Three Steps Involved in Developing Sales Letters that Win New Customers

What does it take to write a killer sales letter? This article will show you the ropes.



There are three steps involved in developing sales letters that win new customers:



1. Research - Examines the attributes of current and potential customers, the company's products or services, competitors, and the marketing environment.

2. Incubation - This step allows research findings some time to "simmer" until they yield insights on what to say to prospects.

3. Writing - Turns insights into a compelling sales letter.



Do your research. If you don't already know the product you're selling inside out, learn everything you can. How it's manufactured, for more details visit to www.killer-sales-letters.com delivered, etc. Below are some questions you'll want to answer before writing: Who is the ideal customer? Where does he/she live? How old is he/she? Is this person single or married? Is he or she a parent? Where did he/she go to school? Where does he/she work? What magazines does he/she read? What are his/her favorite TV shows? Web sites? Does the ideal customer have any distinctive lifestyle preferences? What is the single biggest benefit of the product/service? Are there additional benefits? What are the key features of the product? In the case of a service, what process is followed? Does the process have any unique aspects? What are the competing products/services? What are their strengths/weaknesses?



Some letter writers get off track when they imagine that their letter is going to be delivered to hundreds (or thousands) of individuals. At the most basic level, a letter is a personal communication between two people: the writer and the reader. Your job is to write your letter to one person. Don't let yourself get distracted by the fact that it may mail to a large list. Imagine sitting down for a cup of coffee with your reader. What would you say to him or her? Your research probably helped you develop a clear picture of your ideal prospect. Keep this person in mind as you sit down to write.



The writing stage: a look at the classic sales letter formula The classic outline for a sales letter follows: 1. attract Attention, 2. generate Interest, 3. arouse Desire 4. get Action



This outline is often shortened to the more easily remembered: "AIDA". Let's flesh out this idea.



Attention: Your first job is to get the attention of your best prospects. So, for instance, a car dealer sending a letter to owners of older cards might ask: "Do you ever fear your car won't start on Monday morning when you need to get to work?" This opening should strike a chord with drivers who are concerned about the reliability of their current ride. The key point is this: until you have your prospects' attention, for more details visit to www.web-sales-letter-supreme.com you can't sell them anything.



Interest: Let's say you have succeeded in getting your prospects' attention. Now it's time to interest them in what your company can do for them. Perhaps this car dealer's line of cars and trucks has a reputation for reliability. Mention it. And if the dealer has a trained group of mechanics to keep customers' cars in top shape, be sure to highlight it.



Include these key features



Benefits, what is the ultimate benefit that a customer derives from your product? Is he or she going to save time? Will your product help the customer save money? Improve his or her health? Keep the key benefit front and center as you write. Build your sales pitch around the benefits and you'll see the results in increased response.



Guarantee. Does your company offer a guarantee? If so, be sure to state it in your letter. Even a customer who knows your company may have concerns about ordering something she can't hold in her hands beforehand. The stronger the guarantee, the more confidence customers will have to place an order (e.g. "If you're not completely satisfied, we will refund every penny you sent").



http://www.sales-letters-creator.com

http://www.sales-letters-creator.com



Your letter should present one easy-to-understand offer. For example:



•Buy one, get one free• Free estimate • First month free • Make an appointment According to research conducted by Bob Stone (Author of Successful Direct Marketing Methods ) the offer accounts for 30 percent of the success of your package. So, it pays to spend time on it. The mailing list is responsible for 40 percent of your results. And copywriting-the subject of this article-is responsible for 30 percent of your results.