Writing Good Sales Copy

By Donna L Walsh

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Selling is the number one skill you MUST learn if you are going to start any kind of business and this applies to selling on the Internet as well. Whether you are selling a service or a product, without the ability to sell, your product or service is worth nothing. The good news is that unlike an off-line business, all you need for selling on the Internet is a powerful sales letter.

One thing that you should realize is that selling is not really about selling, it's about helping people. Your sales copy should address a problem and then offer a solution. Don't focus on selling a product, focus on helping your prospect decide that your product will solve their problem. Once your prospects realize that your product will meet their needs, they will sell themselves. 98% of all human beings buy products or services emotionally and then justify those purchases logically.

Your sales letter is your virtual sales person and does all the selling on your behalf to your potential customers. And unlike a real person, your online sales letter doesn't care if someone "hangs up" (i.e. clicks away); a good sales letter will still work for you 24/7/365.

Learning how to write effective sales copy that grabs your visitors' attention is one of the most important parts of your business strategy. No matter how great your website looks or how wonderful your product or service is, your visitor must read your sales letter in order to turn your product or service into a money producing asset.

Your goal is to create a sales letter that produces a minimum of a 2 to 4% conversion rate. This means that for every 100 visitors to your website, you should strive to turn 2 to 4 of those visitors into customers. If you provide the marketing to attract targeted prospects to your website, your effective sales letter should do the selling for you.

Your sales letter is similar to a personal letter from you to your prospective customers. In your letter, you will tell your prospects about your product and then convince them to buy the product from you.

When you write your sales letter, write it with personality. Write as if you were writing a letter to your best friend or a close relative. There is nothing that will make your prospective customer click away faster than a dry, boring sales letter. You wouldn't write a boring letter to someone you know so why would you write a boring sales letter? Your prospective customer doesn't want to read that kind of sales letter any more than someone you know does.

Direct your sales letter towards your prospect. You should use "you", "your", and "yours" at least ten times more often than "I", "me" or "my". If you must use a first person noun, use "our", "we", or "us". But, always try to reword the sentence with "you", "your" or "yours" before using "our", "we" or "us" and only use these words as a last resort.

Here are some examples:

  • "Download your copy of E-book Name now" instead of "Download my e-book now".
  • "Your report is ready for immediate download" instead of "Our report is ready for immediate download".
  • "Your product will be shipped immediately" instead of "I will ship my product immediately".
  • "You will learn how to build a website" instead of "We will teach you how to build a website".

In order to write an effective sales letter you'll need competent writing skills and a good comprehension of English. In addition, you must identify your target audience as well as their needs. Once you identify what their needs are, you must convince your prospective customer that your product will meet those needs. Remember that people will buy a product only if there is something in it for them.

Donna L. Walsh is a recognized author of many web design and development articles and ebooks. Subscribe to Donna's DWWD Newsletter & instantly download "How To Build A Money Making Website - A Resource Directory", a $97 value at absolutely no charge. Visit: http://DWWDNewsletter.com

Join now and you will also receive a coupon good for $30 off Donna's much acclaimed 1200 page+ encyclopedia "How To Build A Money Making Website". Learn how to design, build and develop a winning Website - whether you are just starting out or you are an accomplished Webmaster. For more information and to download the complete Table of Contents, visit: http://How-To-Build-A-Money-Making-Website.com

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