Winning Sales Letters
Always Build Rapport
By Mike Jezek Copyright
2007 Mike Jezek. All rights reserved.
Wouldn’t you love to
have the power to influence people to listen to you,
your ideas, your demands, and maybe even give money
to you? I know I would. Today, you’re going to
learn how to establish rapport with your
prospects through your websites and direct
mail.
Essentially, rapport is that "we clicked",
"we have chemistry" feeling. It’s a technique
applied by sales superstars, religious leaders,
politicians, and even parents. So how do we create
rapport with our readers?
3 Techniques you can
use to create rapport with your readers:
Yes Sets/A.R.C.ing
Statements. In copy we can occasionally sprinkle a
few statements that are obvious yes questions. For
example:
-You know it’s
important to learn this don’t you?
-Isn’t it a great time to start a business?
-Going to college will give you an edge won’t it?
-You do want more excitement in your life don’t you?
-You deserve the best things in life don’t you?
Adding a question
mark as opposed to a period is still open for debate
so use what you feel will be best for your
situation. Again the point of this technique is to
get Mr. Prospect agreeing with you and hopefully be
put in a "yes" frame of mind so he’ll be more open
to saying yes to your offer.
Pacing/Undeniable
Truths. This technique is similar to the
abovementioned technique. With undeniable truths
you sprinkle your copy with statements that are
obvious statements both you and your prospects
accept. A few examples:
-As you read this
letter you notice I put the words
unconditional guarantee in big bold letters.
-Why have I sent you this two-page letter?
-As you saw from the statistics I listed earlier
that the rate
is 6% now ...
-Remember what Bill Woods said in his testimonial?
Well
it can happen for you too.
It’s been said that
you should use three to four pacing statements
before you introduce a new thought that directs
prospects
to respond the way you want.
Mirroring. This
technique is simply becoming like your prospects in
appearance, tone, and using the words that they’re
familiar with. For example, you wouldn’t want to
use graphics that convey the appearance of power for
a food product or a cookbook. And you wouldn’t want
to talk to an accountant in copy the same way you
would to a construction worker. Mirroring is simply
reflecting the style, diction and values of the
person you’re
communicating with.
The thing you want to
remember is people trust those who are like them.
And you can gain trust using the techniques
discussed in this free report.
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"I have never read this
information anywhere else on the web and I've been
around for a while!" -- Rob Holmes
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Copyright 2007
- 2008. Mike Jezek
All rights reserved. Psychologically
Enhanced™ Copywriter