Many times we talked about how important it is to have your home on the Internet right?
And today I would like to come back on subject ones more.
But the focus will be more on;
1) the two reasons why you have a blog.
And if you do not have a blog, get your “ready to go” blog here.
2) how to write your content if you use your blog to sell.
Why do you have a website / blog
You can have a website for two reasons.
If you just want to provide your audience with valuable information about a certain subject. Without the meaning of selling it.
Like your hobby or travel tips.
Then you don’t have to persuade anyone and your readers will comeback to read more if you update your content often.
But if you want to promote and sell your products or services, but you don’t have tons of sales.
Well, in that case, this article might just be for you!
Read it carefully and bookmark this page, so you can get back to it and use it as a guide line.
How to sell using the right words
Your words can either make a sale or brake it….
You remember that time when suddenly you figured out that you where sold a program or some item?
You were not planning to buy it, but somehow it crossed your path and after reading the email or after talking to this salesperson, you bought.
And you are happy with it and it is totally justified.
Selling is not some mysterious process that happens in small alleys or some extraordinary gift you have to be born with.
Like almost any other skill, selling is an art that can be learned.
At its basics, its core, selling is really just finding out what people want and than providing them with a way to get it.
You solve their problems
And the way to do that is to take the buyer through a certain logical order before they will buy.
Every sale is build up by these five basic steps.
A prospect needs to go through five distinct steps in order to get him to say yes
Tip: Book mark this post or write these steps on an index card and use them as a checklist each time you make a presentation or send out a sales letter.
- Attention – If you do not grab your prospects attention in the first 3 seconds you will be likely to lose a customer for good. Without your prospect’s full attention, you can’t proceed.
Make sure that people pay attention to your selling message and not to your cool graphics. Powerful words will do the selling.
- Engagement – Once you have their attention, get them engaged. One thing you could do is to ask them to fill out a survey.
Have them do something.
Ask them to sign up for your newsletter
If you can get them to take this step. You definitely are heading in the right direction.
- Conviction – A person needs to be convinced before they deside to buy. You have to make sure that in your email or in your blog post the words include the facts they need to make a logical decision.
People buy on emotional impulse but only if they can defend their purchase with logic. (especially to their spouse!)
- Desire – THEY MUST WANT IT!
This is where the art of selling comes around.
Use strong emotional ‘hooks’ for people to relate to.
You should tell them exactly what’s in it for them.
Don’t forget that people are usually motivated by the promise of
gain (What’s the benefit) or the fear of loss (for example: act
now before the price goes up). As I said before people will buy on an emotional impulse. They
need to be able to defend their purchase with logic. But the biggest reason people buy is because WANT to buy.
- Close – If you did well on your job in the four preceding points, closing (making that sale) is a matter of getting the details together.
But, take in mind that it is in this step that also many sales are lost.
Telling them exactly what to do next and keep them laser focused on doing that one thing.
That is the key to closing the sale.
Don’t include links to other products or programs on your order page.
Keep them focused on taking out that credit card and buying now.
Make it simple and easy to do.
Now that you have finished the first part of this blog post take a closer look at your website, selling letters or ad copy to see if they take your potential buyer through these five steps.
If not…..Well you now know what to do right?
Take the necessary steps to make your copy stronger and see if there is any change in the results.
Go through this fine tuning process at least a few times and will have a blog that will consistently makes sales
Remember: No matter what you sell, the prospect must complete these steps before they will buy.
The fact that they visit your site at all indicates interest.
Take them by the hand and gently guide them through the other four steps and success will be yours!
Now that we discussed these five basic steps and you have written them down.
Let’s talk about:
how to make more sales.
Did you ever get these emails that when you opened them, you lost track and concentration?
The subject line was interesting, but when you opened the email, it all became blur.
There is a good change that this will happen too with your emails or blog posts and that is something you don’t want.
There is a simple formula to resolve this.
The Sixty Second Summary Formula
This simple formula helps you to create a sixty second summary page for your readers
A well known problem is that:
So, what can you do? How can you solve that problem when you write a sales letter.
Do you have any idea?
You solve it with the sixty second summary formula!
After all, everyone has one minute to spare…..
Sorry, that is not fair, but if you think of it, it’s so simple!
Oké, let’s get to work: How to write a sales letter.
