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Today, we are going to look at the main components of a sales letter.

The sales letter is made up of four elements:

1. The Headline
2. The Body
3. The Offer
4. The Order Form.

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The Headline
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The headline is considered the most important part of the letter. Why? Because the job of your headline is to grab your readers’ attention. 90% of the success of your advert is due to its headline!

But do you know that there are certain words in the English language which act as magnets that drag people into reading your copy.

Here’s a few as an example - Free, Discover, Secrets, Revealed, Announcing, Shocking etc

Also, an analysis of winning headlines has shown that if you exceed more than 17 words in your title, your headline has a significant chance of failing.

There are many examples which show that just by changing the headline alone has increased sales!

Here is a cool free tool for testing your headlines…

Go to: http://www.aminstitute.com/headline/

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The Body Copy
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Your body copy must contain a list of benefits, and then a list  of features - in that order.

The benefits attach emotions into how your customer would feel if he/she had your product. They should stir powerful feelings for your reader.

The features satisfy your customers logical decision.

Remember, customers by what they want, and then back up their decision with logic.

Here’s an example of this.

If you’re selling a car, you would describe what it feels like to drive. The emotions whilst driving - the sense of power, prestige, the looks you get whilst driving etc. These are all benefits!

Then you could talk about the features. The twin-cam 4.5 litre engine, along with air-bags and ABS. This information helps your customer to back up their decision with logic.

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The Offer
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The offer has to be an excellent product, at a super price (we all like to feel like we’ve just got a bargain). Along with a Free Report.

Note, even the Free Report has to be good. If you cannot sell your Free Report then you can’t expect to give it away either!

An other incentive could be a price reduction for respondingearly.

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The Order Form
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The order form must be clear and logical. If it isn’t, your customer who loves your product & your price will just walk away.

One of the biggest questions people have when thinking about starting in this business is…What should I sell?

Remember this key point before you decide upon a product.

Study your chosen market and know what they WANT. Yes, what they want - not need.

Let me illustrate the difference.

A group of people in a class were asked the question ‘How many of you need a car’?

Only those who really needed a car put their hand up.

But, the same group was asked ‘How many of you would like a Mercedes or a BMW’ ?

Guess what, nearly everyone put their hand up.

Do you see the difference ?

We may already have a car but almost all of us would like a Mercedes or a BMW or whatever our ‘dream’ car is.

That’s what it means to sell to people’s wants - not needs. People buy what they want, then justify their actions using logical rationale.

There are only few steps you need to get right for success in Information Publishing and Internet Marketing.
Here I’m going to give you the inside information about the first of these steps …………

Have you ever wondered why 90% of small businesses fail miserably?

The answer is so simple that most people miss it. Well here it is…….

They Decide on a Product to Sell First!

Crazy isn’t it. But most people getting into business decide what they will sell first without considering how much demand there is for their product or service.

Always identify an existing market, then pick products and services to meet that demand!!!

And today it’s easier than ever to find out how much demand there is for a given product without spending a penny.

You start by picking a target market like health, biz opps, security products, or whatever you are interested in
selling.

Once you have the market picked, you identify a few products which fit that market. Then you sit down and you write out the most important keywords and phrases that people will likely use to find these products on the web. Once you have your list, you’re ready to test the demand.

Go to: http://inventory.overture.com/d/searchinventory/suggestion
and use the search term suggestion tool to see how many searches were done on the most relevant terms for your product idea. You basically type in your search term/phrase, then search Overture’s records of how many searches have been done in the last month. It gives you a count for all searches which contain the search term. In fact, this list will give you great suggestions about what phrases are most often used to find your prospective product.

This is so easy to do, but most people don’t even consider trying it.

Try these phrases as an example: “work from home” or “work at home” and you will see they are in demand.

If the product is getting very few searches, pick another product. This is the absolute key. You must pick products that are in demand.

Since OVERTURE is partnered with all the major search engines, their search records will tell you if people want what you are thinking of selling. So use the OVERTURE search suggestion tool and always - Sell to a hungry crowd ­ sell to peoples wants!