If you’re specifically going to focus on the best way to sell a product that helps people make money, the best way to sell it would be through a sales letter. You need to write a compelling benefits oriented sales letter that’s going to entice your market to buy. However, your sales letter will need some essential things. You need to ensure your letter contains proof. People buy proof. So, if you can put some case studies, maybe some video or audio testimonials on there, that is definitely going to help improve your sales conversions. Bank statements can help as well, but you want to be careful that you have some disclaimers on the page. Nobody reading it cares about you, they care about the results and how they can benefit. That’s what people love to see because then they can imagine the same thing happening for themselves.

The other thing to really think about is, how you’re constructing your offer. There’s going to be different types of people that are going to come to you to seek your expertise. You have the people that are all feel-good and lovey-dovey and then you’re going to have other people that are going to want to see other people’s results and be very analytical. So how can you make your offer appeal to both groups? Well, you want to talk about the results they can achieve and give them the proof.

As an example, let’s say you are selling a $27 e-book. You could say something like, “Just imagine if every email that you sent out, just by doing one tweak, you increased your response by 10%? Let’s just say that equals $270 extra in your pocket. So just imagine being able to do that right now. That really makes this a no-brainer. By spending only $27 and using the secrets in this e-book to achieve an extra $270, you’re pretty much getting this book for free…”

That’s how I sold somebody recently on coaching for their speaking engagement. I said, “Well, look, my coaching is $2,000 an hour.” He came back and said,  “2000 bucks?” I was like, “Yeah.” I said, What’s your package worth that you’re going to be selling from the stage?” He said, “Well, a $1,000 package.” I said, “Well, okay, just imagine that by doing just a few tweaks in your presentation, you get two extra sales and make your money back. Now the great thing about it is, because you increased your sales by working with me, now you’re going to be offered new opportunities to go speak at other events.  So, with this one $2,000 investment, hell, you’re going to make your money back a hundredfold. I mean, it’s just stupid for you not to do this.” Then I asked him how he would like to pay by, Check, cash or credit card. He was sold! So think about how you can make your offer sound just as enticing.

This is part one of this article series. Stay tuned for part 2 where I’ll discuss other things you can stress in your offer to make the sale. See you in the next article.

Best Regards,

Matt Bacak

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