Archive for June, 2010

The median consumer is inundated with sales pitches. So whenever youre tradeing a merchandise or maintain to todays advertizing weary consumer, whenever you need your sales letters to get results, youll need a step-by-step conceive that bursts down the barriers to buying. A conceive that bypasses the head & goes right for the heart.

If the hearts in it, the brain will follow.

Buying something is largely emotional. Whether its paper clips or banal paper copiers, emotions direct the purchase. Facts, specs & the like are plainly used to justify the decision, once made. Which means that everything about your sales letter, every sentence, every phrasal idiom must attract to your clients emotions.

What emotions?

The bare truth is, there are only 2 emotions that really motivate people: The promise of increase or the fright of loss–with the fright of loss being the stronger. Example: Given the option of headlines: Save cash in legal fees. Or How to keep from being sued. The latter will likely get a finer response.

Supporting the promise of increase & the fright of loss are seven key affective hooks or fundamental human needs. No subject what your merchandise or service, to be effective, your sales letter must straightaway address as numerous of these fundamental wants as possible:

Safety/Security
Wealth
Good looks
Popularity
Self-satisfaction
Free time
Fun/Excitement

So how do you get them to act? How do you go from head to heart? Whats the reflect paradigm? Imagine youre in a baseball stadium facing an consultation in rows of bleachers. Its the game of the century, 9th inning, bases loaded. And youve got a purse of peanuts you completely must trade or the chief will fire you on the spot. What would you do to get their attention? Yell Peanuts?

Start with a verbal 2×4

Youve got to hit them over the head with an affective motivator. And that means you start with the envelope. Remember– increase or loss–it has to be right there on the outside, in bold. (When was the last time you rushed to open a banal lily-white envelope?) Two examples:

Gain– We Put a Money-Making Miracle in this Envelope.
Loss– Throw This Away & Work Hard for the Rest of Your Life.

Okay. Theyve opened the letter & what do they see? A boring paragraph about your leadership in the industry? Stuffy sentences about commitment, innovation & dedication?

Whoosh. In the round file it goes.

Time to travel to our key motivators–gain or loss. Again, its got to be there in a headline they cant miss. And it must reinforce the headline that compelled them to rip open that envelope. Both headlines must dovetail in their message & affective impact.

Example: Finish studying this letter & youre halfway to becoming rich.
Next comes the essential trunk copy. What to state to go away them begging for your product. For this we go right into the consumers emotions, mining for clues to the ideal tradeing pitch.

Whats the problem?

A although back, McDonalds was baffling the pants off its competitors. So Burger King hired a huge powerhouse advertizing bureau to increase them marketplace share. They attempted everything–analyzing mystery sauces, embellish contests, toy tie-ins. Nothing worked. Finally, they sent out questionnaires, did focal point groups, & literally given up folks on the street. And you recognize what they discovered? Not what consumers liked, but what they didnt like about hamburgers. For on thing, the heading hamburger came practically manufactory made with everything on it. Some folks liked pickles, others hated onions or mayo. That was the problem. The solution was simple: hamburgers made to order, followed by the today all-too-familiar slogan Have it Your Way. The point is, youve got to find & deed your consumers problem. And make your merchandise the hero.

Life without your product–miserable

So, youve succeeded in becoming your subscribers attention. Youve discovered their problem. Now its time to remind them how numerous styles that trouble impacts their lives. If youre tradeing a cordless electrical lawnmower, youll need to remind them of all the headaches of their ancient gas powered mower. Like running for for out of gas, detecting the gas can, taking it to the gas station, driving back with a may enitre of smelly gas in the car, perhaps spilling gas on the carpet. Once at home, theres the offense of yanking the starter until your limb feels like a moist noodle. And the fire peril of having a may of gas in the garage with youngsters playing near it. The point is, you need to rouge a really troublesome photo of life without your product.

Life with your productabsolute bliss

Now that youve elevated your subscribers concern by making them sense the ache of life without your product, its time to supply your solution. Heres wherever youll briefly introduce yourself & your merchandise or service. No more running for for out of gas, no more smelling gas cans in your new car, no more yanking that starter cord until your limb falls off. Just flick the exchange & youre set up to mow. Plug it into your electrical outlet & it charges overnight. Your cares are over. You go on & on, hammering home the truth that your merchandise or maintain is the ideal solution. At this point, your subscriber will likely ask, Sounds interesting, but who the heck are you to conveive you may solve my problem? I never heard of you.

Credentials time

Heres wherever you build trust by detailing key facts that build assurance in you & your company. You could start by naming many testimonials from satisfied customers. If these come from folks in the industry who your aspect is acquainted with, so practically the better. And whenever you may get photos, phone numbers & so forth, it will enlarge even more to your credibility. This is as well the time to acknowledgment how long youve been in job & any reports that about your enterprise and/or its merchandises that have looked in the localized or domestic media (these may be especially valuable, since they come from an candid source).

