-------------------------- MESSAGE 5 - QUESTIONS? COMMENTS? --------------------------

Your lead may be waiting to purchase until you explain one particular thing. By asking outright, you can speed sales cycle to a close.

Start fifth message by asking your prospect if he has any questions. Give him several ways to reach you, and include your hours of operation and time zone.

Take rest of fifth message to answer some of questions your prospects ask most often. For instance:

"Are you excited about lush lawn you'll have with Green Garden Fertilizer? I hope so! Let me go over some questions our customers have asked in past..."

-------------------------- MESSAGE 6 - TESTIMONIALS --------------------------

With your sixth message, show off your satisfied customers. Choose several of your best testimonials, and list them here. Look for quotes from customers who are obviously excited about your product, but that still sound believable. For instance, choose:

"I'm thrilled with my Green Garden Fertilizer! Just two weeks, and my lawn looks better than it has in years."

Instead of:

"Green Garden Fertilizer is miraculous! It turned my back lot into a rolling meadow in days - and that lot is PAVED!"

(The testimonials in this article are made up examples. All of *your* testimonials, however, must be real. Fabricating testimonials is illegal.)

-------------------------- MESSAGE 7 - LAST CHANCE --------------------------

Your final message serves as one last reminder of your product. Briefly reiterate its most impressive features. Then, throw in a few testimonials or a very short case study. Round out this message with your contact information. Our example product's final message might read:

"Over past several weeks, you've heard about how Green Garden Fertilizer can turn your lawn around. Customer Dusty Dan tried it, and he says, 'My lawn has never looked better...'"

-------------------------- FOLLOW UP WITH FINESSE --------------------------

Automation means that good follow up doesn't have to be have to be time consuming. Now, creating a message series is just as easy!

An introduction leads to what you are selling. For instance your first line should be an outrageous headline that hooks your reader in. Include your major benefit here, or put a shocking statistic, or analogy Make it one or two lines only. Remember short paragraphs are a must for Online readers.

7. Give background of problem.

You need to reach your audience where they are. Mention problem they have. Perhaps it is procrastination. What are its consequences? Include those. Write how many suffer from this malady too. Include your audience so that they will read on. Next meet them where they want to be--their problems solved.

8. Write benefits of your information.

If you don't give your reader a "reason to buy" they won't go to your signature box and link back to where your products or services are offered. For instance, one main benefit to writing Online articles is to quadruple sales within four months. Other benefits include raising your credibility, gaining subscriber and audience trust, and becoming a household name.

9. Add your revised article to mix with a new conclusion.

Your conclusion consists of your last two or three lines. It can either review your main points, or add another reason why information will help. You may also include a consequence of not acting.

10. Finish your article with a signature box at end that pulls people to buy.

Weak signatures with an undistinguishable email address, long paragraph of qualifications your reader doesn't care about, and unclear offers will stop your sales immediately. Instead, offer a useful free eBook or eZine that meets their needs. Did I say include benefits? Yes! Include a phone number, email, and Web address if you have it.

Yes, it takes a little of your time, but these articles do make a difference in attracting your target audience to whatever it is you want to sell. They are convenient for you and your potential customers. Submitting articles is another way to make it easy for your customers to buy. ============= Judy Cullins: author, publisher, book coach Helps professionals manifest their book dreams eBook: _Quadruple Online Sales with Free Articles_ http://www.bookcoaching.com/discounts.shtml Send an email to mailto:Subscribe@bookcoaching.com The Book Coach Says... with 2 free eBooks mailto:Judy@bookcoaching.com Ph./Fax: 619/466/0622