Contrary to what many believe, through teachings of traditional marketing, you should explain what you sell in detail. People want and need to know everything they can about a product before they purchase. Just think about when you are buying a product. Do you just purchase without asking questions? You should tell as much about your product in all your marketing endeavours. When you do, your product is perceived as being better value.

Also, more interesting information you give your customer, more he or she can judge its suitability, can become emotionally attached to it and can justify buying it. A prospect who is well informed is more ready to buy. Informative face to face sales presentations close more sales and long sales letters outsell short ones. Your sales message cannot be too long, only too boring. Interested prospects will want as much interesting, appealing, stimulating and absorbing information as possible. You must provide it to outsell your competition.

2. Direct Your Marketing Focus To Your Intended Customers Only

When you keep your marketing keenly focused you will capture biggest number of sales. You must target your sales message directly at focused customers and no one else. If you run a business with multiple products you should narrow your focus to one product at a time. If you sell a range of electrical goods, for example, you should focus your sales message on PCs when you want to attract more PC buyers, then washing machines, then Hi-Fi Systems and so on. Do not try to feature all your products in one ad or one sales letter. This is what majority do.

You can steal a competitive edge by directly focusing on particular customers with an interest in a specific item. That way you will attract many more of those buyers because you are appealing directly to them and to them only. People are interested in one thing at a time and only buy one thing at a time. You must speak to them like they think – as if what you are selling is all they are buying. Your message must appeal directly to buyer you want and spell it out loud and clear:

“Don’t buy a PC this week, until you read this important message ...”

You will attract many more buyers with this specific message rather than a general appeal announcing all different products that you stock.

3. Here’s A Guaranteed Method of Getting Referrals From Your Clients

Let me ask you a question, “If you provide an impressive, ongoing, regular, attentive service to your customers and express a genuine interest in them after sale, can you think of any reason why they shouldn’t let you introduce your product or service to their friends and colleagues?”

I cannot think of any reason, can you? Here’s bottom line – your customers are your single most valuable asset and must be treated as if you fully understand this. This is procedure to follow:

Immediately after sale, you send a personal thank you letter, remember to restate some of main benefits which are part of reason they bought from you. This also helps in diffusing any post purchase remorse. In your letter you also emphasise that if they need any further help or assistance, information or further supplies you are here to look after their requirements.

Next you start communicating with your customer with all relevant information to let him or her feel that they belong to your ‘special extended family of customers’. All interesting informative news, up-dates, add-ons, new product or service information, tips and user stories should be communicated monthly to help increase value of purchase they made from you.

Did you know, just changing headline has been known to dramatically improve effectiveness of an ad or sales letter by up to 1700 percent? Yes, headlines are that powerful--and that important!

However, over last few years, I've noticed a proliferation of badly written--or just plain weak headlines--both online and off!

Particularly disturbing is copycat syndrome. I can't even begin to tell you how many variations I've seen of "Who Else" headline. For example:

"Who Else Wants To Write Great Headlines?"

By way, "Who Else" headline isn't new. It goes back many decades.

Here's problem with copying a popular headline. When you have so many individuals copying a headline, it loses its effectiveness, appeal and uniqueness very quickly--especially on Internet!

I have a much better alternative. Instead of copying someone else's headline, put in hard work that's required and come up with your own classic headline.

Headlines that evoke some type of emotional response are most effective and generally make more sales. Emotions motivate people into action. The stronger emotion, quicker action. Therefore, headlines that make reader excited about gaining something--or even more effective--afraid of losing something, will invariably produce best results.

Using proper words and phrases is critical. Below I've listed just a few of words and phrases that, over years, have proven to be very effective at grabbing readers attention:

Save... Amazing... Finally... Love... Secrets Of... Announcing... Free... Luxury... Security... At Last... New... Bargains... Obsession... Breakthrough... Protect... The Truth About... Discover... How To... Rewards... Yes... Sale... You... Are You... Sex... Win... Improve... Do You...

After grabbing your readers attention, this is where you want to answer question, "What's in it for me?" To do this, you have to know a little about your target audience. What are they interested in? What are their priorities? What makes them respond?

Craft your headlines to use words and phrases that will pique your potential buyers interest. If you are targeting people interested in starting their own home business, try phrases such as "Stay Home And Make Money" or "Kiss Your Job Goodbye Forever". If your product happens to be diet pills, try "Lose 10 Pounds In 10 Days".