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How do you pre sell someone?

by tdj
14 replies
I will try to clarify a bit here. I have read and seen plenty of long copy. I would consider this the final sales letter. However, as an affiliate you want to move the prospect on to that sales page and let it do the selling correct? If I want to sell a physical or digital product as an affiliate (move them to the sales page) what is the best way to write for these situations. This is what I would call pre selling the prospect. Is there a template,course, or any good examples of what i am asking? Thank you all!

Todd
#pre #sell
  • Profile picture of the author Daniel Harper
    Todd,

    Usually the product creator will provide affiliates with some marketing material. Sign up to promote a few clickbank products and browse through what they send you.

    It won't cost you anything.
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  • Profile picture of the author MissLauraCatella
    Review style sites with a soft sell tend to work very well, as you mostly inform the reader and stir up a little excitement. Along that line, you can also compare a few affiliate offers on the same page.
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  • Profile picture of the author musicaltouch
    It starts with pre-framing.

    This is simply giving away value that relates to what you want to sell and also starts the line of communication and trust between you and your prospect.

    You have seen it in any big IM launch they also pre-sell and preframe your mind with the 3 free videos before the launch.

    You can also to create the same results through email.

    This way when they get to the sales page you have already presold them on the content they know what the content will be like, how good, how you teach, etc...

    You will have successfully preframed their buying decision around vlaue that will help them and relates to what you are trying to sell.
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    • Profile picture of the author magnates
      Originally Posted by musicaltouch View Post

      It starts with pre-framing.

      This is simply giving away value that relates to what you want to sell and also starts the line of communication and trust between you and your prospect.

      You have seen it in any big IM launch they also pre-sell and preframe your mind with the 3 free videos before the launch.

      You can also to create the same results through email.

      This way when they get to the sales page you have already presold them on the content they know what the content will be like, how good, how you teach, etc...

      You will have successfully preframed their buying decision around vlaue that will help them and relates to what you are trying to sell.
      This is exactly what a pre-sell is . I could not have said it better myself . Building relationship by sharing excellent how -to information usually with 3 very valueable presentations while being totally upfront that they are launching a product they have sell right from the beginning
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      • Profile picture of the author ewenmack
        With relationships...that's how.

        Like you do with any other human, the deeper and more often your communication,
        the more they "buy you".

        In contrast, if you only contact someone with a few helpful tips
        leading up to a big pitch, then stay out of contact for months...

        then your motives come into question.

        You get deleted.

        So build long term relationships with your list.

        Ben Settle is a great example.

        Jim Edwards is another too.

        Best,
        Ewen
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        • Profile picture of the author arfasaira
          Pre-selling is all about offering the prospect value of some kind first so that they are more inclined to make a sale and 'warms' them up to your line of communication.

          There are lots of ways of doing it - personally I think having a free giveaway report on a squeeze page which offers valuable information that solves a problem or enlightens them significantly is a great way to start.

          You can then follow up with a series of autoresponders which again offer more value but don't give away the farm so to speak - I prefer to tell prospects solutions but don't tell them the 'how' bit - they have to buy the product to find out how!

          The idea of the autoresponders is to move the prospect and get them leaning towards your product/service and you can help do this by revealing some techniques or uses of your product that would solve the prospects problem. But, as mentioned, its the what and not the how.

          I also like to eliminate alternatives too before having a full blown pitch for the product in the last email. Hopefully by this time you have offered enough information to help the prospect make their mind up.

          I'm not sure about official industry stats but when you warm traffic up this way, they are far more likely to buy your product than a cold hard sell.

          If your doing it yourself (with autoresponders) here's what I suggest:


          1. Talk about themes relevant to your product - your main aim is to give away a tip or secret and explain the 'what' without the 'how'. You want prospects to think: 'wow, that's great, I need to know this' - and leave out just enough so that they would need to buy your product to find out how to do it

          2. Give each autoresponder a teaser at the end - perhaps leave something out and promise to share it with them tomorrow...rather like a cliffhanger of your favorite soap where you have to tune in the next day to see what will happen

          3. NEVER ever use each autoresponder to pitch to the prospect. Give them valuable insights into your product and perhaps on the third or fourth one, do a VERY soft pitch - nothing makes a prospect hit the delete button faster than being bombarded with pitches

          4. Use the p.s at the end to give your prospects a sneak peek into what they can expect tomorrow - this way, they will want to come back and learn more

          5. Use attention grabbing headlines for each autoresponder you send out and make it sharp and to the point. Prospects should think: 'I got to open this and read it'

          6. Avoid hard sell in any sense of the word. If you have written your autoresponder sequence correctly, each one you send out should be edging the prospect naturally towards your product, and you should leave out the full pitch until the final one you send out

          I hope that helps!
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  • Profile picture of the author DanteRomero
    Think of it as getting them just excited enough to click through. Copywriting can be a lifelong pursuit, but just start with some basic fundamentals and drill them until you do them without thinking.

    Here's a few things to to get started with. study into the Zeignarik effect. this spans beyond one post, but I can get you started.

    When you leave a thought incomplete, most people get an itch to complete it. You see television shows do this frequently. Right before a commercial break: " stay tuned or you'll miss XYZ"

    But, keep in mind, make sure that the sales letter delivers on the thought you leave incomplete. If it doesn't the customer will likely get agitated or just pissed off. If this happens, they won't buy.

