Written by Bob Osgoodby

Continued from page 1


Here is where you tellrepparttar prospect why your product or service is better than your competition. If it is an affiliate program, why will they be better off dealing with you rather thanrepparttar 127509 thousands of others hawkingrepparttar 127510 same thing? Power words are useful here. You have to kindlerepparttar 127511 flame in their mind that will makerepparttar 127512 sale.

Testimonials are of great value. But make them real - "Grace C" in Colorado who says great things about you or your product just won't cut it. These types of phony testimonials have little, if any value. You have to have real people who are willing to give you a testimonial, and if necessary answer any questions your prospect might have. A good way to do this is, for you to write canned responses that they will send when they get an inquiry. That way, even though they would be supportive, you will be sure they providerepparttar 127513 information you wishrepparttar 127514 prospect to receive.


The close isrepparttar 127515 most important part of your pitch. You always have to reinforce why your prospect needs to act now, and don't be afraid to ask them. Give them an easy ordering process that includes a method of immediate payment such as a credit card or an online check. I can't emphasize too stronglyrepparttar 127516 importance of this. If there is no immediacy, a cooling off period exists and you may loserepparttar 127517 sale.

A telephone number where they can reach you is important, and overrepparttar 127518 years I have changed my thinking on toll free numbers forrepparttar 127519 initial contact. While a toll free number will generate a "ton" of calls,repparttar 127520 majority will fall intorepparttar 127521 category of "tire kickers", which simply take your time. When we discontinued our toll free numbers,repparttar 127522 number of calls received decreased by about 80%, butrepparttar 127523 number of sales tripled. We found that if a person had to spend their dime, they were serious, and real prospects were not getting a busy signal by those who were simply "fishing".

Always get their phone number so you can call them back. If they don't order immediately, call them back in a few days. It is also wise to get an email address if they have one so you can follow up that way as well.

While you will develop your own methods,repparttar 127524 A.I.D.A. formula is a great starting point to ensurerepparttar 127525 desired results.

Did you know that subscribers to Bob Osgoodby's Free Ezine the "Tip of the Day" get a Free Ad for their Business at his Web Site? Great Business and Computer Tips - Monday thru Friday. Instructions on how to place your ad are in the Newsletter. Subscribe at: mailto:tipofday-subscribe@topica.com

A Thousand Words

Written by Bob Osgoodby

Continued from page 1

An image will make your page more attractive, but don't include one unless it has a purpose, and will help closerepparttar sale. A large image that takes a long time to load will many times haverepparttar 127508 reverse effect of what is desired. Ifrepparttar 127509 visitor simply "clicks away" from your web page becauserepparttar 127510 image loads slowly, it is defeating its purpose.

Some guru's recommend power words like "free" or "earn without work", but these terms have been overused. While power words may still have a place in your "teaser" ads, you should use down to earth language at your web site. The words must be vibrant and alive, drivingrepparttar 127511 person towardrepparttar 127512 desired outcome.

You must learn how to write persuasive words specifically written for your targeted customer. If your target market is professionals, write your message geared to them. Remember however thatrepparttar 127513 vocabulary of many potential customers may be limited, so don't use words that will not be understood byrepparttar 127514 average person. Avoidrepparttar 127515 use of terms that will not be known by your prospects.

Your text should be written in a black, legible font with a light background, preferably white. While yellow text on a black background is "cute" you should avoid using fancy fonts or backgrounds that are difficult to read - people will simply "click away".

Remember - every word you use should have one specific purpose, and that is to lead your prospect to buy you are selling . When writing sales copy, use words like "you" and "your" - write as if you are speaking with just one person -- one on one.

Finally, be aware that many Internet users are apprehensive about making a purchase onrepparttar 127516 Internet. You must put your potential customers mind at ease by displaying your full name, company name and contact information. This will put their mind at ease by building their confidence in you and your product. While a picture may be worth a thousand words, it isrepparttar 127517 words that will sell.

Bob publishes the free weekly "Your Business" Newsletter Visit his Web Site at http://adv-marketing.com/business to subscribe. As a bonus, get 40,000 FREE E-Books from Larry Dotson, when you visit http://www.ldpublishing.com

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