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Writing Copy
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Writing Copy
#1How to Write Sales & Marketing Letters Online
You have a terrific product, a nice looking website and a competitive price for your product. If you don't know how to write sales and marketing letters...you may find yourself without sales. Alexandria K. Brown joins us and provides us with sure fire tips to write awesome sales and marketing letters.
So next time you want to ask, "Why isn't anyone buying?", check this article and you'll probably find your answer.
Steps to a "Slippery Slope" Online Sales Letter
Many of the solo professionals whom I coach are people who offer services. They're coaches, consultants, creatives. And many of them are also beginning to sell information products on their Web sites. They're smart to offer a lower-priced alternative to hiring them, and to sell a product that can gain them passive income.
But here's the problem: I see many of them trying to sell their e-book, tutorial, etc. on a regular Web page. They list a few paragraphs about the info-product, along with the price and maybe one testimonial, and they expect a slew of sales.
Wrong.
You need a special sales page that has a "slippery slope" sales letter.
Remember that game Chutes & Ladders? If you landed on a space that had a chute on it, you just went down, Baby. No turning back. That's how your sales letter should be - a "slippery slope" that pulls in the reader because it's so compelling and interesting.
Here's a basic outline of the 13 elements you want to include. To see an example of them all in action, visit my own sales page .
1. Limit your navigation.
The visitor should not be distracted by links that take her to your bio, other products, etc. The idea is to keep her on this page, reading your copy and leading her to order. So on this page, only have navigation that relates to the product (e.g. FAQs, 0rder n0w).
2. Give a powerful headline.
Your headline can make or break your sales. If it's not compelling, your visitor will click away. Here's an easy headline formula: "How to _________ So You Can ____________." Make sure the 2nd part gives a big benefit, for example, "double your business" or "gain peace of mind."
3. Discuss the problem the prospect has, or incorporate your own story.
Marketers call this "pushing the 'ouch' button." First discuss the problem or pain that the reader has, and then lead in to how your product will solve it. Or share your own failure-to-success story that the reader can empathize with.
4. Tell us who you are.
If I'm going to buy your stuff, I'd like to know why you're qualified to write about this topic. Give me the feeling that you've learned a lot about this topic and want to share it with me.
Even add a picture of yourself and an audio greeting, like I did. These help the reader instantly feel like she knows you better, increasing the "trust factor." And people buy from those they feel they know, like, and trust!
5. Use bullets like mini headlines.
Lay out everything I'll get from your product. Don't just list your table of contents verbatim! Turn each point into an exciting secret. For example, suppose your e-book features 5 tips on how to save money on groceries. That bullet could read, "Revealed: 5 ways you can save hundreds of dollars on your monthly grocery bill."
6. List plenty of testimonials.
Show your prospects they won't be the first to buy. It's more effective to weave-in testimonials throughout your sales letter than to have a separate section for them. Give each person's full name and Web address, and for extra power, post their photo and an audio testimonial as well.
7. Tell us why your product is such a great value.
How does the price of your product compare if I hired you one-on-one? For example, your manual is a great value at $49 if an hour consultation with you would run me $250.
8. Throw in a few great bonuses.
Offer special bonuses (preferably created by you) that are so good you could sell them alone if you wanted to. It could be a list of resources, a collection of articles, extra tips on a certain subject, or a free consultation.
9. Give an unconditional guarantee.
This puts your prospect at ease, giving her no reason to NOT buy. A few turkeys will take advantage of your generosity, but the amount of sales you GAIN from this strategy dramatically outweighs the risk.
10. Request immediate action by having a limited time offer.
Some sales pages use trick scripts to make it seem like the offer always ends on that day at midnight, but I find these insulting. If you really will be raising your price soon (and you always should be), list the exact date and stick to it. Otherwise just say it's an introductory, limited-time offer.
11. Make it ABSURDLY CLEAR what to do next.
Nothing bothers me more than when I'm at a Web site, I have my credit card ready, and I can't find the $%#@& order link! Make your order process idiot-proof. Example: "Cl1ck below to 0rder n0w on our secure server." Also sprinkle in order links throughout your page -- some people will be ready to buy before they get to the bottom.
