** The Incredible, Edible Subhead **

Written by Alexandria K. Brown

Continued from page 1

BONUS TIP: These types of subheads also work wonderfully for *sales letters* and *proposals*. Experimentrepparttar next time you compose a long letter --- try looking at it both with and without subheads. You'll definitely seerepparttar 129604 difference!

<< Subheads Rule onrepparttar 129605 Net! >>

When you're writing copy to be posted online --- either in an e-mail or on a Web site --- it's even more crucial to use subheads! People don't like to spend a lot of time reading online --- it strainsrepparttar 129606 eyes. Subheads help readers skim over your main points and pick up your ideas quickly. And if they're looking for a particular piece of information, subheads help them locate it faster.

If you're writing an e-mail that's longer than one screen length, try inserting subheads every two or three paragraphs, if appropriate. It only takes a minute, it helps you organize your information, and your readers will love you for it!

<< Subheads Add Interest >>

Even if your document is a white paper that's about as exciting as white rice, don't be afraid of using "sum-it-all-up" subheads to retainrepparttar 129607 reader's interest and break uprepparttar 129608 copy. Remember, you want people to be drawn to reading your master- piece --- especially when it's a formal document!

Examples: "Great Forecasts for Next Quarter," "Improvements Needed in Management," and "30% Sales Increase Forecasted."

So consider subheads your new best friend --- whether you're writing an e-mail, Web copy, brochure, or report!

Alexandria K. Brown, "The E-zine Queen," is author of “Boost Business With Your Own E-zine.” Sign up for her FREE newsletter that shows e-zine publishers how to write irresistible content, promote their services and products, and gain thousands of subscribers quickly. Subscribe now via mailto:EzineQueen-On@lists.webvalence.com

The Art of Reading Your Buyer's Mind

Written by Kris Mills

Continued from page 1

14. Am I confident that you have my best interests at heart?

15. How do I know you can you deliver to meet my time frames?

16. How do I know that you will deliver what you promise?

17. Am I getting value for money?

18. Will you help me to implement their ideas or will I be left to fend for myself?

19. What proof do you have that it works?

20. What happens if I don't haverepparttar time to implementrepparttar 129602 ideas?

21. What if your advice or instructions are hard to follow?

22. Are your payment terms easy to swallow?

23. Will I get quick responses to my requests?

24. What is your past track record like?

25. Do I like your company?

26. Do I likerepparttar 129603 person writing me this letter?

27. What happens if your solutions don't work? Will I be left high and dry?

28. Will I get ripped off?

29. What doesrepparttar 129604 process involve?

30. How long will it take?

I'm sure you can add to this list and tailor it to your particular business, butrepparttar 129605 point ofrepparttar 129606 exercise is to understandrepparttar 129607 potential negatives and address them in your communications piece.

By effectively nullifying those objections, you're removingrepparttar 129608 barriers to doing business with you which means your responses will increase dramatically.

So - grab your proposal templates and your standard direct mail pieces and marketing collateral and talk to your sales people to find out ALLrepparttar 129609 most common objections you face.

In an information package,repparttar 129610 most common way to handle objections is via a "Frequently Asked Questions" document. The question addressesrepparttar 129611 objection (naturally) andrepparttar 129612 answer portion addresses that objection in a positive manner that presumesrepparttar 129613 prospect will buy.

Incidentally, a trick I use to maximiserepparttar 129614 effectiveness of FAQ documents is to include questions that relate torepparttar 129615 purchasing process. By doing this, you're presuming they will buy and you're helping them picture themselves buying. Questions like "How do I pay?" and "When will I receive my product?"

Each of these questions play an important role in helping you step into your buyer's shoes. Address each ofrepparttar 129616 major ones in your copy and you'll find your responses incread dramatically.

Happy writing!

Kris Mills Kris Mills of Words that Sell is an experienced copywriting and direct marketing professional and is also the author of "How to Create a Sales Explosion With Every Ad You Write" ( visit http://www.synergie.com.au/explosion.htm )

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