Now that youve assuaged their fears about doing job with a total unknown, theyll need to be absolutely traded about your merchandise or service. Heres wherever you go into detail. And this is the ideal time to do so, since youve settled trust. They wont be believing about who you are, but what you may do for them–how youre going to solve their problem.

Detail benefits, not features

A key caveat here. Dont get your subscriber quagmired in Featurespeak. Its bare to do & its what most unskilled writers autumn victim to. Featurespeak is for your sales team, not your potential customer. Avoid stuff like Our new cordless electrical mower characteristics the X9T Autoflex handle, or the PT600 Zenon Battery. Better to say, Our new electrical mowers handle easy adjusts to your height for maximum comfort. Or The easy rechargeable battery lasts up to 5 years without replacement. If your merchandise or maintain has more than three major benefits, listing them in heater point shape to make them easier to read.
Make them an bid they cant refuse

This is the crucial section of your sales letter. Your bid ought be compelling, irrefutable & urgent. You need your subscriber to say, This is a fine offer, Ive got none to lose but my problem. Try to mix the huge 3 in your offer–irresistible price, terms, & a free gift. For example, whenever youre tradeing a cordless electrical mower, your bid could be a discounted retail price, low concern rate, & a blade-sharpening tool. Try to raise the perceived value of your bid by adding on merchandises or services–for electrical mowers, it could be an elongated warranty or safety device goggles. Augment this with compelling benefits these supplemental merchandises or services will provide.

Assuage with a guarantee

Theres a tiny voice in the back of every clients head that whispers, Buy this & youll be sorry. So make your bid bulletproof. Take the chance out of the purchase. Give the total strongest assure you can. It states your subscriber youre trustful in your merchandise or service. Enough so to back it up with a solid guarantee. Dont be afraid to make this ultimate commitment.

Motivate the procrastinators

So theyre studying your letter & are beautiful convinced that your enterprise & your merchandise or maintain may solve their problem. They need to buy. The brain is willing but the meat is weak. Time to bring in our key motivatorfear of loss. One path to tap into this fright is by convincing your subscriber that since this is such a good deal, only a scant couple of mowers remain. Or that the elongated warranty is being offered up only for the next couple of days, or for the next 50 customers. Our ancient motivator–gain–can be used here as well. Example: Buy today & get a $20 bonus card–FREE!

Call to action–KISS

You & your faculty recognize what subscribers need to do to purchase your merchandise or service, but your subscribers are inundated with offers every day. And every bid has a different procedure for buying. Give them a burst & walk them through the order/purchase process. And KISS (keep it bare stupid). Use bare activeness words like Pick Up the Phone & Call Now! If your phone count spells out a tricky slogan or enterprise name, all of the time enlarge numerical phone numbers. If they need to fill out a shape & mail it, state so. And whenever possible, use oversized type on your formespecially whenever youre tradeing to seniors. Be understandable on what theyre ordering & for what price.

ABC!

Follow Alec Baldwins admonition in the motion photo Glengarry Glen RossABCAlways Be Closing. Sprinkle your call to activeness consistently through your letter. Ask for the order. Then when you supply the call to activeness at the finish of the letter, it wont come as a surprise, but just different reminder. Better still, whenever theyre set up to order halfway through your letter, theyll recognize what to do.

Postscripts are magic

Nobody reads postscripts, right? Wrong. The P.S. is the 3rd most read component of a sales letterafter the headline & any photo captions. The top wordsmiths use various (P.P.S) in their letters. Its one of the best locations to remind subscribers of your irresistible offer. But you have to be concise & compelling, establishing urgency & value, & drawing on your key motivators of increase & loss.

Drive it home on the order form

The order shape is wherever many of the greatest sales are won or lost. Its wherever that tiny voice in the back of your clients head comes alive once once more & says, Youll be sorry or You sure you need to purchase this now? Its what I call Preemptive Buyers Remorse. Time to bring in our top gun persuaders–gain & loss–one last time. Use the same persuasive arguments as before–only be brief, more compelling & urgent.

Do you need the steak knives or the El Dorado?

Okay, youve got the prized Glengarry leads. And the method for composeing a winning sales letter. Start by recognizeing your prospects problem, then drive home key benefits utilising the affective motivators Ive described. And dont blank out Alec Baldwins else maxim, AIDA–Attention. Interest. Decision. Action. Get their attention, build their interest, convince them its the right decision, & finally, advocate them to act. Good luck. Youve got 26 letters in the English alphabet. How you use them may make all the dispute between becoming the steak knives or the Cadillac El Dorado.