Secrets the informational marketing gurus won't share -- revealed!
What do Mark Joyner, Joe Vitale, Jim Daniels, Cory Rudl, and other Internet marketing greats refuse to tell you about selling an information product online? They all make thousands of dollars selling their info products, which give incredible hints and tips to help you start and maintain your online business -- but what are the brutal, behind-the-scenes military tactics they aren't telling you about?
Here's a hint: I just used one of them, which is...
## Secret I - Make Everything Sound Bigger Than It Really Is
In order to make something sound bigger than it really is, you must first have confidence in yourself. Believe it or not, the way you think about yourself really shows in your writing --- and I can tell you right now that if your visitor gets even the slightest hint that you are not 110% confident in what you say and do, you'll lose the sale. It's as simple as that.
Sounds easy, right? Wrong! Foil this one, and your visitors will hit the back button for one of two reasons...
1) Your offer was too good to be true
Lying is not an effective way to sell. Your visitors will see through your BS as if it were a freshly cleaned window pane. You may be able to sucker them in once -- but you'll have a tough time working your back end (selling to your existing customer database).
2) The only person getting excited about your offer is you
Don't be a selfish writer! Focus on your customers' feelings and innermost desires -- not your own. WIIFM -- or, "What's In It For Me?" is an acronym that you should have have taped to the face of your monitor. It will be a constant reminder of what your potential customers are asking themselves when they visit your web page.
Also, be sure to use the word *You* about ten times as much as you use the word *I*. A person gets more excited about something if he or she feels like they are being spoken to directly. Using the word *You* will speak directly to your visitors' subconscious, and subliminally create a more personal feel to your sales letter.
"So, what is the most effective way to write with confidence," you ask?
Simple. The second you get out of bed, brew a large pot of coffee, and get writing. The best time to write a sales letter is immediately after you wake up, and the coffee will put you in a euphoric, confident state of mind. Your mind is clear of worry, the birds are chirping, and the sun is rising (well, that depends on what time you wake up, I suppose).
Note: You will also get the same effect from exercising.
One of the best ways to make your offer appear larger than life is to use power words. I could list off about ten million of them, but I won't waste your time. Here are a few...
The list goes on... You can find a more complete list of Power Words at http://www.makingprofit.com/mp/powerwords.shtml. Use these words to bring your writing alive, and to create a strong mental image in the mind of your visitor.
## Secret II - Over Deliver, And Under Charge
This works hand in hand with Secret Number One, because making your product seem larger than life will significantly boost it's perceived value. That's not all you'll need, however. We still haven't even covered the positive effects of added bonuses and guarantees.
When you add bonuses to your product, it will make the purchase decision easier on your visitors. There are a couple ways you can go about doing this...
1) Point of Sale Surpriser
If you can write a sales letter that's good enough to keep your visitors reading until the very end, and you have a bonus that will knock their socks off, then this is the route I would advise you take. It's really very easy to implement. Simply tell your visitor about the bonus right at the point of sale, and bundle it with an unbeatable guarantee (which we'll cover in just a moment). Done, and done.
A good example of this is the sales letter for an Aesop product by Joe Vitale called "Hypnotic Writing" (http://www.hypnoticwriting.com/). It draws the visitor in, and at the end... BAM! You are suddenly blasted with a bonus valued at $149, and an awesome price of $27. It was enough to sell me -- that's for sure.
2) Bonus Overload
There are hundreds of products out there that you can include as bonuses at no cost whatsoever. If you're looking for a few to start off with, check out the "Free Marketing E-books" section at the following link:
The only problem with including free E-books as bonuses is that there are probably hundreds of other people bundling the very same items with their products as well. The perceived value is not quite as high with Free To Re-Distribute products as it is with those with which you purchased the resale rights.
Check out The Internet Marketing Warriors site (http://www.thewarriorgroup.com) to get a good idea of how to implement this tactic. Allen Says (webmaster of The Internet Marketing Warriors) has purchased the rights for a wide variety of information products, scripts, and software packages, and sells the whole package for a truly incredible price.
Now, whether you use tactic number one, or tactic number two, it is of utmost importance that you stamp your product with an unbeatable price. It should be lower than a product of its nature would normally be, but not so low that the price would lower the overall perceived value.
Most importantly, you must have a killer guarantee. I suggest offering a lifetime 100% money-back guarantee. You see, it doesn't matter how many returns you have, because selling information online is virtually free of cost. Theoretically, you are pulling in nearly 100% profit, so what does it matter if one out of every two hundred people return the product?
Now, go out there and make yourself some money!
Charles Lewis (firstname.lastname@example.org) invites you to join him in e-success by subscribing to his weekly newsletter, "The Cre@tive Marketer". Subscribe today, and receive a free copy of the time tested, proven Internet marketing strategy guide that could teach a chimpanzee how to start an online business.
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