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7
Key Sales Message Features
By Bob Leduc
You can get more sales with your sales messages by
making sure they always include the following 7 key features.
1. A Captivating Headline
Always include a captivating headline at the top of your sales letters and web
pages. An enticing headline captures your reader's attention and compels them
to read more of your message.
The most effective headline is a short dramatic statement promising a benefit.
For example, "Easy Way to Double Your Sales".
2. Believable Claims
If the actual results you can produce for your customers sound too good to be
true, they will assume it is not true and they will not buy. Understate any
claims that sound exaggerated even if they are true.
3. Authentic Testimonials
Testimonials from satisfied customers prove you lived up to your promises in
the past. They overcome your prospective customer's skepticism and replace it
with confidence in you and the claims you make.
Develop the habit of asking your customers and clients for testimonials. Then
use them in all your marketing efforts. Get permission from your customers to
include their real names and addresses with their testimonials. Testimonials
from real people are believable. Anonymous testimonials are not.
4. A Motivating Offer
Your offer is the only reason people respond to your advertising. They want
the "deal" you are promoting (free information, special price, free bonus with
order, etc.). Include an enticing offer in every sales message. A strong offer
will maximize the number of responses you get.
5. A Risk-Free Transaction
Do you know the major reason why people often hesitate to buy something - even
if they want or need it? They do not want to risk getting something different
than they expect.
Eliminate this risk by guaranteeing your customer's satisfaction. If you sell
products, offer a liberal money back guarantee. If you provide a service,
offer to continue working without additional charge until your customer is
satisfied with the results. Make the transaction risk-free for your customers
and you will get more sales.
6. A Magnetic "P.S."
Most prospects glance at the beginning of your web page or sales letter then
jump to the end before reading anything in between. Take advantage of this and
put something at the end of your message to stimulate their interest. Create
it like a second headline - but in the form of a "P.S."
For example, emphasize your offer, highlight a deadline or dramatize a
significant benefit. An effective P.S. reinforces the attention you captured
with your headline. Together they motivate prospects to read your entire
message.
7. A Compelling Reason To Buy Now
People tend to procrastinate after they decide to buy something. As time
passes, other things distract them and they forget about you.
You can avoid losing many of these sales by rewarding customers for taking
immediate action and penalizing them if they do not. Give them a compelling
reason to accept your offer within a short time - or forfeit the benefit of
it. For example, offer a special discount price or a special bonus for
ordering before a specific deadline.
Make sure your sales messages always include all 7 of these key features. They
create the most favorable conditions for getting a sale.
Bob Leduc is a Sales Consultant with 30 years experience in building
successful businesses. He just released a totally New Edition of his best
selling manual, How To Build Your Small Business Fast With Simple Postcards,
and several other publications to help small businesses grow and prosper.
Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707 after 10 AM
Pacific Time/Las Vegas, NV
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