12. Make one last plea.
In your P.S., right after your signature, emphasize that I should act now. For example, "Don't miss out on this great 0pportunity. Remember, you can buy n0w and change your mind at anytime."
13. Don't forget your contact information!
Readers WILL have questions, so provide an e-mail address on your site that you or someone else will check at least daily. Also, don't you feel better buying from a Web site that lists a real address and phone number?
(c) 2003 Alexandria K. Brown -
Re: Writing Copy
#27 Ways to Self-Promote Within Your E-zine
By Alexandria K. Brown, "The E-zine Queen"
We all know that an e-zine won’t attract and keep subscribers without offering insightful, practical content. If you only drone on and on about how wonderful you and your services/products are, your readers won’t stick around for long.
But let’s think about WHY you began your e-zine in the first place. It was likely to use it as a vehicle to promote you and your services/products, right?
You have every right to toot your own horn in your e-zine, as long as you don’t drown out the useful content your readers are looking for. You work hard on your e-zine, so let’s make your e-zine work foryou!
Here are 7 simple ideas on how to accomplish this:
1) Make sure your MAIN ARTICLE always provides information that your readers will find valuable.
By having a main article as the foundation of your issue, readers will feel they got what they came for — helpful information. Try a list of top 10 tips, a “how-to” article, a list of resources, a review of a trend in the industry — that sort of thing.
So remember, if your e-zine is tonight’s meal, your main article should be the entree. Any promotional info should be your side dishes!
2) Begin each issue with an EDITOR’S NOTE or PUBLISHER’S NOTE.
I began doing this during the fall of 2001, and have found it’s the perfect place to let readers know about what’s happening with me and my business, give them a taste of my personality, and announce any upcoming events or workshops. Because this is a personal message from you to them, and because it’s NOT your main content, you have more leeway in being direct and self-promotional.
3) In your article, throw in LINKS to related articles you’ve written or been featured in, when appropriate.
Your readers will appreciate the additional information and resources, and it’s one more chance for you to demonstrate your expertise and credibility.
4) Directly after your article, give a quick PROMO BLURB, mentioning your e-books, reports, or workshops, if you offer them.
Why right after the article and before anything else? If someone reads your article and says to themselves, “Gee, that was great information!” They’ll be ready to hear what else you have to share on that subject.
A great lead-in for your blurb is: "Did You Like Today’s Article? If you did, you’ll LOVE my [e-book, report, upcoming workshop, etc.]..."
5) In each issue, offer a TESTIMONIAL from one of your clients or customers.
I saw another e-zine publisher doing this last year and thought, "What a great idea! She’s giving her readers further reason to try her services."
I now also do this by featuring a short testimonial in each issue from someone who has bought my book and loves it.
6) Tell us what YOU’RE all about!
At the end of your ezine, take at least 10 lines and give a concise description of YOU and what you have to offer your readers.
For example, here’s what I put at the bottom of every "E-zine Queen" newsletter:
Marketing writer and consultant Alexandria K. Brown, "The E-zine Queen," is author of "Boost Business With Your Own E-zine: 283 Secrets to Planning, Writing, Publishing, and Promoting an E-Mail Newsletter That Gets Results."
It’s a step-by-step manual that walks you through the entire process. It’s available, along with "The E-zine Queen Resource Report" (more than 219 e-zine promotion resources!), at http://www.ezinequeen.com.
7) Occasionally, make a special announcement in a SOLO MAILING.
A solo mailing is any mailing you make to your E-ZINE subscriber list that is NOT a regular issue of your ezine.
Now, some e-zine publishers blatantly abuse this privilege, sending out announcements every two days about the latest and greatest product or affiliate program.
If you do send out any solo mailings, keep it to a minimum (I'd say no more than one or two a month), and make sure they're truly newsworthy. Perhaps one of your special offers is coming to an end, you need your readers” help, or you're offering a last-minute workshop and need to fill seats. Get the idea?
IMPORTANT: Make sure to still include your masthead, contact info, and unsubscribe info in your solo mailings. This way your readers won’t mistake them for junk mail.
© 2002 Alexandria K. Brown