Tag: Selling

Copywriting

Be SPECIFIC in the action section of the AIDA sales letter

Chris Labs

You should pay very close attention to how I get action in my MD and DM pitches. I do this better than anybody. I am very thorough when it comes to closing a sale. Here’s a little example of how I do it. “Would you like to get in on this great investment opportunity? Would you like to be one of the privileged few who actually own a piece of the finest beach in Maui. If so, it’s easy to order. All you have to do is fill out the order coupon and send it to me with your payment, … Continue reading Be SPECIFIC in the action section of the AIDA sales letter

Copywriting Library

Sell wrinkle free shirt to someone on the cusp of buying

Chris Labs

Where: On a wrinkle free shirt website, on product page Attention: You woke up at 6am. You shaved, you showered, you ironed that brand new shirt of yours. You get in the car… 30 minutes later arrive at work. BUT OH NO. Your shirt is all crinkled up! You look a bit like a slob, and you absolutely HATE having a wrinkled shirt (which makes it look like you just woke up and don’t care)… Interest: Thankfully that was just a dream. You were smart enough to wear an Eddie Bauer shirt with our Wrink-Free Technology. The fibers in these … Continue reading Sell wrinkle free shirt to someone on the cusp of buying

Copywriting

Grab attention without cheating

Chris Labs

Dear Mr. Tiberion, I am attaching a plastic baggie to the top of this letter for two important reasons: First of all, what I have to say to you is very serious and I needed some way to be sure to get your attention. And secondly, what is inside that baggie could very well be your passport to complete financial independence! Why is this? The answer is simple: You see, what is inside that baggie is a very tiny amount of what is the most valuable thing on earth. I’m talking about real estate and, in this case, Hawaiian Real … Continue reading Grab attention without cheating

Copywriting

Pick an audience based on Recency, Frequency, unit of sale

Chris Labs

A brief explanation follows: Recency – The more recently a person has purchased (by mail) something similar to what you are selling, the more receptive he will be to your offer. Get ’em while they’re hot! In fact, always check to see if the list you are interested in has “hotline buyers” and see if you can rent them before anybody else. Hotline buyers are the most recent buyers of all. Sometimes they will be 90-day hotline buyers or even 30-day hotline buyers. These names are extremely good prospects! Frequency – The more often a person buys a particular item, the higher … Continue reading Pick an audience based on Recency, Frequency, unit of sale

Negotation Mastery

One of the easiest ways to bend your counterpart’s reality to your point of view is by pivoting to nonmonetary terms.

Chris Labs

After you’ve anchored them high, you can make your offer seem reasonable by offering things that aren’t important to you but could be important to them. Or if their offer is low you could ask for things that matter more to you than them. –Never split the difference, p.132 Continue reading One of the easiest ways to bend your counterpart’s reality to your point of view is by pivoting to nonmonetary terms.

Negotation Mastery

When confronted with naming your terms or price, counter by recalling a similar deal which establishes your “ballpark,” albeit the best possible ballpark you wish to be in.

Chris Labs

Instead of saying “I’m worth $110,000,” Jerry might have said, “At top places like X Corp., people in this job get between $130,000 and $170,000.” That gets your point across without moving the other party into a defensive position. Research shows that people who hear extreme anchors unconsciouly adjust their expectations in the direction of the opening number. –Never split the difference, p.131 Continue reading When confronted with naming your terms or price, counter by recalling a similar deal which establishes your “ballpark,” albeit the best possible ballpark you wish to be in.