Posted on: 07 December, 2001
Author: Russell Burnham
It doesn't matter whether or not you have your ... to ... all the opinions to ... Me and a whole mess of others have ... ... other peoples' ... Sales peopl It doesn't matter whether or not you have your ownproduct to sell...despite all the opinions to thecontrary. Me and a whole mess of others have mademoney promoting other peoples' products. Sales people are among the highest paid people inthe world because nothing happens until a sale ismade. But there's one sale that you rarely, if ever,hear about. It's the most important sale there is.It's the one sale that, if not made, will nevermake you any money. And that sale is YOU. You have to be sold on theproduct - whether your own or not - before you caneffectively promote and sell it to others. You should be completely, totally and utterly soldon the product or service itself. You should havea total confidence in the product or service you'reoffering to others. Yep, the first sale to your success is sellingyourself. That's the first step. Step 2 is communicating that confidence to youraudience. Funny thing, though, we find that the verydefinition of money is... An idea backed with confidence. The product or service is the idea. Do you havetotal confidence in the product or service thatyou're offering to others? If so, are you effectivelycommunicating that confidence to others so they, too,gain confidence in that product or service? See, the 'confidence' part of the definition ofmoney is the most difficult part to master. Thereare many, many parts and steps to confidence. 'Confidence' could be said to be 'the taking ofthe correct actions and overcoming the barrierstoward a known and acceptable goal.' Though confidence itself is a bit deeper thanthat, going through the correct actions and blastingthrough those barriers that pop up will give youconfidence. The more and the bigger barriers that you overcome,the more unshakable your confidence becomes. Making mistakes and failure are two of thosebarriers that pop up...and quite frequently at that. They teach us what the wrong actions are. They giveus character. They teach us, by default, how tosucceed. But that still doesn't teach you how to communicateyour confidence to your audience so they, too, gainyour confidence...or at least enough confidence totake some kind of action. (That 'some kind ofaction' could be signing up for a free ezine, askingfor more information, leaving their email addressfor something free...or any other step in a multi-step marketing campaign.) I can't teach you how to communicate yourconfidence in a short article, but I can teach yousome basics you can use today to help you increaseyour sales.BASIC 1: Read the sales letter you have for one of the products that you're offering to others. Only read what's actually written, and pay particular attention to your headline. Does your sales letter make YOU want it? (If you don't have a sales letter for every product you offer, you should write one and lay everything on the line, tell the whole relevant story and create want and curiosity.)BASIC 2: Your audience buys results, not products. Does your sales letter tell over and over, and in different ways exactly how the product or service will enhance their lives? Bullet points are good for doing that.BASIC 3: People decide to buy for emotional reasons, then they seek to justify their decision with facts and logic. That's one thing your bonuses and guarantee are for.BASIC 4: Curiosity Rules. You lead your reader through your copy with curiosity. You let them know what the product or service is, how their lives will be made easier quickly, how simple it is, that they can do it, and how to get it. You never tell how it is done. (Very few exceptions)BASIC 5: Building credibility boils down to getting personal and almost intimate (not sexual) with your reader. Let him or her know how to contact you, how you've helped others - preferably with testimonials, but not necessarily if your product or service is brand new. (That's covered in a different article altogether.) Tell them about yourself in such a way so they trust you.BASIC 6: Ease of order and quickness of delivery. The easier it is to order, the more orders you'll get. The quicker the delivery, the more orders you'll get.BASIC 7: Does your whole letter convey your own personal confidence in what you're offering? It better. Article Tags: Most Important Sale, Most Important, Important Sale, Sales Letter Source: Free Articles from ArticlesFactory.com