In todays post, I’d like to help those who are
new to selling, or writing emails, even blog
By making mention of the ONE thing that results
in people taking action and clicking that
And it’s always as a result of that ONE thing,
no matter how fancy we get with technology
Is it the traffic, the email follow ups, the
fancy graphics, or the latest super sizzling
Nor is it the latest flash banners or slick
It’s not the gimmicks the headers, the entertaining
or funny video’s either.
When trying to make sales or get sign ups from
a website –
The ONE thing that matters more than any other is…
The WORDS !
The right words on a page will do all the convincing
to a customer, that they will benefit from, and
find value in clicking that submit button!
And you WILL get sales and sign ups.
So many people seem to put emphasis on way too many
But if your sales message sucks – so will everything
So how do you go about writing good copy ?
I’ve seen so many conflicting offers and advice,
that I thought I’d share some tips.
After all we could ALL do with help in this area.
People, allow me to introduce you to a lovely
as she is known in sales circles, is a lady who
will help you get the sale!
Her name is an acronym for…
You may even have heard of her before,
Here’s where some people seem to go slightly off
course with her.
First thing is to Grab the readers Attention,
I think may people realise this and do make an
effort, But – often we see the same old headlines
and adapt them to try and grab Attention.
Fair enough, just make sure it’s also related and
not totally misleading, as so many can be.
Next is Interest.
They then go on to mention the problems their target
faces, or tell a story of what happened to them and
how they overcame their issue with xyz product –
thereby generating Interest!
After all – if you can tell a story and show how
Product XYZ generated the results others are hoping
to get, then it’s only natural that folks would be
Here’s where I see many going wrong….
the D for..
What I see a lot of is a list of bullets of features
of their product, And it’s easy to understand why a
creator would think his features are the big selling
point of his product…
But they’re not!
The Desire for the buyer is meant to Build their
Desire to wanting the product.
So don’t focus on features – focus on benefits…
That said I believe it would help to expand on that
further – as anyone who’s never sold could be forgiven
for believing that for example “push a button and
get 1000 hot keywords instantly” is a benefit…
It’s not – it’s still just a feature!
To truly build desire for a product and arrive at
the real benefit here’s my tip –
Write your benefit then tell it to yourself…
If you say
‘Ah Right, that’s great’, then you may have a
If on the other hand you can say – ‘So What’
– you’re still at another feature.
So the real benefit of buying xyz isn’t to generate
1000 hot keywords – it’s to allow for quality time
to spend with your kids in the park on Sunday,
Or to maximise your income potential by allowing for
more time to promote or send out JV proposals etc…
Time Saving is nearer the benefit.
So Desire is to create the desire for your product,
the ‘What’s In It For Me’ … why I must have this
Then obviously the A is for Action,
Which is your call to action – why now this minute,
and again a sustainable reason as to why now.
And do be careful to justify the reasons…try not
to ‘pretend’ it’s limited if it’s not etc.
So that’s AIDA,
She can be a very helpful lady, but as
with all Ladies – she must be treated with respect 😉
Just before I finish up ……
Another old saying among salespeople is to
“Sell the Sizzle – Not the Steak”
That may remind you of benefits …… no one buys a
steak because it’s a big lump of dead flesh that
will fill your stomach…
…They buy the aroma,… the tender succulent
morsels practically melting in your mouth,…
That gorgeous sound of the steak Sizzling on the
hot plate, making you salivate at the very thought
of cutting into it, watching it’s juices spill out,
I do hope my introducing Aida helps you and gives
you food for thought next time you’re writing your
own copy, be it a sales page, a promo email, blog post
or an auction listing.
(Do feel free to let me know 🙂
– And do share this if you found it useful!)
P.S. If you really want to get stuck in to Creating and
Selling products online, here is a free workshop that
may help: http://randolfsmith.com/likes/PCW1
(At the end of the workshop – there’s an opportunity to
join a coaching program where your mentors not only show
you how to create a sustainable business online – But
ALSO promote the products you create during the coaching!
To GUARANTEE you make sales!)
9 replies to "The *ONE* Thing that makes the sale!"