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Internet Business For Newbies
The Importance Of Selling
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The Importance of Selling
Not so long ago, when the computer was first mass-produced for selling
to the public, a lot of industry experts predicted that nobody will
want a box that does nothing besides handling data and hogging up the
entire garage. They were obviously wrong - nearly every household will
have at least one computer in the US, and most even have two or three
desktops!
This little bit of history tells us that no matter how good your
product is, you cannot earn even a penny from it if you have a lousy
salesperson. Likewise, no matter how good your product is,
you
cannot sell even one copy of it with a weak salesletter. Hence, it is
vital to have a compelling salesletter that will pull the prospect
right into it and see clearly the benefits that are presented against
the very reasonable price you are charging.
A good salesletter will first catch the attention of the reader by
resonating with the reader's needs and desires. That's why you often
see headlines such as 'Have you ever felt...' or 'Does ... sound
familiar'? They work because they empathize with the reader's needs,
problems or desires. The Internet is like a very busy freeway and
everyone's in a rush. Only a strong headline like that in big, bold
letters will stop your target audience dead in their tracks to read
through your salesletter.
Once you've obtained your reader's attention, you want to spend the
first few paragraphs on telling your story - how you have gone through
what your reader probably has, the agony of the whole experience, etc.
Once you get your reader thinking 'he's one of us', you would be
perceived as an understanding individual offering a solution and not an
anonymous marketer looking to sell his product.
Next, you have to elaborate on the benefits of the product you are
selling. List them all on a piece of scrap paper until you have quite a
long list; then write your salesletter from there. In your salesletter,
highlight the benefits in point form and elaborate on each benefit. Be
sure to point out how your product helps the reader instead of pointing
out the features of the product. For example, instead of saying 'this
gizmo cures headaches', say 'this gizmo can relieve your headaches'.
Make it relevant to the reader.
Then, write a paragraph or two on how the reader's life could be
changed if the problem he is facing can be totally solved with your
product. It is important to use very descriptive words so that the
reader can fall into the imagination more easily.
Last of all, make a strong call for action! Your final objective is to
make your readers buy your product, so it is important to make a final,
strong call for action, be it 'click the Buy button', 'whip out your
credit card' and so on. Do not make the mistake of forgetting such an
important step after coaxing your reader through the lengthy paragraphs.
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