    Action: Think of something the reader would want to know. Talk around it without defining it. This leaves a gray area in their mind of uncertainty. Call to action telling them they will find their answer at your link.

    Second, write as if you are writing an enthusiastic and brief review to your best friend. I literally imagine I am writing to my mother or best friend a lot of the time. Gary halbert mentioned this in some of the famous letters to his son. " You never get a second chance to make a first impression. " In other words

    Don't come across as if you are selling something. They'll smell you from a mile away. The best way to accomplish this is to legitimately think in your mind that you are helping this person find their answers. Then, rather than needing to put on a show, how you actually feel will naturally come out in your writing. There's more.

    Most people don't forget a first impression. Make sure yours is that you aren't selling anything.

    Lastly, Find these types of pre-sell landing pages from successful companies and rewrite them by hand. ( something gary halbert taught me ) then go back with a red pen and take notes and study what they did. Doing this goes a lot further than you may think.


    If you are a serious student of copywriting, I recommend these books:

    Mind Control Marketing - Mark Joyner
    Triggers - Joe Sugarman
    You can also sign up at thegaryhalbertletter.com for a newsletter that teaches you about copywriting.


    EDIT: The definition of pre-sell changes drastically person-to-person and has no real meaning ultimately. What some said above about warming them up using e-mail marketing is good too, but what ultimately matters is the "Frame." The state of mind they are in when they view that sales letter. To me to "pre-sell" someone means to adjust the Frame so that they have a Positive Expectation. They should never enter the sales letter with a bad expectation or no expectation.
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  • Profile picture of the author ChristineCobb
    Three ways to help a prospect with their buying decision:

    1. Write a review of the product and include not only the benefits but also the short comings. You could offer a bonus that makes up for that shortcoming such as better instructions.

    2. A case study -- Show step-by-step how the product worked for you.

    3. Video demonstration -- I personally love to watch a demonstration of how the product works, how to install it, how to assemble it, how to use it, etc.
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  • Profile picture of the author musicaltouch
    Everyone should read the books recommended by Dante- They are great and go into great detail about pre-selling. Mark Joyner ALWAYS delivers value! Excellent advice Dante!
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    • Profile picture of the author RickDuris
      Here are some of the attributes of winning pre-sell pages:

      "Unique" Content: Now, the Copyscape uniqueness test is NOT what I'm talking about. (Of course that matters.) I'm talking about how some authors have a more readable flair or style to their writing. One that makes it "POP". One that makes it "LAND."

      In other words, don't be dull.

      (One of the most effective ways is through personal, human interest stories.)

      Relevant Content: A lot of pre-sell folks write about stuff that doesn't matter. Or they try to steal the thunder from the sales page. Bad idea. Don't be one of the them.

      Recent, Newsworthy Content: Newsworthy content ROCKS. If you're writing about what everybody else is writing about in EZA, in a similar fashion, how can you stand out from everyone else?

      Answer? You can't.

      Frequent Content:       Some people don't like one shot articles. They want to be convinced over time. Give them the ability to see various perspectives.

      User Generated Content: Be an agreggator. Combine lots of anecdotal information from other users' experiences.

      “Quality” Content: If you can share useful information is an interesting way, that's what people REALLY want. It's very click-able.

      Authoritative Content: It always help to quote someone of authority. It gives your piece more credibility.

      - Rick Duris
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  • Profile picture of the author tdj
    @ken- That's funny stuff. I'm still laughing.

    @Dante- Excellent recommendations

    @Chris and Rick- Very helpful

    Thanks to everyone for responding! For now, I have been putting up mini sites with amazon products and also some thru CJ. I am just going for quantity of sites at the moment and I will go back to the ones that are producing. Mostly EMD. These do not require a long sales pitch but I need to pre sell more effectively. I would rather write better "copy" than have the same old review sites that everyone seems to be doing. The reason I want to go this way is because most of what I have read, the conversion for amazon products is around 2-3%. I'm hoping to get mine at 3-5%.

    P.S. Anyone ever purchase Presell Mastery by Phil Hancox?
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    • Profile picture of the author arfasaira
      Originally Posted by tdj View Post

      @ken- That's funny stuff. I'm still laughing.

      @Dante- Excellent recommendations

      @Chris and Rick- Very helpful

      Thanks to everyone for responding! For now, I have been putting up mini sites with amazon products and also some thru CJ. I am just going for quantity of sites at the moment and I will go back to the ones that are producing. Mostly EMD. These do not require a long sales pitch but I need to pre sell more effectively. I would rather write better "copy" than have the same old review sites that everyone seems to be doing. The reason I want to go this way is because most of what I have read, the conversion for amazon products is around 2-3%. I'm hoping to get mine at 3-5%.

      P.S. Anyone ever purchase Presell Mastery by Phil Hancox?
      Presell mastery is by Paul Hancox and yes, Ive done it and its AWESOME! Highly recommended as its been the cause of a steady glut of email marketing jobs for me.
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      • Profile picture of the author tdj
        Originally Posted by arfasaira View Post

        Presell mastery is by Paul Hancox and yes, Ive done it and its AWESOME! Highly recommended as its been the cause of a steady glut of email marketing jobs for me.
        Thank you arfasaira. Does Paul's course come with audio? I am not yet going to be doing e-mail marketing with this system. Would Paul's course be something that would work for the type of sites I am doing?
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