July 22, 2011

0 Writing Your Effective Sales Pitch

 Once determined there are five elements you should be aware of when writing your sales pitch which keeps you well ahead of your competitors.

We should used all or some of these elements on our website to boost our sales. Websites we create use all of the techniques below because I know they work as I've reaped the benefits. The techniques may seem obvious but, its the obvious stuff that often gets overlooked. We sell to people as we've been sold to people. The five things you have to do to get the sale are :

1) Write to your target audience

2) Write an exciting headline

3) Make them believe you can solve their problem

4) Talk about the benefits as well as the features

5) Ask for the sale.

1) Write to your target audience

You have to define your audience beyond simply 'people on the net'. You must know exactly who the people are that will buy your product or service and then target your sales pitch to precisely what they 're  looking  for.

So you've got to ask yourself - who is my target audience ?

> What gender are they?

>  How old are they?

> What is their education level?

> What problems do they face?

> Can you offer your product / service as viable solution ?

If you don't know or have an indication of the answers to the above questions, you need to go back and do a little bit more research. All of this is pivotal to making your effective sales pitch.

Once you' ve got and idea of who they are then write to them in a style of that they will understand and that connects with them. So for example if it's for teenagers keep it current and less formal and if it's for professional  business people keep it more formal

2) Write an exciting headline 

Headlines are key. The most effective headlines promise an answer to the problem your visitor has arrived on your site trying to solve

Take a look at the eye - catching headlines from some examples given below

 compare that to: 'Welcome to my site' or some other catchy headline u can write 

So have an exciting headline in speech marks in size 18 + font which explains what the reader could expect to get if they read on further. Keep your head - line customer relevant, simple, and to the point. This will encourage your potential customer to keep reading ! The better the headline, the more people who will read on, the more people who will  ( with the right sales pitch ) consider buying  and ultimately the more people who will buy!

I would use underline, italics and bold on the key words to emphasis what you are promising, because it acts as a trigger to keep them reading on. Bold, italic and underline act as mini bolts to keep the reader's interest and combined with the large font makes the headlines almost about at you!

If you can hit'em with a good opening headline then 25% of your work has been done.

Also when you write the body of the text try to break the blocks of text up with :

> Complete lines of space so the paragraphs are separate rather than separated by indentation only. 

> Short paragraphs

> Using bold, italics and underline for key parts of the sales pitch

>  Highlighting the key parts  of the text with a color behind it

> Using tables, boxes and speech mark quotation like snippets.

Do what ever you can just to keep the reader reading. You'll be amazed at how quickly  we get bored with reading paragraphs of text of all the same size, font and decoration if we are not sure if the text will be  beneficial to us. We all follow the motto  'if in doubt bail out' because we just don't have the time to really find out if the text is useful in any way. This is why you have to spoon-feed what your saying to them by using a few frills.

3. Make them believe you can solve their problem

You need to earn your potential customer's trust...and quick!. When using websites you cannot afford to have long spiels about irrelevant experiences  you've had etc - you need to establish your credibility for what you're saying straight away.

Tell them what you achieved in the past 

Are you fully qualified in the area you are selling? Written any publish works relating to it? Any positive media publicity you're received ? If so, put in - it will all help?

Relate to your potential customer

If your potential customer's problem one once you faced? Are you offering them a solution as a direct result of an experience? Tell them that if that's the case and tell it in a story fashion - as I've said before everyone loves a story

Gather and use Testimonials

People want to know that other people have used your product and benefited. When it comes to using your customer's feedback in your sales pitch you have to get the right blend of specificity and punch : not all testimonials are created with equal punch.

This is few type of testimonials feedback received after users read my site and when it proved worth useful for them 

The most effective testimonials highlight the benefits and results your customers/ users have achieved after buying your product or service, so potential customers will see that you deliver what you say you will. If you haven't got a testimonial then ask for one! If you can give your product away then do so in exchange for testimonial ( and make sure you get a good one ).

Add a strong guarantee

A strong guarantee shows you stand behind what you're selling. This will reduce your potential customers suspicious and increase their chances of buying from you.

Take a look at below image highlighting the fact, that customer can earn the promised commission.

By offering this guarantee  that we are giving them fixed commissions gives ur credibility to your service and making a promise that appears too expensive for you not to fulfill ! 

4. Talk about the benefits as well as the features

Do you know the difference between a feature and a benefit? Let me enlighten you. A feature is something specific to the product or service. So for example a TV being able to display images in color has the feature of being color.

A benefit is something the user actually receives from the feature. So in the color TV example the benefit for the user is that they get to see a more true to life image than a black and white TV.

Be sure to always include the benefits as well as the features. So for example :

> Feature : super concentrated washing up liquid for intensive cleaning.

> Benefit : eat off cleaner plates and get them clean in half the time leaving you to do the things          
                  you really want 

> Feature : electric windows with child safety sensors.

> Benefit : get peace of mind knowing that your child never risks serious injury.

I would source profitable investments for my clients if i were to write key words related to the features and benefits  of my service worksheet may look like this

Then i would include the above features in my website and emphasize the benefits that my service brings to them, hoping along the way  I would connect with them through my sales pitch so that they pick up the phone to call us or email us for further information.

5. Ask for the sale / order

 OK, so you've got your potential customer's attention and hooked them through the sales pitch by explaining the features and benefits of your product or service. So what now..ask for the order and turn them from the potential customer I've referred into a paying customer!

You have to make clear exactly what they have to do to get your product or service. I have seen many sales pitch fall but most crucial hurdle. They do not ask the reader to do anything. They assume that the reader will look into left menu bar and see the phrase 'order now'  but reader's don't! Only if your product is so damned good that they're itching to  buy your product because they have heard about it from someone else ( in the case you wouldn't even need a sales pitch ) would they even hunt around for the 'order now' button .

So in your site have the sentence which explains to them exactly what they have to do. So for example : 

But it doesn't stop there. If you add a sense of urgency to the sale then this doubles the response. I add words to the effect of 

Asking them for the order and letting them know they will some kind of special price or free gift if they act now encourages them to buy now rather than miss out on the chance.

So in summary the audience, headline, credibility, benefits and features and asking for the order are the five essential elements you need on your website in order to make a fortune. Add these using the techniques explained and you''ll create a top class salesperson working 24/7 with no extra costs.

Make sure you care about the presentation and image of your product or service as much as you do about the sale of them - constant review and analysis will breed results and results mean 
money !

When it  comes to your business on the net, your own sales pitch is unique to you and the only chance you have to communicate directly with your potential customers, telling them why they should buy from you as opposed to someone else.

Not  many websites use these five critical elements and as such you're already one step ahead of the game just by making sure your copy includes the essential elements discussed here! There are lot of people using the internet in India to make a fortune so your destiny is in your hands. By testing the different parts of your sales pitch regularly you''ll  know how well your site is performing and what, if anything, needs to be changed to prevent potential sales from going down to the drain.


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