By Mike Jezek Copyright
2007 Mike Jezek. All rights reserved.
Are you frustrated that your sales letter isn't
getting results? Do you wonder how you could
make a satisfactory sales letter even better? If you said,
"yes" to either of these questions then I invite you
to read
on as you will be richly rewarded. In the next few
moments you are going to discover how to instantly
amplify the selling power of your direct mail and
web copy. Enabling you to potentially break sales
records and outshine your competition.
The solution to your lackluster results or desire to
improve current sales is found in one word.
Emotion. As you may already know buying decisions
are based upon emotion and later backed up by
logic. Here's how legendary sales letter writer
Robert Collier put it:
"Appeal to the reason, by all means. Give people a
logical excuse for buying that they can tell to
their friends and use to salve their own
consciences. But if you want to sell goods, if you
want action of any
kind, base your real urge upon some primary
emotion!"
So how do you inject more emotion into your websites
and direct mail and thus turbo-charge the selling power of
your copy? While there are many ways to
'emotionally-charge' your sales letters, for our
time together
let's focus on these three shall we?
1) Stir Up Pain - Here's where you want to get
inside the heads of your readers. Focus on how they
have this problem (that your product solves) and
that because of this problem, they're hindered,
frustrated, troubled and unable to attain their
deepest desires because this problem lingers. You
want to agitate their perceived problem and make it
seem worse than it really is. You can do this by
telling them stories, facts, case histories and
linking their problem to bad scenarios to persuade
and influence them into believing your product is
the solution to their problem.
2) Mesmerizing Stories - I already don't have to
tell you that stories will obviously evoke emotion.
Watch a tragedy, you'll feel sad. Watch a sci-fi
movie and you'll probably feel excitement. Watch a
horror flick and you'll more than likely feel
scared. My advice to you, is to weave stories into
your sales letters that stir up hope in attaining a
goal, avoiding trouble or achieving a dream. You
can also craft stories detailing what happened to
someone who never took action to solve the problem
your product or service is intended to solve. This
kind of story will produce fear of loss, which is
usually a more powerful motive than desire to gain in most people.
You can also use stories that have a 'human' element
to it. Simply tell a story about someone whom your
readers can easily relate too, describing their
problem and the frustrations that go with it in
detail. And then, illustrate how this person used
your product and solved their problem. Consequently
making their life or business much better. This
kind of story creates a type of "Social Proof."
Meaning it cultivates a follow the leader response.
3) Use Emotional Words Instead Of Logical Words -
It's no surprise that some words fire off stronger
reactions than others. Words like abortion,
pro-life, Soviet or dictator have an immediate
effect. Other
less controversial words such as mom, dad, family,
home, friends sister and brother have strong
emotional impact. You need to evaluate your target
market and find out what key words your market
really reacts too. The key thing to remember is
that just about every word has an emotional element
to it. If your offer is greed oriented, then words
and phrases like "money"; "get rich" ; "six-figures";
and "make money easily" will excite your readers.
Ideally you want to use many small, one syllable
words that your prospects can relate an emotion to.
Pick five or six key words that'll stir up the
emotion you want in your reader and subtly plant
them throughout the sales copy to spark an emotional
reaction.
Whether you're vexed by a sales letter that's
performing terribly or you already have a sales letter
that's getting decent results, you now realize what
to do to make it sell more. You simply make it more
emotionally-charged. As of right now, you know
three shortcut ways to make your sales letters more
emotional. They are: stir up pain; use mesmerizing
stories; and weave emotional words into your copy.
Go ahead and start making those changes and if you
do this correctly, you should see a rise in sales
and profits.