by Andri Zhou
If you want to outrageously successful in selling anything
with your sales copy, you should focus your message on
hitting your prospects' every emotional hot buttons to
make them pumped-up enough to respond and give you their
money.
Because people make buying decisions based on emotions, not
logic.
I don't care if your market are CEOs of Fortune 500
companies with years of college education, or rocket
scientists with off-the-scale I.Qs...
As long as they're humans, they're still mainly using their
emotions when making any buying decision.
Because it's human nature. They can't resist it.
That's not a big secret at all, but most people still don't
have a clue on how to effectively stir their prospects'
emotions to make them want their products or services then
buy without hassle.
Actually, making your web copy more emotionally appealing is
simple. Here are 3 surefire steps to do it:
Step 1: Find Their Demands or Hot Buttons
You should dig deep into your prospects' life and uncover
their deepest desire. I mean, find out what they really
want. Do they have dreams they want to achieve? Do they have
really painful problems they desperately want to get rid as
fast and as easy as humanly possible? Find them out.
But how to do it? The answer is : RESEARCH them to the
outrageous extreme!
Here are some of my favorite ways to research:
- Go to their favorite discussion forums and take notes on
their posts.
- Survey them.
- And practically read everything they read including
websites, ezines, offline magazines, and even your
competitors' ads and sales letters... especially the
successful ones!
Once you gathered enough data about their demands, the next
step you should do is...
Step 2: Channel Those Demands to Your Product or Service
Explain them, in great detail, how your product and service
can help them achieve their sweetest dreams or solve their
worst problem, how fast and easy it'll be, etc.
Create a vivid mental picture in their mind of how wonderful
it'll feel to achieve their dreams as the result of using
your product or service. Describe the benefits in great
detail until they can see and feel the pleasures.
All right, by now your prospects should be so pumped-up they
could head-butt their computer monitor if they don't get
their hands on anything you have to sell, right?
Not so fast...
You see, no matter how good you explain the benefits to
them, no matter how great your claims are, if they don't
believe you, they'll not respond...
So the last step is...
Step 3: Proof Your Claims
One of my favorite ways to do it is by using many specific
testimonials.
Testimonials that can back your promises up are the best.
Here's how to get it: Ask your existing customers about
their results from using your product (usually 1-2 months
after they buy). Don't just ask about what they think about
it, ask them for specific results!
Sure, you might get less testimonials if you ask them to
tell you their results, because most of your customers are
very likely will never use your product at all after they
buy. This is absolutely true if you're selling information
products such as ebooks, home study courses, etc.
So you can consider to ask for testimonials TWICE. The first
one is asking for their opinion about your product, usually
sent 1 or 2 weeks after they buy, then 1 or 2 months later,
send them another email asking them for the specific results
they get from using your product or service.
This time you educate them on how to write killer
testimonials. Tell them you want their success story, give
them some examples of good testimonials and describe what
kind of testimonials you want to hear from them.
You can also motivate them to do it by offering some
valuable bonuses for taking their time to send you their
success stories.
Another way to proof your claims are by using pictures. For
example, if you're selling bodybuilding or weight loss
products, using before and after pictures should be
effective to proof your claims.
Bottom line, you should give your prospects as many reasons
as possible to believe your claims or they won't take your
promises seriously!
If you follow this simple formula, you'll make your sales
message more emotionally appealing to your prospects and
they'd be more excited to pay you for your products or
services.
Closing the sale would be much easier then...
============================================================
Andri Zhou publishes the #1 rated step-by-step, paint by
number guide that guarantees to teach you how to multiply
your sales with emotionally compelling web copy that
instantly turns much more visitors into HOT, rabid buyers!
FREE details at => http://www.powercopytips.com
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