First Principles. You should realise that your prospects do
not buy from you based on how snazzy your website is or how
brilliant your graphics are. They buy because you can
convince them that THERE'S SOMETHING IN IT FOR THEM! Show
them how their lives will be enhanced, how much better they
will feel or how their bank balance will benefit by
investing in your product. Prospective customers can be
wooed at the two most basic of levels: Money or Emotion.
1. On your website or in your newsletter, paint a picture
of your product so vivid and desirable that the reader can
actually visualize what it would be like if they had
already bought the product in your ad. Tell them what
results they have achieved and how it makes them feel.
They'll become emotionally attached even before they hit
the 'Buy Now' button or the link to the affiliate product.
2. Once you've got an ad that you like, turn it into an
article. This is not difficult. You could tweak it into a
how-to article, or you could turn it into a story. People
love stories. Intrigue them with your 'how-to', or appeal
to their emotions with an exciting story and this will lead
them into your ad without them hardly realising it is an
ad. By the time they get to the sales page they'll be
hungry for more.
3. We all like to think we are getting something for
nothing. Appeal to the money instinct by showing your
reader that they are getting a bargain. Tell them the usual
price you sell your product for is $79. Then tell them if
they order today they can buy it for $49.95. This tactic is
not new, of course, but the amazing thing is it still works!
4. Think carefully about your target audience. Who are they
and what do they want? Now direct your headline to this
specific target audience. This uses the emotional appeal to
your readers so that they feel important and belong to a
select group of people who buy your product. For example;
"Attention! Dog Lovers! Finding it difficult to train your
dog? Customers who have used our 10-part email course..."
5. Make a point of telling your reader how fast they can
receive your product or service. Appeal to the emotion of
'I want it now!' and you will pull in sales in preference
to your competitors if you can promise speedy delivery.
Their buying decision may be based on how fast they can
receive your product. With downloadable products like
ebooks and software, delivery is, of course, fairly
instant, but - say it anyway!
6. Use bullets to highlight your product or services
benefits. Benefits are the key to selling anything. As we
said earlier the customer wants to know what's in it for
them. Make your benefits standout in your ad. by the
careful use of bulleted lists. You can use dots, dashes, or
circles to highlight them.
7. Remember earlier we talked about turning your ad copy
into an article? This idea applies equally to both ad copy
or articles. What you do is make sure you are giving your
website visitor useful information. Give them two or three
tips in your ad that will be of real benefit and will help
them with their problem. Then suggest that the product will
many more useful useful, profitable, life enhancing
information. You will gain credibility and the respect and
trust of your readers.
I hope you have benefited from these tips and tactics, and
I wish you great success in your online ventures.
----------------------------------------------------
Mervyn Love writes articles on various aspects of Internet
Marketing, and his website -
http://www.fortresspublishing.com - has a wealth of
resources and information on all aspects of starting and
running an online business. Join his newsletter here:
http://www.fortresspublishing.com/MPNsplash.html
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