Sales copy is an effective tool in internet marketing, and often is in dispensable in making money online to convince your potential customers that your product is what they need.
The question is: Are your presenting you offer in the right way? Your product may be a solution to whatever problem they have but do you know what are their true motives?
If you sell money making product you would correctly assume that your customers want more money. But what is the reason to make more money? To get things they want ie. expensive cars, a dream house, exotic holidays, or maybe the want to get out of debt, pay of the mortgage, pay off credits.
What’s the difference here?
Basicaly there are two possible choices here – moving Towards Pleasure or going Away From Pain.
Why is this important?
Intrastingly the ratio in most cases of onilne sales for problem solving products is 80/20 where the majority of customers want to move away from pain.
So if you present your money making offer talking about a glamorous lifestyle and living a dream while 80% of your prospects thinks about paying off their credit cards, you may not get a response you’ve expected.
In sports niches most people want to improve because they suck not because they want to be the best.
Generally people want at least a small improvement over their existing situation, they don’t reach as far ahead as beating Tiger Woods at golf or jumping over Donald Trump in rankings.
It is crucial then to adress people’s concerns in your sales letter. But what if you change “live the dream” into “get out of debt” in your sales copy? You will loose the interest of the remaining 20% who DO want to live a dream and donn’t think about their overdue accounts.
The solution is to give your prospects an option on the same landing page:
- if you want to make money to get out of debt click here….
- if you want to make money to live the dream click there….
For a weight loss supplement give them those option: to loose the weight vs. to build more muscles.
Obviously you offer them the same product but you address specific concerns fo your customers.
If you sell a business solution and do it under general label “for business owners” people may often regard it as just another general product. But try to stick different labels for diferent niches for the same product:
- STUFF for Construction business owners
- STUFF for Home business owners
- STUFF for Transport business owners
- STUFF for Pet business owners
If you do it this way people will relate to the label and go for their specific interrest.
Look at pain killer adds – it’s the same basic medicine but it’s being advertised it in a different way wether it’s back pain or joint pain or a headache. If they would present it as a general pain killer people would think too much and they would go for other product addressing their specific problem.
As always testing and more testing is the way to go.
You also need to consider where your traffic is coming from. If you sell to pre-sold, warmed up customers from your JV partners, they need a different approach comparing to your regular first time visitor traffic.
Think about that and test.
