Archive for May, 2009

Employ creative thinking to develop an outstanding offer. Consider how the prospect might be better served. What would give your product much more value and make it more desirable to own? Think in terms of added versatility, longer,life, easier to use, and shortcuts to the ultimate goal of buyers. Develop additional add,ons to make the combined package much more attractive than the product itself.

Make prospects an offer they can't refuse by adding special bonuses, premiums, upgrades and gifts. Such incentives give the offer a much higher perceived value. The key is to make your bonus items exclusive, relevant, and in,demand by prospects. Overload them with additional benefits and value. Make it such a fabulous deal that they not only want it – but must have it NOW. Strong offers sell products. Give your offer massive prospect,appeal… and deliver it to the right prospect at the right time. Do so in a compelling way and you've got a surefire recipe for success.

Appeal to your prospect's greed gland. Greed is a major factor in creating a strong offer. A loaded offer can help overcome fear and inertia. When it's simply too good to resist, the prospect is powerless to refuse and will overcome any obstacle not to miss out. Online prospects are not easily moved to spend money. They fear that the package they end up with will be less than they expect. They fear it will prove to be something they really didn't need. Or, they fear not being able to pay for the product without straining the budget. But an appeal that promises much more in value than it asks in price, invariably wins action because it's something the prospect finds irresistible and impossible to pass by.

Promise quick results right up front in your headline. Ultimately, it's the end result people are after… and they don't want to have to wait to get it. They want to reap the rewards right away and the sooner – the better. By suggesting in your headline that your solution is a quick and easy one, you'll attract more interest. Instant gratification has tremendous appeal in many markets.

Motivate action by using time,tested emotional appeals. The words and technology we use has changed over the years , but human behavior hasn't. Prospects are still moved to action by the same basic wants. These include: longevity, love, sex, fame, fortune, pride, greed, power, salvation, hunger, self,development, quick fixes, acknowledgement, inside information, bargains, fear, and pity.

Keep in mind the 2 main motives for action: the desire to avoid pain and the desire to gain pleasure. Most experts agree that avoiding pain is the stronger motivator of the two. But you'd be well advised to use the pain angle sparingly. The reason? You want to remind prospects of their pain briefly… in order to present your ultimate solution. Dwell too long on the negatives and you'll drive prospects away. They'll flee to avoid the pain and negative feelings you've just activated. A better alternative is to acknowledge the problem or symptom and then unleash the cure. Offer hope and help that has already proven effective and you'll gain an interested, attentive and responsive audience.

Give more. Make your message a worthwhile read. Deliver useful and practical information. Tell an interesting or dramatic story. Paint vivid pictures with your words. Inspire prospects to want the same benefits for themselves. Be different in a striking way and surprise readers with your unique angle or perspective. Offer an enriching experience simply by reading your letter.

Bridge the gap between where your prospect is now… and where s/he would like to be. That's the mission of your sales letter – to help the prospect get the end result he wants. Your product is the ultimate solution that can take the prospect out of misery and frustration into pure joy. But it's up to you to persuade them that buying your product is their best bet. You hold the power to give your prospect exactly what s/he wants. But you can only help when they're willing take action.

Inject maximum value into your message by conveying information your prospect wants to know. Become an authority on your market and industry and then convey your level of expertise in your sales letter. Prospects will quickly recognize information of value and importance just as quickly as they'll spot obvious errors and BS. When you demonstrate genuine knowledge and expertise and have information of interest to the audience, you'll attract plenty of attention and action. Messages of no pertinent value to prospects are quickly cast aside.

Consider each and every ad or sales letter your one and only opportunity to influence your prospect to take action. Deliver the most appealing, benefit,laden offer you can… and always strive for action. Your piece should have a single purpose: to stimulate a positive response. Make each ad or sales letter justify itself. It's your salesperson that reaches out to communicate with hundreds or thousands of prospects. Make it as compelling as possible every time out.