1) You have to make a list of all the benefits of your offer
We are talking about the benefits here and not the features. This is a very important difference.
A feature is something your product does, a benefit is something it does for me.
Here’s an example.
Feature: Ipas2: iPAS stands for Internet Prospect Acceleration System. It is a fully automated system.
Benefit: Ipas2 is a shortcut online and helps you to make money online so you can spend time with your loved ones and do the thinks that makes your hart tick faster.
See the difference?
People couldn’t care less about where the word Ipas2 stands for. But the make money online part and the freedom is what they like and want.
List all of the benefits you can.
2) Create a bullet point list
These benefits should be very clear, don’t hide them inside fancy words.
I mean you have to keep in mind that the fact that somebody just might want to read your 60 second summary page, it may indicate that they are in a hurry.
So, be clear and give them just the facts.
People love lists. Not that we are lazy, but a list made by somebody else is the best.
Simply list the benefits you created above in descending order, from the most powerful to the least important.
Every one of the benefits you list will have impact to someone, but do remember to start with the strongest benefit you can offer.
3) Test the page.
Before you send it out in to the world, make time to read your page.
Listen, they are your words so most likely you’ll read through them in no time, probably a lot faster than the sixty seconds.
Ask a friend to read the page, and time it.
You said a sixty second summary, so you want to keep your promise.
When, after timing your page seems to long, either shorten each bullet point or remove some until the page is short and concise.
4) Include a clear call to action.
The reason why you are creating this page is because you are selling to people who are in a hurry.
So you can imagine that you don’t want to send them back to the main page and have them go through everything in order to click a buy or join page.
Always include the call to action at the bottom of the list.
You could safely point out your main benefit here again, but please, nothing else. You want people to take action here and not get distracted.
Whether you send them directly to a payment link, or to an order page that recaps the offer, has proven to be an unimportant point.
5) Add A Link To Your Sales Letter.
Oké…… it’s time for the next step. You have to modify your original sales letter and let people know you offer a 60 second summary.
At the top of your letter is what I think the best place to that.
Remember, people are in a hurry. So they probably scan the document. They will see that link first and they are most likely to hit that first.
So creating a long sales letter is useful and smart. Why you ask?
Well a long letter gives the reader enough time to feel comfortable and it gives you the change to tell the whole story.
On the other hand, using a short copy is smart, because online people are in a hurry and more then often long sales letters are to long for them
But now you created a situation where nobody has to choose.
You give them an option!
The whole letter or the summary.
And that’s what we want….We want it all! J
It all comes to this: selling is simple
The most important thing for marketeers and business people like you and me is to make sure to tell our prospects why they should want what we have.
In other words…benefits!
Understanding the difference between a feature and a benefit is vital, and easy.
The next thing we are going to look at is how to tell your prospects about the benefits they will get from your product.
It is crucial to understand that buying decisions are made based on emotion and then supported with logic. Remember when we talked about that? People most be able to defend the reason they bought
For your site to sell well, you need to present your visitors quickly with the reasons why they should buy from you.
These reasons are the benefits your customers will enjoy by owning your product or service.
Most of you can quickly tell any prospect what our product does, but many of us forget to tell what is in it for them.
How will it make their lives better?
Internet shoppers want to either save money or make money.
Those are the top two motivations of people who buy online.
And remembering that, be sure your site tells your audience exactly how you will help them do either of these two things.
How to translate your product or service’s features into benefits
After all, everybody wants to know what’s in it for them. 😉
This quick overview that will help you translate features into benefits
What you now have created is a feature, advantage, and benefit list.
Again…Bookmark this page and use the lists when you are writing your sales copies.
Your prospect will now understand you because you speak the same language now, the language of saving or making money.
Now that we come at the end let’s go over what we talked about.
- Why we have a blog or website
- How we can sell using the right words
- We went over the 5 steps in order for some one to say yes
- The difference between features and benefits
- The sixty second summary formula.
So, now ask yourself…Why are you on the internet?
To save money or to make money?
I think we both know that you are here because you want to make money online. Right?
Maybe you are trying things out, but you are not there yet and you want more, right?
If I would show you the way we make money online, you would be interested, right?
Because you want to learn more about making money online, you want that 6 figure income success, right?
So check out this interview.
You’ll get a 60 day affiliate membership for free, if you start today.