"The more things change, the more they stay the same". That saying couldn't be more true, especially when it comes to writing ads and sales letters.
The same things that worked fifty years ago, continue to work today. Yes, times and technology has changed, but people haven't. At least, not the way we react to an effective advertisement.
When writing an ad or 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.
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 point number two again. That's a very fine line. But you MUST learn the distinction, if you want to master the art of writing effective sales material.
Actually, writing effective sales material is quite simple, really. In fact, I'm going to teach you all of the basics in this article today. And if you consistently apply those basics, you'll see your income skyrocket!
Here's the key: You MUST write every single ad and sales letter using the following classic AIDA formula:
A=ATTENTION
I=INTEREST
D=DESIRE
A=ACTION
Let's break down each letter, so that you can understand the full import of the formula:
A=ATTENTION: The very first thing your ad or sales letter must do is get your prospects attention. The very best way to do that is with an effective headline.
So, what's an effective headline? An effective headline is any headline that answers this question: "What's in it for me"? That's all your prospects really cares about. What's in it for them? Here's an up-to-the-second example of an effective headline: "How To Write Super-Effective Ads and Sales Letters"!
So, what makes the title of this article an effective headline? Two things: First of all, I answered the "What's in it for me" question. Secondly, the headline made you read this article.
And that my friend is the whole point! You want prospects to read your sales material!
Now, we come to the second letter in the aforementioned AIDA formula: I="INTEREST". After you get your prospects attention, you want to get them "INTERESTED" in your product or service. You do that by immediately telling them what your headline promises. You don't waste their time with a bunch of fluff and garbage that nobody but you cares about.
Tell them what they want to know, starting with the very first paragraph, and continue to tell them, right through to the very last paragraph. If you keep them interested, they'll keep reading, right to the very end.
Next comes the third letter letter in the formula: D="DESIRE". You have to make your prospects "DESIRE" your product or service. And the way to do that is with benefits, benefits and more benefits!
Remember, just keep telling them what your headline promised. Also, tell them what they stands to gain by purchasing your product or service. More importantly, tell them what they stand to lose, if they doesn't purchase.
Push their emotional "hot buttons", by using magic selling words like, new, save, amazing, free, guaranteed, security, no-risk, look younger, feel better, etc!
Now we come to the last letter in the formula, but certainly not the least: A="ACTION". You want to close your ad or sales letter with a call to action! In other words, ask them for the order. It's important to ask for the order at least three times, preferably six or more.
Here are a few examples of effective closes:
1. "Just click on the button below to order NOW, Risk-Free"!
2. "To get your FREE website, Order NOW"!
3. "Don't waste another minute! Order NOW"!
Something else that's very effective is to include a post- script (P.S.) at the end of your ad or sales letter. Your post-script should include an enticement of some sort, to get your prospects to order NOW. You should also use the post-script as a final call to "ACTION"!
Here's an example of an effective post-script:
P.S. "Don't forget, if your order within the next ten days, you'll also receive a personalized calculator mouse pad 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 an ad or sales letter will read the headline and then immediately zoom right down to the bottom of the page to check out the price and see if your offer is anything that they'd be interested in.
Anyway, that's it. That's "How To Write Super-Effective Ads and Sales Letters"!
Follow the formula faithfully and it will rarely let you down.
And remember, when writing your ads and sales letters, ALWAYS, ALWAYS, ALWAYS keep in mind that one question we all want to know: "What's in it for me"?
About The Author
Dean Phillips is an Internet marketing expert, writer, publisher and entrepreneur. Questions? Comments? Dean can be reached at mailto: dean@lets-make-money.net.
Make Money Online! Internet marketing expert, Dean Phillips will help you make money online, starting today...Guaranteed! For details just visit my website: http://www.lets-make-money.net
If you are creating a brochure, make sure you follow... Read More
The opportunities for getting free advertising for your product or... Read More
Most people who have been involved with sales & marketing... Read More
Ensure everyone in your company sings from the same sheet... Read More
Can it be???Is there advertising that people actually love?You bet... Read More
Bob is excited about his new business. He secured funding.... Read More
Many business organizations that needs to disseminate late-breaking information to... Read More
Business cards are one of the most powerful and inexpensive... Read More
Sometimes, it is not an obvious business idea that will... Read More
Buyers Don't Rely on the Yellow Pages Like They Used... Read More
I am always amazed when I hear about companies who... Read More
Would you like to get your new or existing Internet... Read More
Admittedly, I have not seen your advertising flyer. Then again,... Read More
I just read some advertising suggestions on an Internet marketing... Read More
The sinage marketplace is competitive! Consequently, some companies are going... Read More
In the marketing world, radio has earned the reputation of... Read More
To bring great sales success, a great advertising technique is... Read More
Advertising in the paper works for many people in business.... Read More
Don't use vague generalities in your headlines. Be as specific... Read More
Moms have a very powerful influence on what their families... Read More
The task of executing successful advertising campaigns for products made... Read More
Moving message boards are used in the areas where continuous... Read More
Advertising is a powerful and somewhat frustrating marketing tool. It... Read More
Having a quality brochure makes a positive impression on a... Read More
Electronic display boards signify high priority messaging, allowing you to... Read More
The success of a business plan stands or falls on... Read More
When you read the newspaper, do you read advertisements as... Read More
Advertising has truly become a part of all of our... Read More
Many groups like the Chamber of Commerce, ASB at the... Read More
The most common way to drive people to your business... Read More
Do you often see print advertisements outdoors, as much as... Read More
Advertisers that are beginning to focus on the young Hispanic... Read More
What's the cheapest, most under-used marketing tool you have?The answer's... Read More
The single easiest way to increase sales is to look... Read More
I recently completed a Marketing Makeover for an Ad that... Read More
Any idea? It's a question that more than a few... Read More
In a recent article, I shared five of my top... Read More
The content of advertising is basically the same no matter... Read More
We already know this from our history books. If you... Read More
The very name "advertainment" sends thrilling vibrations up the spine... Read More
Every time you hear someone say "May I have one... Read More
Push vs. Pull Advertising - Understand the Consequences for your... Read More
Well, Super Bowl XXXIX is history. Too bad for the... Read More
1. Place copies of your circular on bulletin... Read More
When, some little time ago now, I first descended upon... Read More
Don't use vague generalities in your headlines. Be as specific... Read More
As technology continues to improve, the quality of digital prints... Read More
You've decided to launch your advertising campaign but you have... Read More
Graphical LED Displays utilize high-resolution graphics and video to transmit... Read More
If you own a mobile detailing business or mobile car... Read More
Custom LED Display, as the name specifies, facilitate control anything... Read More
Here's a great lesson that applies to direct mail. Ready?... Read More
1. You can get ad copy ideas by studying similar... Read More
Over the 32 years I've been involved in sales, marketing... Read More
The success of a business plan stands or falls on... Read More
Larger companies have learned that collecting art adds something special... Read More
This article will show you how to cut your printing... Read More
If you're interested in improving the selling results of your... Read More
Tired of pouring endless money into advertising? Do you wonder... Read More
If you knew these 10 high impact insider's hidden psychological... Read More
To promote the audience, staff, customers and other people the... Read More
One of the keys to strong positive mental attitude is... Read More
I have been reading articles on increasing sales using search... Read More
Advertising on humans using tattoos is rapidly kind of freak... Read More
Do you know about the distinction - and it's a... Read More
Bob is excited about his new business. He secured funding.... Read More
Advertising |