Since college I have had a fascination with the art of sales. My sales professor, Dr. Barry Ashman, was the one who got me started on my whole sales path. Contrary to popular belief, Dr. Ashman portrayed sales as the creme of the crop – sales people, he said, were among the most dedicated, motivated and successful people in the world. The whole sales philosophy was about always learing and bettering yourself to continuously add value to your clients and partners. This methodology went very well with my other obsession which was personal development – and for me this was a match made in heaven.
Fast forward several years and I found myself working for a cutting edge media start-up company in NYC. I went through a series of trials by fire before I finally got my sales legs and was finally able to pop my cherry with my first deal. Since that time, I have been on a never-ending quest to better myself both professionally and personally. And sales/business is a great passion of mine because with it comes great reward – not just for myself, but for everyone I work with and influence.
So the point of this post is to talk about what makes a great sales message. In the world of online marketing, there is a ton of opportunity to make money if the sales message is done correctly. Below is a brief outline for helping you craft a highly successful and highly converting sales message:
- Strong Claim – Start by promising something great. Highlight specifically the promise of the results/benefits.
- Description of Benefits – Go into detail as to what the benefits are. Sales 101 tip: Know the difference between features, advantages and benefits!
- Share Your Story – Start with your struggles and how you overcame them to be where you are now.
- The Solution – What is it that you’re offering exactly? An eBook, an audio program or perhaps a coaching program?
- Testimonials – What results have you gotten for other people? How has this impacted their lives?
- Features/Benefits – Here is where you can go into the product details.
- Price Juxtaposition – Here you want to show the value of what they will learn for the time/price versus what they actually are paying.
- Bonuses – What else do they get for signing up?
This formula has been adapted from various online marketing experts and my own experience in the world of Internet marketing. It’s important that you understand sales fundamentals first and always strive to add value to your customers! Follow this outline above and I guarantee you will have success!
Until next time – Live Passionately & Love Freely