We, as prospective buyer, keep calculating this inner score in background. The sales copy attempts to win us over by scoring maximum acceptance points, provoking action to buy.

You know when you get a gut feeling 'to buy or not to buy', this is our inner score keeping system I am talking about.

It regulates our buying behaviors and helps us make buying decisions.

Thus, when a prospect interfaces with a sales letter offer, it instinctively prompts this decision making process. It all comes down to a final response to offer.

Ultimately, prospect will either accept offer to buy... or reject offer and leave.

Hence: The Inner Score Keeping System.

The overall message I am suggesting here is to learn to think like a buyer if you want to get on other side of sale... selling side.

Of course we all have plenty of buying experience. But, since we do no not usually think about process when we buy, we miss boat on knowing what actually makes us buy.

In other words, when we buy, we are not considering all of elements that add up to final buying decision. We just buy or pass on offer.

However, there is much to be learned from this and thinking like a buyer is by far best way to unlock your prospect's mind to make sale!

By Michael Nicholas (c) 2005

Remember that most consumers, even if they swear otherwise, purchase products that they desire, and not products they need. Self-gratification and self-improvement always lay behind buying impulse.

Offer Useful Content First

Are you giving your subscribers useful information? You need to win them over first with lots of high quality, free content before you begin making offers. Your sales pitches should be periodic in nature.

It's a really bad idea to flood your list with offers every single day of week. If you want, you can bury an affiliate link or two in each newsletter as long as it points to a useful resource in context of your content. Just go easy on special offers, though.

The best way to prime your subscribers is through scarcity. Your offers should be something subscribers look forward to receiving, rather than something easily predictable.

Calls to Action

When you do finally send an offer to your list, don't be shy about letting your subscribers know what action you want them to take. If you want them to buy a product, sign up for a membership, visit a site, etc..then offer them link and tell them to go for it.

Sprinkle your link several times throughout copy for maximum effectiveness.

Dave Maschke

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