The Importance of Writing Good Web Site Sales Copy

Written by Judy Cullins

Continued from page 1

4. Realizerepparttar power ofrepparttar 127234 written word. If your Web site has been up more than a few months, and you haven't gotten any business, consider reconstructing it so it pulls sales. Write down your description of: your audience, its needs and desires. Address their problems, interests, values and how they like to receive a service. Pre-plan your Web site, and state its purpose - is it to make money, gain credibility, share a unique message?

5. List at least 10 benefits provided by your service. What arerepparttar 127235 best five? List 10 features of your service, too. What arerepparttar 127236 best five? Remember, features don't sell, benefits do. Create a variety of headlines that have marketing pizzazz. They can be inrepparttar 127237 form of a question, a command, or a shocking statement, but they should all be full of specific benefits. "Quadruple your Online Income" is not enough. You must show how much time that takes.

6. Finally, create a picture ofrepparttar 127238 outcomes your client will see, hear and feel. You must touch your potential client's soft spot - that nerve center that says, "Yes, I want that!" Tap into your creative side, with a friend, associate, or coach who knows this uncharted territory -repparttar 127239 language of sales.

Become a member ofrepparttar 127240 5% club -- Web site owners who make at least half their income from their Web site.

Judy Cullins: 20-year author, publisher, book coach Helps entrepreneurs manifest their book and web dreams eBk: Ten Non-techie Ways to Market Your Book Online Send an email to FREE The Book Coach Says... includes 2 free eReports Ph:619/466/0622

Portrait of a Sales Genius

Written by Richard Israel

Continued from page 1

Although Ralph is a Sales Genius, he’s not infallible, so he encourages his key people to give him feedback ‘They have to be able to tellrepparttar truth for your success to be long lasting,’ he explains. ‘You can’t hire people to give you advice and then ignore it.’ He admits that some ofrepparttar 127233 feedback occasionally wounds his ego and that his initial response is often ‘I can’t believe I said that!’ but afterrepparttar 127234 initial sting he considers what has been said and makes changes if he feels they are justified.

One such situation involved changing Ralph’s strict policy that business attire should be worn at all times. One of his managers suggested establishing a casual day to help office morale. Ralph finally gave in after agreeing a dress code he was comfortable with, and everybody was happy.

Being truthful has helped Ralph’s business succeed, he says ‘There’s no shame in making an honest error of judgment, but dishonesty will hurt you inrepparttar 127235 long run. The only way to be successful is to tell it to people like it really is: here’srepparttar 127236 problem and here’srepparttar 127237 solution and only suggest solutions in their best interest, even if it means you makes less money or none at all.’

Ralph set himself high standards in being an expert: ‘I make sure that I know more than anyone else. This starts by surrounding myself with knowledgeable people, going to professional meetings and reading allrepparttar 127238 time.’ Ralph scans newspapers and magazines for articles of interest, highlightsrepparttar 127239 salient points, rips them out and reads or rereads them later. He considers himself to be a ‘speed scanner’. Recently, before being interviewed about foreclosure – a topic he knows extremely well – he nevertheless had an assistant researchrepparttar 127240 subject forrepparttar 127241 latest information. Being less thanrepparttar 127242 very best simply won’t do in Ralph’s book!

Another source of information for Ralph is his advisory board. Four times a year he meets with six friends and acquaintances from different lines of work. He tells them what he has done and what he plans to do and they give him feedback. One valuable outcome was persuading Ralph to put a monetary value on his time so he could use it more wisely. He also gets together twice a year with a group of agents who all make a $1 million year or more in commission to discussrepparttar 127243 same sort of topics.

Because he only sleeps three or four hours a night Ralph has mastered ‘power-napping’. He closes his eyes for 15-20 minutes, visualizing whatever situation he is involved in and his brain works on problems and ideas, such as going to high school football games and throwing his business cards up inrepparttar 127244 airrepparttar 127245 first timerepparttar 127246 crowd jumps out of their seats. ‘I don’t have brainstorming days, I have a brainstorming life’, he says.

Adapted from: Tony Buzan & Richard Israel, Sales Genius, (2000), pp. 3-9.

Richard Israel: President of Inner Modeling Inc, sales training consultants to corporations on four continents. Visit

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