1) The Yes Factor
There’s a practice in sales where you get the potential customer in the yes mode with the hope that when you ask for the order, they have been so conditioned to say yes that it comes out automatically.
To get someone in “yes mode”, you need to ask questions you’re sure your target audience can answer yes to. For example, I might say, ” Wouldn’t you like to learn how to pull more profits with your sales letter”?
2) Involve The Readers Five Senses
A sales letter works best when it can create a mental picture for the reader. So, when describing something, make it real. Tell them about the smell and feel of your product. Explain what it looks and tastes like. Really let them visualize.
If I was writing a sales letter for a product that helps people never lose their keys again, I might show them the problem of lost keys and liven it up a bit with strong descriptions.
“The rain pours from the open sky, soaking through your light coat and making your pants clench your body in a bear hug. You dig your hand into your pocket; fingers numb from the cold, and discover your nightmare. Your keys to your warm and dry home are locked in your car and you know you’ll be spending your night in the rain.”
If a customer can feel what you’re telling them, then they’re going to believe it more. It’s powerful stuff.
3) Knock Objections Down In Your Copy
Objections are the little thoughts that pop up in your prospect’s mind and tell them why they shouldn’t act on your offer. A good sales letter will anticipate, maybe even create, these objections and then address them, one by one.
After writing a sales letter, go back over it and read it from your prospects point of view. Think of questions it might raise, and then answer those questions and objections.
4) Entertain and Keep The Reader Interested
Keep your reader interested in your sales letter by keeping the tone lighthearted and conversational. Write it like you’re a friend, using all the common words you use while talking. Maybe tell a story or two throughout your sales letter.
The goal of a sales letter is to sell. But to do that, you have to keep the prospect reading.
5) Using Repetition
Response is always better through repetition.
An exampleyou might notice a funny commercial on the TV that’s been running for months. Or, maybe you’ve noticed yourself humming the tune from a commercial because you’ve heard it over and over again. Repetition makes us take notice.
And we can use this same principal in our sales letter by driving key points into our reader’s mind.
Try this
Take the strongest benefit for your offer or service. Mention it in the headline, and then mention it in the first sentence. Then, throughout your sales letter, mention it a few more times, but in a different way. You might mention it first as a statement, then again as a story.
Try ityou’ll be amazed!
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