MRR Central Blog

If You Don’t Want To Write Your Own Sales Copy

You know me I always give alternatives. If writing your own ad copy seems a little overwhelming at the beginning you can always outsource the task.

Here is someone that I recommend. He has a site that offers unlimited sales copy letters for $97/month. To have a professional copyrighter create you a sales page usually cost from $297 to $10,000. So his prices are very reasonable. www.nolimitcopy.com and his results are proven.

Again, another place that is frequented by world class copyrighters is the Warrior forum. Just as with the ghost writers you can contact the copyrighters with any questions you have as well as check out their testimonials from past clients.

Now that we’ve covered everything about your resell product development down to re-writing and outsourcing your product creation to production and distribution even to the finer points on writing your crucial sales copy, it’s now time to think about your graphics.

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Scarcity and Time Limits – How Not To Do It

Limiting your offer or raising your current price in the near future will increase sales. This creates fear from loss and motivates your prospects to buy on the spot.

However, avoid those cheesy countdown scripts that never reach 0. This will hurt your credibility if you claim your offer will expire forever in 90 minutes only for your prospect to refresh the page and the 90 minutes starts all over again.

If you want to play the scarcity card, mean it. Offer only x amount of product before you pull your offer and then do it, no exceptions. It will give you instant credibility and your prospects will be quick to jump on your offer the next time around.

If you’re going to pull an offer after x amount of time then get a proper script that will disable the ability to order just to show you mean business. Everything reinforces your credibility and that you are a person of your word. People will appreciate and respect you for that.

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To PS or Not To PS

I always use a PS. It just brings it home. It’s the final icing on the cake that gets them to act. It sums up everything they’ve read from your sales letter and why they should order from you now.

You’ll be amazed that some of your prospects will even read to the bottom of your page, right up to the very last character when it comes to making up their mind. The PS is really for them, if your benefits and guarantee haven’t quite sold them yet then your PS and PPS are your safety net.

So make your PS as good as the rest of your sales copy. Trust me, people will read them.

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Bonuses Done Right

Add bonuses to your sales copy to seal the deal. Make sure they’ re related and compliment your offer. As an example if you were selling an ebook on bass fishing techniques you could include a bonus on choosing the perfect lure for bass fish. It’ s targeted to your offer and adds value; it’ s enticing to your prospects and gives them an even stronger reason to buy.

Too often I see people peddling the same old rehashed, completely unrelated products just to make the sale but this can do more harm than good. It gives the impression that you need them to sell your product and that your product can’ t stand alone to be sold in its own right. Your prospects will question the quality of your product if you need a whole bunch of old bonus products to sell it with. Bottom line, only include them if they make sense and add value to your offer and drive you closer, not further from the sale.

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Get That Sale

You’ve been spending all your time meticulously aligning all of your bowling pins in a perfect triangular formation, now it’s time to hit a strike. You’ve lead them all this way from beginning to end, you’ve removed their doubts and objections, calmed their fears and left no question unanswered, now it’s time to get the sale.

How do you get the sale?

You ask for it.

If it’s not clear what you want your prospect to do they’ll be wandering in the aimlessly until they leave your site even if they’ve come all that way. Make it clear and ask for the sale. Tell them how to buy, lead them to the order button. Tell them they can receive their product just minutes from ordering no matter what time of day or night.

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300% More Sales By Removing Objections

Something as simple as a money back guarantee can increase your sales by a whopping 300%.

A guarantee means that you stand by your product and that you’re willing to put your money where your mouth is. It removes fear and objections your prospects may have towards trying your product and seals the deal.

Your sales copy should answer all of their questions, the only reason why they wouldn’t buy even after sticking with your sales letter right to the bitter end is because you simply didn’t answer all of their questions or they were left with doubt.

30 days is a reasonable time frame, 60 days works well too. Some people give 365 day guarantees. It’s up to you all I know is that if you stand by your product you should give one too, it increases buyer confidence and makes your visitors less hesitant to take the plunge and buy from you.

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Featuring the Benefits

When will people learn that we sell to live, breathing human beings and that it’s emotions that seal the deal?

People aren’ t buying a product they’re buying a feeling, they’ re buying an emotion, a peace of mind. The psychology of why people buy is more far reaching than you can ever comprehend.

I remember reading an article about a marketer whose product was to teach people how to make money.

The incredible thing was that most never applied his system, had they done so they would have enjoyed making money for real. Funny thing was when interviewed as to why they never applied the system their response was that just having it sitting on their book shelves where they could see it gave them hope and comfort that at any given moment they could apply the system and make money.

They just wanted to own the system; the feeling knowing they owned it was enough to satisfy them, incredible isn’t it? The human psyche.

We won’ t delve too deep into the psychology behind it, that’ s psyche 101 territory but believe me, the take home message is, people don’ t buy products, they buy feelings.

Look at the car, people don’ t purchase a hunk of metal for the sake of it but how it will make them feel, to get attention and admiration to win respect and to elevate their status and social standing.

Weight loss products, people purchase them to lose weight. Why? To feel better about themselves, to increase their self confidence levels and ultimately to be loved and accepted.

