Are you tired of sending out endless emails, newsletters, or videos, and getting no response? Have you found yourself up late at night staring at a blank screen trying to write the perfect sales letter?
With our Ten Easy Steps we’re going to show you today you can stop staying up late at night and stop sending out endless emails that don’t get traction.
Whichever medium you’re using it can takes years of practice to write the ‘perfect’ sales pitch. I know because I’ve spent the last five years staying up late at night sending out unsuccessful newsletters that didn’t get a response – just like you are now.
But don’t just take my word for it. See what our customers are saying.
“With Trevor’s Ten Easy Steps our sales have gone up 55% each month” – Rob Lavigne, Business Owner
Get Your Customer’s Attention
The first thing you have to do is get your customer’s attention, and you do this by writing dynamic headlines. With headlines you have two types you can create; a feature driven headline, or a benefit driven headline.
A feature is the aspect of a product, and the benefit is how that aspect affects your life.
I like to use the how to headline, accompanied by a feature or benefit, which simply answers what your customer is looking for.
Here is some framework on how to write a good headline;
How to + feature/benefit (what people want)
ex. How to Get Your Customer to Buy Anything
How to + feature/benefit + time frame (Note, when people are looking for an answer they don’t want it next week or next month, they want it now… time frame is a great way to move your customer towards a purchase.)
ex. How to Get Your Customer to Buy Anything Within 30 Seconds
How to + feature/benefit + objection (Note, this is why your client isn’t buying from you currently.)
ex. How to Get Your Customer to Buy Anything Even if They Have no Money
Describe Your Customer’s World
After you’ve determined what your headline is going to be you want to move into describing your customer’s world, what it is, and what it could be. You do this by pointing out how tough your customer’s challenges are without your product (what it is) and how awesome it would be to have your product (what it could be). Let me give you an example.
(what it is) Are you tired of sending out endless emails, newsletters, or videos, and getting no response? Have you found yourself up late at night staring at a blank screen trying to write the perfect sales letter?
(what it could be) With our Ten Easy Steps we’re going to show you today you can stop staying up late at night and stop sending out endless emails that don’t get traction.
Do you see how I pointed out how bad the conditions were, but I immediately pointed out how much better things could be with our product?
Introduce Your Product
Between the ‘what it is’ and ‘what it could be’ you want to make sure you introduce your product, because what it could be is the world they need your product in. Don’t spend any more time talking about your product here, just introduce it.
Ex. With our Ten Easy Steps we’re going to show you today you can stop staying up late at night and stop sending out endless emails that don’t get traction.
Introduce Trust.
To introduce trust you want to put yourself in the story. You want to talk about what it was, how it was, and how you got here.
ex. Whichever medium you’re using it can takes years of practice to write the ‘perfect’ sales pitch. I know because I’ve spent the last five years staying up late at night sending out unsuccessful newsletters that didn’t get a response – just like you are now.
Testimonials
Testimonials are a great way to validate your claims. Remember anything you say about your product is a claim, anything your customer says about your product is validation. You don’t need a lot of testimonials, focus on key ones and have them be very specific.
“With Trevor’s Ten Easy Steps our sales have gone up 55% each month” – Rob Lavigne, Business Owner
Benefits of Using Your Product or Service
A feature is the aspect of a product, and a benefit is how that aspect affects your life. I like to incorporate the ‘so that’ technique between the feature and the benefit of the product in a sales pitch. You may have realized Tuesday’s post actually incorporated steps one through four in the initial pitch.
ex. I’ve created Ten Easy Steps to show you how to write effective sales copy so that you can stop staying up late at night and stop sending out endless emails that don’t get traction.
Don’t overthink this part, simply add in a ‘so that’ – it’s that easy.
Your Irresistible Offer
There should be four parts to your irresistible offer.
- Tell your customer what it is they are buying (this should be a benefit that relates to your headline *quick tip, always sell on benefits)
- Share any extras and bonuses they get when they ‘order now’ (this should answer objectives)
- Add in a risk free guarantee (this is a feel good item that is rarely acted upon)
- Tell your customers to buy the product (this is a big step that people tend to avoid, however if you’re in business you need to be comfortable asking for the sale, the more often you do it the easier it will become)
Tell Your Customer How Inexpensive Your Product Is
Have you ever watched TV and heard the announcer say ‘for less than a cup of coffee a day’, and asked yourself why does he say that? It’s because it’s relatable – and it works.
Add Scarcity
As people we tend to hold off on buying items until we realize if we don’t act now we won’t be able to save on purchasing the item, or be able to purchase the item at all. Think of an event or concert that is coming to your city; there will be two major buying cycles for the tickets, the initial group of ‘buy early and save’ earlybird ticket buyers, and the last minute buyers who are rushing to make sure they get a ticket. Both buyers are motivated to buy due to scarcity, the first group prompted by the good seats running out, the second group by tickets running out.
Rehashing the Benefits
This is where you want to remind your customer, using the’ so that’ technique, why they need to buy your product, stressing again the world your customer is currently in vs the world your customer could be in.
Bonus Tip
Remember to ask for the sale one last time!
p.s. Always include a p.s. because 98% of them are read.