Are you looking for ways of persuading your web site visitors to buy your product or service Or for ways of writing a sales letter so that you sell more
Then you need to understand why people buy in the first place.
People buy things because they want to. Not necessarily because they need to.
We dont need to buy expensive designer clothes, for instance, but we want to. Because we want to look good, and great clothes makes us look good. Why do we want to look good In many cases, simply to attract the opposite sex.
This is why so many designer clothes ads use sex to sell.
Its simple, but it works. In a magazine ad by placing a guy in a particular designer suit next to a couple of beautiful women, the readers subconsciously thinks that by buying that suit, he too will attract beautiful women.
Emotion makes you buy. Wanting to achieve something makes you buy.
You need to trigger the readers desire for your product. Not necessarily by focusing on your product, but on how his life will change when buying this product.
Focus on the potential customer, not your product.
You cant force people to buy. Unfortunately, some of you might say.
But why force someone, when you can make them want to buy voluntarily With much better results Trigger their emotions so that they want to buy. Make them want your product. Feed them with emotional triggers so that they get excited about the project. Let them so the sales job.
How to trigger their emotions
Tell your reader how his or her life will change after buying your product. Are you selling power shower heads Tell them how fantastic youll feel every morning using these heads. Describe it. Compare your power shower heads to the ordinary, cheap shower heads.
Show them how the features of the product will benefit the buyer.
Appeal to his or her emotions.
Are you selling cars Let the prospect sit in the car, let him drive the car. Point out all the little details, like the high quality leather that is used on the seats. (Dont say a word yet about how much this costs extra.) Paint him a picture...describe to him how wonderful itll be to drive this car every day. Describe how the product will change his life.
Make them want your product.
But in order for the emotional appeals to work, you need to use logic, too. Because the prospect must justify his uncontrollable urge to buy.
After the initial emotional appeal, give him all kinds of logical reassurances of why its OK to buy. Tell him how much money he will save using your product, tell him youve reduced the price of your product so that if he likes it hed be much better off buying straight away, tell him that you will give him additional bonuses if he buys immediately, and the best trick of all
Tell your potential customer that he can return the product to you at any time and get a full refund if hes not entirely happy about it.
This is the ultimate logical appeal.
If he wants your product; if youve made him want your product - the main thing holding him back is money. If you take away this risk, hes got nothing to loose.
Use emotion to get your readers to desire your product by showing them how they will benefit from the product. Use logic to take away their resistance to buying. Use logic to take away all the risks.
About The Author
Steve Atlas writes regularly for the Internet Marketing Dictionary -
Regardless of what youre trying to sell, you cant sell it without your prospective buyers. And selling through mail successfully depends mostly on how you talk to your prospective buyers. Knowing the psychology of your prospect is a very good advantage to cash in. This is an important guide line to apply when writing sales letters that generate very huge revenue.
All wining sales letters talk to the prospect by creating an image in the readers mind. They set the scene by appealing to a desire or need; and then they follow smoothly into the visionary part of the sales pitch by describing in detail how well life will be and, how good the prospect is going to feel after hes purchased your product. This is the body or guts of the sales letter.
Overall, a winning sales letter follows a time-tested and proven formula:
Sales letters can be made in different formats. Regardless of the length of your sales letter it should do one thing, sell hard! You should never be wishy-washy with your sales letter and expect to close the sales with a color brochure or circular. You do the actual selling and the closing of the sale with your sales letter any brochure are circular you send along it will just be what you say on the sales letter.
Theres been a great deal of discussion as just how a sales letter should be. A lot of people ask: will prospects really read a long sales letter. The answer is a simple and time-tested yes indeed! Survey tests over the years show that longer sales letters pull even better than shorter ones. So dont worry about the length of your sales letter as long as its interesting and rewarding that the prospect cant resist reading it all. To do this you break up the work of reading by using short, punching sentences, under lining important points youre trying to make, with the use of sub-headlines indentations even the use of a second color.
The brochures or circulars you may want to include with your sales letter to reinforce the sale should be of top quality. It should include your name/address even your telephone number and a company logo on them before you send them out. This makes your prospect think of you as his supplier the company and not just another mail order operator.
People ask whether they should use a post office box number or your sheet address. Generally the best is to include both. This kind of open display of your honest will give you credibility and divert thought of you being just another fly-by-night mail order company in the mind of prospect.
Above all else, youve got to include some sort of ordering coupon. This has to be simple and easy for your prospect to fill. A great many sales are lost because their order coupon is just too complicated for the would-be buyer to follow. Dont get fancy! Keep it simple, and your prospect responding with glue.
Should you or shouldnt you include a self-addressed reply envelop There is lot of variables as well as pros and cons to the question, but overall, when you start winning sales letter to a good mailing list, a return reply envelop will increase response tremendously.
A very important guide to use in writing sales letters is something thats in you. Its your initiative. Its easy to use. First pretend you dont know anything about writing sales letters. Secondly observe other good sales letters and write down things you like about them. A combination of this approach and the other guide lines will make a million dollar sales better for you. It worked for me!!!
About The Author
Emma Okafor is an ecommerce researcher and writer. His success blue print in online marketing is available in his site