Push their emotional "hot buttons", by using magic selling words like, new, save, amazing, free, guaranteed, security, no-risk, look younger, feel better, etc!

Finally, we come to last letter in formula, but certainly not least: A="ACTION." You want to close your sales letter with a call to action! In other words, ask them for order. It's important to ask for order at least six or more times.

Here are a few examples of effective closes:

1. "Just click on button below to order NOW--Risk-Free!"

2. "To get your FREE web site--Order NOW!"

3. "Limited time offer! Order NOW!"

Something else that's very effective is to include a post- script (P.S.) at end of your sales letter. Your post-script should include an enticement of some sort, to get your prospects to order NOW. You should also use post-script as a final call to "ACTION!"

Here's an example of an effective post-script:

P.S. If you order within next 7 days, you'll also receive a personalized calculator mouse pad absolutely FREE, with your company's name embossed in gold lettering! Order NOW!"

You can also use a post script to tie everything together, by summarizing your most important benefits.

Another reason that you should use a post-script is strictly elementary. Studies have shown that most people, when reading a sales letter will read headline and then immediately zoom right down to bottom of page to check out price, and see if your offer is anything that they'd be interested in.

WARNING: Don't be fooled by simplicity of AIDA formula. It's been proven over time. It's powerful, and it works. In fact, power is in its simplicity.

Also, when writing a sales letter, there are two critical points you must NEVER, EVER forget:

1. Most people don't make a buying decision based on logic. They make a buying decision based on their emotions. They justify their decision with logic, after fact.

2. People don't want to feel like they're being coerced or pushed into anything. They want to feel like they arrived at a buying decision completely of their own free will.

Go back and read those two points again. Obviously, that's a very fine line to walk. But you MUST learn distinction, if you want to master art of writing effective sales letters.

In closing, follow AIDA formula faithfully and it will rarely let you down.

And remember, when writing your sales letters, ALWAYS, ALWAYS, ALWAYS answer that one question we all want to know: "What's in it for me?"

Dean Phillips is an Internet marketing expert, writer, publisher and entrepreneur. Questions? Comments? Dean can be reached at mailto: dean@lets-make-money.net

It is impossible for a person to succeed if they quit. If your mowing your lawn and lawnmower runs out of gas do you just quit. (some of us would like to) No. You fill it with gas and finish job. In our daily lives we are faced with obstacles throughout day. But because these obstacles are so familiar to us we overcome them without a thought. Because running a business is so unfamiliar to most of us obstacles we face appear daunting. Remember your lawn mower running out of gas? You solved problem by filling it up with gas. You didn't turn it upside down then try and start it. You didn't put water in it then try and start it. None of that would have worked. You did what had to be done to make it work. You put gas in it. When you did right thing you were rewarded with a working lawn mower.

The same goes for your business. If you are not getting very many if any hits to your website that becomes an obstacle. Analize situation, and if you do not know what to do seek advice of those who do and then follow through with that advice. If one person was successful implementing that advice then so can everyone else who applies that same advice. That is way life works. Everything has it's own way to it. All things must be done in a certain manner. The moment you go against it you start to encounter problems.

If you choose to either follow bad advice or choose not to follow good advice then you have made choice as to what will become of your business. Your success or failure is no ones fault but your own. Implement a marketing plan, (Setting Goals for Yourself) follow good sound advice, be patient, and you will succeed. No matter what you are up against. No matter how many other people are doing exactly same thing you are doing. No matter how rich, poor, ugly, pretty, short, fat, tall, etc... you can succeed because..... It's all up to you!