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Jumpstart YourSales ConversationTools & Resources
Emotional Eating Coach:
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session/
Kat's Business Coaching page: www.AskKat.biz
Certified Copyright Manager:
https://managecopyright.com/freesession/
Certified Professional Organizer:
https://awaywithchaos.com/free-call/
Energy & Grief Coach: https://www.energym.org/free-consult/
Love & Intimacy Coach: https://yourlovegal.com/free-
coaching/
1. Assume the Sale –assume they are going to buy and be
shocked if they tell you no.
2. Fear of Loss – make them feel like they will really be missing
out if they do not buy from you, where would they go?
3. Sense of Urgency – Create a sense of urgency.
Make them feel that they need to hurry up and buy before the
product and/or service is gone or price goes up or bonus goes
away or there's a limited quantity or seating available.
4. Optional Close – Give them choices like - Do you want THIS
OR THAT? 6 months or a year? Start now or in 30 days? Pay with
check or credit card. Give them options instead of just yes/no.
5. Indifference – Make them feel that it
does not matter to you whether they buy or not.
Explain that it is not a big deal and that the sale is up to them.
Websites with Free Consult Forms Onlineto PREQUALIFY Prospects (to model after):
(C) Copyright 2020 K. Sawa Marketing Int'l Inc www.JumpstartYourMarketing.com
My 5 Favorite Closing Techniques:
Jumpstart YourSales ConversationTools & Resources
I know a lot of you HATE to act like salespeople or HATE to push
your product or service, but if you don't do it and you don't have a
sales team - WHO WILL DO IT??
That's why I recommend you learn the most effective ways to write
a sales letter, mailing, webpage, flyer, postcard, handout,
newsletter, brochure or email. This way at least you’ll have
effective copy working for you.
Writing Sales Copy to Convert Prospects to Clients! (Page 1)
(C) Copyright 2020 K. Sawa Marketing Int'l Inc www.JumpstartYourMarketing.com
The first step you, the business owner, must take is to identify your
target market (audience), as well as fully understand that market.
Once you identify your target market, it is imperative to also
understand that market. One key component of this process is to
identify your audience’s priorities.
For example, what about your product and/or service is MOST
important to them? What is LEAST important? Knowing this
information will enable you to communicate directly with them. It
is important not to lose your focus and begin worrying about the
lingering people who MIGHT buy from you.
Remember, they are not your CORE target market; you want your
focus to be on those consumers that WILL buy from you, provided
the opportunity.
On the next page, I have outlined key components that all small
business owners should know before they begin drafting their
sales letters.
Jumpstart YourSales ConversationTools & Resources
Writing Sales Copy to Convert Prospects to Clients! (Page 2)
(C) Copyright 2020 K. Sawa Marketing Int'l Inc www.JumpstartYourMarketing.com
8 Things Every Small Business Should Know AboutWriting a Sales Letter:
The more expensive your product and/or service is, typically the
longer the sales letter needs to be OR these days you could add
a video in there that explains more HOWEVER, not everyone will
watch the video so it's best to have BOTH - for both learning
styles.
Headlines should be large and catch the reader’s attention. For
example, a RED font is always the best color for a heading. In
addition, large, bold text located in key areas is another way to
focus your reader’s attention to the important areas of the letter.
Make the wording stand out on the page. It's important to use
bullets, subheadlines that are larger and bold or in a contrasting
color throughout the page so the reader's eye has to stop on it.
Use your client’s success stories, actual testimonials, written by
clients, vendors, and other individuals/businesses that have
used your products/services. Ask for permission to include
photos, full names and company names for added credibility. In
addition, you can even ask them to record a video of their
testimonial, which you can include on your website or link to
from your emails.
Be sure to build up the product and/or service you are selling
throughout the entire sales letter. For emphasis and for
additional credibility, include supporting facts, teaser text and
attention-getting phrases that your audience will relate to. Use
how it all applies to you too, telling your story in and through
your copy so they can get to know, like and trust you along the
way!
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Jumpstart YourSales ConversationTools & Resources
Writing Sales Copy to Convert Prospects to Clients! (Page 3)
(C) Copyright 2020 K. Sawa Marketing Int'l Inc www.JumpstartYourMarketing.com
8 Things Every Small Business Should Know AboutWriting a Sales Letter (continued):
6. Ensure you answer potential objections in your sales letter
before you include the price of the product and/or service.
Effective tools are brainstorming or surveying current clients. In
such surveys, ask your clients what the most important hot buttons
or objections they had/have when considering purchasing your
products and/or services. Be sure to reassure your reader that your
product and/or service can solve that problem or fill the need that
they have addressed.
7. Try throwing in a FREE BONUS! You can see how I have used
this approach in my mid-month email to clients. I include a FREE
BONUS to anyone who answers a few survey questions regarding
my products and services. There are many ways to use this
technique to develop a “bonus” that’s of value to your target
audience. Put on your thinking cap and give it a try.
8. Finally, after including all the important information above,
share the price of your product and/or service with your audience.
You can choose to offer easy payment options, such as "click here
to buy now" and using a shopping cart or "you can make 3 easy
payments of $$$." By offering a payment plan option, you will
avoid giving an early-bird discount and losing money on your
product and/or service. Get the right technology in place for sure
to be able to take credit cards AND payment plans sooner than
later though!