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.

3. You have to have a full time attitude. Even if you only work on your business part time, you have to have a big vision and big goals. If you're just doing this for some extra cash you will definitely fail. If you genuinely want to help others and provide solutions to their problems you will do well. Are you in this for long haul (Champion)or just for a quick buck (it won't happen my friend)?

4. You have to have a compelling reason that drives you to make money online. Why do you want a lot of money? If you just want stuff you will probably fail. To be DRIVEN you need to have to get braces for your kid. You have to need money to put your kids through college. You have to need to make more money or you'll lose your house.

Get it? Your reason has to be something bigger than just making yourself happier or more comfortable. The bigger your reason is higher chance of success you will have. If your reason is too small, you'll give up before you reach your goal.

When things are rough you can focus on your "WHY" and it will give you power to go forward towards your success.

5. Besides right attitude, you have to have 3 types of products: FREE products, a lead product and a backend product. Give away FREE products that are valuable for your target audience. Then offer them a lead product (less than $50). Then keep in touch with your customers and offer them a backend product (over $300). You will make most of your money on backend product. Most people who only have one product don't do very well.

Internet Marketing Champions know that success on internet comes from relationships. Care about what you're doing and people who are your clients. Be a problem solver.

If you're commited to making tons of money on internet, you have fun and you focus on your business with a positive solution-based attitude, you're an Internet Marketing Champion in making. Keep your focus, do what you have to do and your business will grow and grow and grow. Or forget about all this and go start an ant farm.