Recipes, sure they are delicious but do you think that’ s the only reason why people buy them? How about being able to show off to their friends the level of skill they possess in the kitchen? How about being able to impress family and friends with the new culinary dishes when all they could do a week ago was boil water badly? How about being the only one out of all their friends to have a recipe for “The Best Chocolate Cake in the World”? Imagine whipping out that ace come birthday time, they would be the envy of all their friends.

People want to make money from home, why? You will find it’s not just for the fancy cars and houses or for the sake of making more money but for how it makes them feel.  More independence, more time with family, relaxed, stress free, peace of mind especially during the current economic climate.

Perfume is a classic example, would women flock to buy perfume named  “Some Brownish Liquid That Makes You Smell Good”? Of course not even though that’s all perfume really is but package it nicely and call it “Goddess” and who wouldn’ t want a piece of that?

Kimora Lee Simmons doesn’ t sell perfume, she sells attitude and she generates hundreds of millions of dollars in revenue each year because of it. Her perfume flies off shelves not because women want yet another bottle to clog up their bathroom sinks but because they want a taste of being a “Goddess”. They buy it because of how it will make them feel. Attitude in a 3.4 ounce bottle.

You are selling feelings and emotions, there is nothing more powerful and the best copywriters in history knew this.

What helps to sell product are benefits. By the time you finish with this you’ ll be able to pick out all of the benefits from any existing ad copy and get inspiration from them for your own.

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The Long and the Short of It

How long should your copy be? In answer, as long as it needs to be.

Before making a major purchase people want as much information as possible to make an informed buying decision.

Generally the more expensive a product the longer the sales copy required to convince. They have no prior knowledge of you; they don’t know you from a bar of soap so you need longer to earn their trust. The positive is that the longer they stay on your webpage and read through your long sales copy, the more likely they will be to buy.

Another reason for long sales copy is to plug products that are brand new on the market. Especially products no one has prior knowledge of.

The long copy is to educate your prospect on why the product is needed. Just like cell phones. What was the point of having a cell phone to keep in touch with your family when nobody even had them yet?

There was no one to phone; you would have had a more effective system of communication if you used 2 cups and a piece of string.

But there you have it. People were educated on how they could be useful that everyone bought them just to say they had one. Nowadays people can’t live without their cell phones. How’s that for 180 degree turnaround?

For products over $297 I would go for a (10 plus page salesletter)
Products $97 – $296 (5 pages – 10 pages)
Products under $96 (around 5 pages)

These aren’t rock solid, set in stone rules, and just like Captain Barbossa from the Pirates of the Caribbean – Curse of the Black Pearl says “They’re not rules they’re more guidelines”.

Treat it as such. The only way to know for sure is to do some testing. Use different sales copy length to see what converts best for you and your offers.

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It’s All in the Detail

After knowing your market and their most burning questions and objections which you can then go on to address throughout your story, you may want to use specifics.

Specific detail = real world, because nothing in life is perfect and tidy.

Specific = believable.

Which sounds more realistic?

(a). “Using the secret bass fishing technique I thought my fishing line was possessed, I caught 10 fish each with an average weight of 10 pounds.”

(b). “Using the secret bass fishing technique I thought my fishing line was possessed, I caught 10 fish with the smallest being 9 pounds, 3 ounces all the way up to 10 pounds and 7 ounces.”

They both come to the same figure but they were expressed differently. The second one stands out as being real because weights are very rarely perfect in the real world.

Don’t be afraid to describe and list details.

Which sounds more believable?

(A). “In the last 7 days I pulled in $10,000 in sales”.

(b). “In the last 7 days I pulled in $10,036.22 in sales”.

Don’t forget details because it’s what gives your sales copy credibility.

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A Thousand Dollar Tip For Free

There have been times when I’ve been pulled in so strongly by the sales copy of a product that I buy it, then thud, huge disappointment because none of the passion was captured in the ebook itself. It almost seemed like the sales copy was from mars and the product from Venus, they just didn’t fit. I just expect my product to be as great as the sales copy.

Tip – if your sales copy talks up your product just make sure yourproduct delivers it.

This is an easy trap to fall into, you make a great product, you sell it up big time in your ad copy but then your ebook doesn’t quite capture that same enthusiasm.

I write my sales copy.I do a few drafts until I feel it’s where it should be.Then I go back to my ebook and assess if it’s an accurate account of my product.I know my product is great it just needs to flow on smoothly from my sales copy.

The first page or two of your ebook should be a comfortable transition from your sales copy, think of it an extension of the sales copy itself.

Why?

Because your customers are so pumped and jazzed from your copy, enough that they took action and purchased right there and then. No doubt they’ll be downloading your product straight off the bat and will want to tuck straight into your content.

What they want to feel is that high even after the sale, the excitement that got them to buy from you in the first place. They’ve just bought and they’re still excited. So after writing your sales copy go back and
rewrite the first few pages of your ebook so that it’s a natural flow on from your copy and captures that energy.

I usually do a couple of drafts, then I leave it for a day or two to marinade and see if it still jumps out at me later on, so I can look at it with a fresh pair of eyes. If it doesn’t pull me in, I rework it.

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