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Lesson #7 - The Missing Sales Component
of Most Websites
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I find it really scary when I surf around the web at times.
What I've noticed is that fact that almost no one uses sales
letters! Can you believe that?
Almost no one uses sales letters!
People think that magically their web pages are going to
sell something by just having a link to a product with maybe
a one line description and a shopping cart image beside it.
It absolutely astounds me that people can think this way.
There are millions and millions and millions of products and
services sold through direct mail every year and everyone of
them is through a sales letter. If you think about it, there
are also millions of products and services being sold
through sales people every year. They are using a sales
script and they know how to sell you the product.
People have to be sold! It is very rare to have what we call
"lay downs". That's someone who just comes in and says "I
want to buy this product and whatever it costs I just want
to buy it." It does happen, but it is extremely rare.
It is an absolute MUST to create sales material for your
products at your websites and for other online marketing
ventures. It can be as simple as a having small, wonderful,
compelling description beside the product if you have a big
mall with a shopping cart. You need a really good
description that can get people interested and excited about
the product. Or it can be a full sales letter... including
information on how the product or service came to be and all
the benefits of getting it and so on and so on. You have to
get people excited about your products and show them the
benefits of owning the product. If you don't do this, you
will be out of business before you even start.
Some people think "I'll keep it short and just put up a
couple of bullets or short sentences just to get them
interested, because people won't read long copy." That's
totally incorrect. It's wrong, wrong, wrong!
People DO read long copy, and they DO read long letters.
If you have something interesting to say, and something that
will solve a problem they have... something that is of
benefit to them, they will read whatever you have to say for
as long as it goes. There is only one catch. Letters can
never be too long, they can only be too boring. As soon as
your letter gets boring, it is too long. So as long as
there's something interesting to say, as long as you have a
benefit to give them, something they can get excited
about... as long as you have a story to tell, the letter is
never, ever too long.
Don't get caught up in the thought that you can sell your
product with a one line sentence. You need to sell it. To
sell it you need to show benefits to your potential
customer. And to show the benefits you probably need more
than one line. Talk about their hot buttons and show them
why they should have that product. Why it's a great value,
why it's a great price. Talk about the multitude of other
things covered in the course when we talked about writing
copy.
The idea is create value. People buy value. If they think it
is going to solve one of their problems and it's worth $500
to them and your product only costs $50, do you think they
are going to buy it? They are absolutely going to buy it!
You have to create value for your product. You have to
create a perceived value so that they feel the product is
worth the money to them is the way to do this, no matter
what you are selling.
Here are a few other things you can do:
- Use lots of bullets
- Create lots and lots of value and benefit for the product
- Use lots of success stories telling about the results that
have been obtained from using your product or service
- Use testimonials
- Have a powerful opening
- Create a great closing
- Offer a guarantee
- Answer the most commonly asked questions
- Overcome the most common objections
- Paint a picture or show the results customers can or will
obtain by using your product or service.
Time and time again people are convinced they have lots of
sales material... when I go and check out their site I don't
see enough. So just remember...
THERE CAN NEVER BE TO MUCH SALE MATIREAL! Sales letters can
never be too long, they can only be too boring!
Over the last 4 years the Internet Marketing Center has been
creating fortunes for online businesses just like yours;
through its website tips, internet training courses, and free
newsletter.
Let me explain. The Internet Marketing Center, gets over
500,000 visitors a month to our websites, and we do over 5.2
million dollars in sales online every year (yes, that is
$5,200,000!)... all from one small office. So we knows what
we're talking about when it comes to starting and promoting
a business on the internet.
As an example, one of our businesses has been the
"#1 best selling car book over the Internet" for over 4 years
straight! It is called "Car Secrets Revealed" and does over
1/2 million dollars in sales online each year alone.
You can now learn from the best. I teach "real world" unique
tips and techniques for promoting your business online.
Learn such things as: how to completely automated your
business, how to design and place successful banner ads, how
to build killer websites, how to rank at the top of the
search engines, how to create killer copy... and that is
just to start. Because of my many successes online, I teach
internet marketing and promotional techniques THAT WORK, not
some "theoretical" approach to promoting a website like you
have probably seen from others in the past.
It is critical you have this information to increase your
traffic, increase your sales, and dramatically increase your
profits... BEFORE YOUR COMPETITORS DO!
To obtain this crucial information and get a free subscription
to the INTERNET MARKETING TIPS newsletter go to:
http://www.marketingtips.com
You will be glad you did.
Sincerely,
Corey Rudl - President
Internet Marketing Center
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