By Jo Han Mok
When you are trying to learn how to write an effective sales letter in any copywriting training course, you need to first recognize and understand the basics. The basics are crucial in order for the sales letter to flow nicely. I will briefly elaborate on them.
1. The Qualifier
A qualifier is a term to let the reader know to whom this sales letter is intended to. A pre-header if you will. If you did not apply a qualifier into the sales letter there could be a misinterpretation of information. For example, a man looking for ways on how to fish better would not want to read a sales letter on copywriting training. For example: Attention: All fishing enthusiasts who have always dreamed of finding the perfect lure! You may have seen this kind of qualifier before and this is what you call a qualifying statement. There is no doubt who this sales letter or web page is for.
2. The Headline
First, adding open and closed inverted commas or a quotation mark somehow appeals more to the eye when a headline is being read. It is almost like the eye-catching sensation when you read a fiction book, where you prefer to know what the character is going to say rather than what the narrator is trying to tell you.
"Think about the quotation mark is a sign of me trying to tell you something and you have no choice but to read it." When you're inventing a headline, create one that packs a hell of a punch. Make the reader stop to read your headline and be in awe of it. The choices of words you use are VERY important. Choose the words that arouse interest in the prospect. In turn, the reader moves on to the next line and eventually the whole sales letter, to see what you're up to, and that is, promoting the product.
3. The Opener or Lead-In
The opening of a sales letter is like the opening of a conversation with someone. You may start by telling a story to invoke curiosity to make them want to read on and know more. The story could be a fantasy or a problem someone had. Make sure it subtly leads to the product you're promoting or you might as well write a fairy tale right then and there.
4. The Body Copy
A BIG mistake among first-time copywriters and advertisers is their ability to sell a product's features but not its benefits. If you sell a product's features, the prospect will be thinking, "So what if the software is most updated in its technology? I want to know what it can do for me." Thus, subtly try to make your prospect understand what it is about this product and why they must have it in their life. Basically you want to answer the burning questions that your prospect has which are.
Who are you? Why should I listen to you? Whats in it for ME?
Sub-headlines are a teaser for what's coming right up in the sales letter. It could be a quote or it could be much like a headline, but with a little less impact.
Adding a subhead can increase the readership in your sales letter and increase the likelihood of closing the sale. When a prospect is reading your copy, and gets to a section that is either boring to them or looks like it is too difficult to keep reading, a good subhead will grab them by the eyeballs and force them to keep reading.
So in essence a good subhead can be somewhat of a headline styled point that pulls your reader down into your copy.
Bullets basically summarizes up the product's benefits. It tells the prospect what they will get and how their lives would change if they purchase the product to arouse deeper curiosity. Also, with bullets, it is much easier to read and understand rather than having to read the benefits of the product in a paragraph.
The key point with a bullet is to peak curiosity.
People respond easily to that product when they see that it has benefited others. It is human nature on our part, because our conscious mind does not allow us to put our trust in a certain product unless there's proof big enough for us to trust it.
The beauty of testimonials is that it plays on a powerful force in human consciousness that compels us to believe in or against a decision. That force is the power of social proof.
Further study into human influence and persuasion is required to understand that point further. A good book on this is "Influence: The Psychology of Persuasion" by Dr. Robert Cialdini.
This section of a sales letter is your last chance to prove to the prospect that the product is something worth having. You may state how different this product is, how rare it is on the market and how beneficial the product is to the prospect.
Another tactic to use in the close is the take-away or making the product or service scarce or limited availability. This tactic forces your prospect to think twice about leaving without ordering and a large percentage of them WILL end up buying.
Writing powerful copy is quite simple if only you understand your market and know what their needs, wants and wishes are. All too often people are quick to write a sales letter to close a sale yet never give concerted thought to WHO they are writing to and what they want and need. Research into your market is key but once you know who your market is and what they want, your sales will skyrocket as a result.
Copyright (c) 2007 Jo Han Mok
Jo Han Mok is a #1 bestselling author and one of the world's most powerful copywriters. Discover his copywriting training secrets that have generated millions of dollars! Visit his website at http://www.internetmillionairecode.com
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