably price which anyone can recoup back the amount when using your system…your crowd were excited…but why aren’t the sales coming in?
It doesn’t make any sense, right?
You see. Sometimes …for some unknown special reasons…people mistakenly assume that if they put their products in front of the mass market, they will immediately be flooded with sales and phone calls.
You know what?
It ain’t going to happen. Don’t expect crowd queuing overnight for your product unless…of course…you own Apple.
I occasionally come across a common mistake that some businesses are guilty in committing.
Business owners are not doing enough in promoting themselves effectively in front of their market. They are just hoping their market will take notice of their existence and to come to them instead.
Here is the problem.
Your prospect will not stop for a minute to give it a real serious thought if your product is good for him. Do not expect that to happen.
From my earlier example, there is a high chance that people will not believe you. They do not believe what you have claimed your product could do for them. They do not believe that they can achieve such results. To them, $2,000,000 may even be an impossible feat to achieve from their viewpoint.
Here what you ought to do…
What this means is that people may not see the links between their potential windfalls with their current abilities.
- Ask a construction worker if he can make $500,000 in his working life, he will tell you that it will only be a dream for him.
- Ask a small business owner if he can ever grow his business into a leading business in the country, he will likely laugh you off.
- Tell any white-collar worker that he will be able to retire when he turns 40 years old, he will likely thinks you are a nut case
Your marketing should be focusing on building and strengthening the bridge that links his current abilities with his dreams.
In order to draw the attention of your prospect, you need to first position your product and services right in front of his eyes. You do this with the right and effective way to draw his attention.
What you want to do is to grab hold of his attention for as long as you can and talk to him like you are his closest friend. And when you do this, you already have your foot in his doorway.
Next, you will then lay out your proposition in a step-by- step and logical manner so that his mind will consistently agree to what you are saying.
Yes. You want him to nod in agreement to what you are saying. You do not want him to say So what?
or Why should I buy from you?
or No time now to stop and read.
Whatever you plan to do…
don’t miss this out…seriously!
Your proposition will have to match his pace all the time. Don’t expect him to follow your pace if you want to win him over. He is a busy person. He is immune to his surroundings. He may have seen similar speeches as yours.
When you try to move too fast in your pace, you may lose him…this means he will be gone.
If you move too slowly in your pace, you may bore him…and this means he will be gone too.
How do you become his close friend?
You start by getting to know him better.
Find out:
- What keep him interested;
- What motivates him to take actions;
- What are music to his ears;
- What makes him cringe like one hears fingernails scratch across the chalk board;
- What pisses him off that he will run the opposite direction before you can even completes your “hello”;
- What are his likes and dislikes;
- What makes he feel secure and comfortable;
- What makes him mad;
- What makes him trust you;
- What are his worries and concerns;
- What makes him willing to give up his Iphone to exchange valuable information with someone.
We can go on and on. You do get my points, don’t you?
These are just a few pointers. As you dive deeper in discovering your prospect, you will be able to write specific letters to him that will make him says yes.
Remember.
At the end of the day, you want your prospects comes to you and not your competitors.
Isn’t that the reason why you are in business?
Hear you soon…
To leave a comment: Click Here
Are You Doing This Crucial Step Before You Start Writing Your Sales Letter?
When I spread open the newspaper and look at some of the ads, I always wonder if the people who wrote them actually said these during their brain-storming sessions.
“We can also tell them our product will work for most people.” added the product manager. “People will love our product because it gives them total coverage with excellent protection. They will understand what it means to them.” the marketing guy chipped in. |
 |
If you have been saying these same things then listen closely. Read More…
7 more ways to make your sales letter look smarter and perform better
In my last article I have listed down 7 ways for you to make your sales letter work smarter.
Today you will be getting 7 more ways to add more punch to your sales letter for better response.
- Address your prospect’s fears and concerns. Do you know what is a quick recipe for making your prospect feel disconnected to your sales message? By sweeping your prospect’s concerns and fears under the carpet and never acknowledge that they existed.
Understand what his worries are and show him how you can help me to move from his fears. - Make your ordering process as easy as 1-2-3. Hey, no one likes hard work. What do we do when we face with a hard task? We procrastinate. For your business, this leads to no action…and effectively means no sales.
- Clear all humps and bumps in your sales message. Read your sales letter and check if there are any parts which are disconnected from your overall sales message. Can you link them again or do you need to re-write the section?
- Backing up all your claims. Without any testimonials…reports…studies to support your claims, you are just an empty vessel making a loud noise to your prospect.
- Have a conversation with your prospect. Does your sales letter sounds like a speech from a professor or a salesman? Start building a closer relationship with your prospect by having a friendly conversation through your sales letter.
- Say no More. Say no Less. Your sales letter must tell your prospect as much as it needs to sell your product and services but not too much until it bores your prospect.
- Providing values in exchange for his time…lots or it!
Just remember this:
Your sales message is only as strong as the weakest link.
Till then, see you in the next article…
To leave a comment: Click Here
7 Ways to make your sales letter look smarter and perform better.
When you decide to write your next sales letter, consider these 7 points.
- Get to know your prospect. How much do you know about your prospect? Do you know what is bugging him in the middle of the night?
- Mind your language. Does he understand your tech talk? Or will he be more comfortable with a friend-to-friend conversation?
- Lead him step by step to take action. What do you want your prospect to do next?
- Don’t rush through your sales message. Slow down your pace and walk with your prospect.
- Make his time reading your sales message a worthwhile effort. Don’t bore him with too many technical details. Give him enough the ins and outs that makes him lean towards your proposition.
- Give him something that interest him…things that will boost his standing among his friends… things that will make him be unique over others.
- Give her something that helps her to multitask while maintaining her perfect look…things that will assist her in maintaining her good relationship with others.
Just engrave this on your forehead:
Your sales message is all about your prospect and not you.
Till then, see you in the next article…
To leave a comment: Click Here
Read this before you start writing your next sales copy.
Picture this.
2 beach-goers sun tanning on a white sandy beach with waves lapping onto the shoreline.
What comes immediately to your mind?
A relaxation, mind calming and care-free holiday?
“3 Lessons Your Business Cannot Do Without…”
Ever heard of “Hallyu”?
No?
If you thinking about white sandy beaches and bikini babes, hold on to that thought. It has nothing to do with any of that.
It means the Korean Wave.
Hallyu is about Read More…
I beg your pardon?
Here are some headlines which you will probably see in the newspaper.
“Unparalleled shine”…one shampoo ad screamed.
“Discover the Secrets of Youthful Skin”…a skin solution ad proudly declared.
“Fast Absorbing Liquid”…boldly proclaim by another.
Most of them are often followed by a few feature bullets…some general facts…a few testimonials and a decent picture of the product.
What are their conversion rates? Well, only the business owners who are paying for the ads will know.
But here is one crucial question which every business owner should always ask (even if your business is only a small business) : Read More…
If You Want A Higher Response From Your Sales Copy, Then Take A lesson From A Hotel…
You probably have been told that your sales copy needs an attention grabbing headline to fight for your prospect’s attention. Anything short of that, your sales copy will get pass your prospects.
But are headlines alone enough to give you the type of sales you desire?
Your headline is like a big flashy signboard right in front of your shop. It will attract people’s attention but whether these people will come in, take to look at what you are selling and buy something from you, that’s a different story.
I am not saying that your headlines are not important. They are important.
They are the “Hey mister, do you have a minute? I have something interesting to show you.” call to prospects and where your prospect gets to meet your product.
But once your prospect steps into your shop, your salesman will have to work hard to continue to hold your prospect’s interest and if he does a good job, you will end up with a happy customer. Read More…
