This method makes it very easy for right person to say "Yes!".

A model or environment that clients can connect and feel safe with is essential. If it is presented as "work", they won't hire you. The experience for each of you needs to be rich, fulfilling and enjoyable.

Here’s an example of positioning by concept. It’s one thing to say you're a website designer. A more definitive statement would be to say you design websites for people who are ready for a revised website; know who they want to reach with this website; and have text ready to serve this audience as well as resources to pay for your expertise.

It's specific and would attract perfect client to you as well as your method of working.

The last question is, why choose you.

A simple answer is that you have knowledge, skills and experience critical to their success. Go for it!

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Joanne Victoria works with independent professionals and small business owners who want to streamline their operations in order to achieve more. ~~~~~~~~~~~~~~~ Buy her book, Lighting Your Path! How To Create Life You Want, here: http://www.JoanneVictoria.com/

Sign up now for Joanne’s FREE monthly e-zine Lighting Your Path!-Discover Your Inner Truth at: mailto:JoanneVictoria-subscribe@topica.com ~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~. Joanne Victoria – Coach, Speaker, Author Tel:415-491-1344 mailto:joanne@joannevictoria.com http://www.JoanneVictoria.com/programs.htm ~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.~.

Tip: When you write subheads, strive to make them short and benefit driven. If subheads are well done, readers with short attention spans can simply read headlines and subheads and make their buying decision on those alone.

8. No testimonials. Customers who rave about your product or service are extremely effective and should be included in every sales letter. The words from mind and heart of customers build your credibility. However, most marketers waste potential impact of testimonials. Common mistakes include using initials rather than full name, as well as omitting city and state or country.

Tip: When getting written permission to use a testimonial in advertising, also request a photo. Most will happily agree. Photos help to add power to testimonials.

9. No money-back guarantee. Your response to any sales letter will be significantly higher if you include a money-back guarantee.

Tip: The longer guarantee, more sales and less returns or refunds requested. For example, 30 days works better than 10 days, 60 days works better than 30 days, etc. A full year "no quibble" guarantee works very well.

10. No P.S. The P.S. is second most read part of any sales letter. Many people read headline and then turn to end of letter to see who it's from when they read P.S. My strong recommendation is to never send out a letter of any kind without including a P.S. This includes personal letters. Make it a habit from which you never vary. So when you are writing to your mother, father or friend, end letter with a P.S.

Tip: When preparing a P.S. for a sales letter, a good formula to follow is to simply restate biggest benefit of product, guarantee and offer.

Extra Bonus Tip--The signature in any sales letter is very important. When a prospect receives a letter, they look at headline, who it's from and then P.S.

A few tips:

1. Make sure signer is given a title.

2. The signature should be bold and done with a felt tip pen. Most signatures are shaky and weak. They appear to come from someone who is not proud of their letter but apologetic.

3. The signatures should be printed in process blue. No other color--not black or red or purple or green. I've tested other colors and none works as well as process blue. Blue "feels" more natural to reader. Remember this. When you prepare a sales letter you are asking recipient to suspend belief while they read your message. Your signature plays a big part in that process.

Sincerely yours,

Ted Nicholas

P.P. "The secret to success, in life and in business, is to work hard at margin. Relentlessly. It's as powerful as compound interest, eighth wonder of world. Those little marginal extra efforts will inevitably grow into something big." --Bill Bonner

Little things mean a lot.

"God is in details".

Copyright 2003 Nicholas Direct, Inc.