I have learned so much over the past five years about creating an online presence. There is so very much to know and most people who start their own businesses really don’t know how to create, maximize and leverage their online presence.
I know I have only scratched the surface but if I can in any way reduce your learning curve by sharing the things I’ve already learned, then that’s what I want to do.
Sales letters are very important. If there is one thing I’d like to outsource, it would be sales letters. They are not fun for me to do but they may be fun for you. There are several things to be considered in a sales letter. First of all, research has shown that the length of the sales letter should be proportional to the price point. If it's a higher priced product, then the sales letter should be longer. If it's a free product or low-cost, then the sales letter can be shorter.
It must have a captivating title. It must be filled with information about WIIFM—What’s In It For Me, meaning your readers or potential customers. This is again tied to my original point about niche marketing. Your sales letter will be most effective when you can write as if you know the mind of the reader. You must understand their pain or speak to a goal they have. How can you be specific enough if you haven’t narrowed your niche? You can’t.
The letter should be crafted with both the skimming reader and the detail reader in mind. This means making main point subheadings so the person who skims can get the general idea of what you are talking about just by skimming the headings. However, include sufficient detail to convince the person who is interested in lots of facts and statistics. You don’t want to write your letter with only one group in mind because then you will lose out on the possibility of selling to the group you omitted.
Create products and services your niche is hungry for and then tell them why they must have your product to either solve their problem or help them become more successful. You want to detail the features, benefits and advantages of the product you are offering.
Sales letters must have an urgent call to action. Create some type of
advantage for those who act NOW. Research shows that even if a person
is interested in what you are offering, if they don’t act as they are
reading your letter and decide to wait for another day, they never come
back to it. Get them to act now by making it worth their while. You can
even offer an extra incentive for the first 20 people who respond. It’s
up to you.
What tips do you have about writing sales letters? Please share your ideas and successes here.
If you are interested in becoming a coach or developing your coaching skills, we are starting a new coaching school based on Choice Theory, affiliated with Prairie State College. It is starting in August. If you are interested in learning more, check out the Choice Coaching Institute. You will learn more details about creating an online presence in that program.