What Do Your Customers Want?

Well, that's an easy question. Look at what you want when you buy from someone that you have never bought from before. In a word *Protection*. You want to know that if you're unsatisfied with any product you buy that you can get your money back without a hassle.

Do you offer a wimpy 30-Day guarantee or do you really stand behind what you offer? If you don't believe in your product(s) enough to offer me 90 Days+ as a guarantee then why would I buy from you? Give me enough time to see if your product actually works.

Your customers want to know that if they are unsatisfied with your product that they are protected by a strong guarantee. It's called Risk-Reversal. Now you may be thinking that by offering a longer guarantee you're setting yourself up to be taken advantage of by dishonest people. I never worry about dishonest people and neither should you. They are a small group and would find a way to rip you off even if you offered a 1-day guarantee.

Template For Creating Irresistible Offers

Hit your potential customers with your biggest benefit up-front. No one will ever know how great your guarantee is if they don't read your offer. Your Headline is the most important part of any sales letter or ad you write. What is the ultimate benefit your customers will get from your product or service? You may have heard of the book "How To Win Friends and Influence People" Notice how that headline tells the reader the purpose of the whole book in one sentence. Every benefit inside the book leads to one final benefit which is the headline.

Really look at your product and decide what the biggest benefit of using your product will be and hit your customers over the head with it. A word of caution: Make it believable. Don't make a wild claim just to get your offers read. This will backfire if your product can't back up the hype. Do however make your headline exiting.

Your headline should scream... "Hey... This Is What You're Looking For and It's Easy For You To Get (This Benefit) Now!" You Have To Read the Rest Of This Letter!

If your headline doesn't do that then you're wasting your time writing the rest of your letter. One of the best ways I know of to create Killer Headlines is to sit down and look over your product in detail and write as many headlines as you can. Don’t worry about spelling -- just let your ideas flow and keep writing. After you’ve created your list, choose your best 5 headlines and tweak them for maximum results. Then test each one to find out which headline pulls the best response.

How To Practically Force People To Read Every Word You Write

Once you get your readers attention it's time to tackle them to the ground and force them to read every single word you spent your precious time writing. How do you do that? By appealing to the most basic human desire. Self-Interest. What do I get? This is where you expand on your headline by giving the benefits of your offer. The layout is very important. You want to use short sentences and spaced out paragraphs to make your letter easy to read. If you make it hard to read almost no one will read your letter no matter how much they want the benefit you claim in your headline.

Give your soon-to-be customers ideas on what your product will do for them. Write so they can picture themselves getting the benefits your product offers and they will convince themselves of reasons to buy. That is the secret behind "Chain Letters" Just think if you used the persuasive might of a chain letter to sell a legitimate product. These letters tell the reader how wonderful their life will be when they gain the results that letter is offering and even though most people know chain letter are scams... they're still hard to resist.

I am by no means suggesting that you take advantage of anyone. Only that you understand what makes simple words a powerful sales tool. To truly convince anyone of anything you must get them to convince themselves. Let your customers convince themselves to buy. And you do that buy getting them to picture themselves using your products and enjoying the benefits you promise in your headline and throughout your letter.

How To Make Your Letters Flow

You'll notice that I'm using mini-headlines throughout this report. These sub-headlines make your letters flow and keep your readers interested. Use your sub-headlines to lay on benefit after benefit and show your readers why they want what you have to offer. To really hook your readers into your letter and build desire for the product you're offering use "Bullets" Bullets are nothing more than a list of benefits that serve to excite your readers with what your product can do for them.

Look at your product in detail. List every possible benefit your product offers. Bullets show your readers what they get and that's all they care about. Here's a list of bullets from a money-making product...

Here's just a sample of what you'll learn...

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Bullets make your readers anxious to get the benefits you list and dramatically increase your chances of making the sale. Build anticipation and excitement into every letter you write starting today by using bullets. Bullets also help when you are writing your Killer Headline. Once you have written down as many bullets as you can... think about the ultimate benefit they offer when combined.

O.K. I'm Interested, But What If I Change My Mind After I Buy?

This gets back to the guarantee - Risk-Reversal. Protect your customers. Show them that you respect the time they spent to earn the money you want them to spend with you. Show them that you won't take advantage of them. Make a powerful guarantee. Forget those wimpy 30-day guarantees. Make it 90 days+ On certain products a 1-Year guarantee can actually increase sales and reduce returns.

It doesn't seem logical, but by giving a longer guarantee you are not only protecting your customer's investment... you show them you are confident that your product can do what you say it does. Even though a strong guarantee will increase sales you can increase sales even further by offering bonuses that your customers get to keep whether they return the original product or not. This removes the last bit of hesitation that my still be there.

A sample guarantee could be:

Try our product risk-free for a full 90 days and if you don't get this specific benefit then you can get a complete No Questions Asked refund plus you can keep all 5 bonuses worth over $100 just for giving us a try. Why would I give you $100 worth of free gifts to keep even if you return our product? The answer is simple. Once you put our product to use and start getting, (this specific benefit) then I would literally have to steal (your product here) from you to get it back because there is no way you will ever want to return it.

That's just an example, but you get the idea. Strong guarantees sell.

Usually the bonuses will be information products that cost little to produce, but contain valuable information that your customers can put to use immediately. That way you can increase sales by offering powerful bonuses and limit your losses if someone returns a product. One important tip on bonuses. Even though you are giving them away... give them powerful descriptions that back up their worth. Tell your readers what your bonuses can do for them.