Are you getting people to your sales page but not making sales? Here's the problem...

12 years ago

Very good advice. I must have written good enough copy because I have about a 75% sing up rate and a 50% purchase rate from my list.

I might ad, that sales copy is important in the emails too, not just on the site.

If you are building a list or making sales and sending future emails to your clients, it won't do you any good if they just opt out right away.

:-)

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jpratama

12 years ago

Thank's for the valuable advice :-)

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Mike Anthony 12 years ago

I've also found that some kind of urgency not necessarily fake urgency helps. Humans tend to be natural prognosticators. We put off buying things even when we want them -particularly if its not a physical consumer product.
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tpw

12 years ago

Mind if I swipe that Dennis?

Edit: And NO, I am not recommending for people to "steal" Dennis' words as they are protected under copyright law.

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Zanti 12 years ago

Sometimes Dennis, my best response to your threads is to just smile. But I guess you couldn't see that. It's all about keeping it simple, and you've kept it simple. Nice.

And no Bill you can't swipe it, I have first dibs and I already have it.

Brian
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- Alexa Smith Banned 12 years ago
  
  Originally Posted by Zanti
  
  And no Bill you can't swipe it, I have first dibs and I already have it.
  
  Hold on ... doesn't that make it "duplicate content"?!
  
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  Rod Cortez 12 years ago
  
  Originally Posted by Alexa Smith
  
  Hold on ... doesn't that make it "duplicate content"?!
  
  .....OR is it "syndicated content?" lol
  
  RoD
  
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  "Your personal philosophy is the greatest determining factor in how your life works out."
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Dennis Gaskill 12 years ago

Originally Posted by tpw

Mind if I swipe that Dennis?

Bill, talk to me on Skype.
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art72

12 years ago

Jeez...

Feeling like spectator at a Wimpleton tournament, bouncing from this thread to Bill's here:

http://www.warriorforum.com/main-int...-here-why.html

Both valid, and valuable insights!

Thanks!

-Art

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UMS

12 years ago

Denis, that's very simple, but highly effective advise.

In general, people have no issue in opening their wallets if they feel that they are receiving good value for money.

Of course, I'm not talking about the usual fake sales pitch that goes something like:

This product is worth over $2999
But I'm completely mad and not even going to offer for $10
Today only, I'm going to sell it for $9.99

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celente

12 years ago

Originally Posted by Dennis Gaskill

When you're getting targeted visitors and aren't making any sales, assuming you're not making a major boneheaded mistake like not offering secure ordering, it means your offer is missing a key ingredient.

Value conveyance.

Would you buy my product for $50 if I told you it was only worth $10? Probably not. Here's what you need to understand...

Your sales pitch tells the prospect what your product or service is worth, not your asking price.

If your sales pitch doesn't convince the prospect that the value he or she will gain is worth more than the price you're asking -- no sale!

So, if you're not making sales, your words are not painting the value of ownership equal to or greater than the asking price.

To improve the conversion rate, take a critical look at your sales copy and ask yourself exactly what value it conveys, and then ask yourself how you can convey more value. Either that, or lower the price.

Very very good advice.

The thing that has helped us over teh years is get into their head. Become them, and ask the same questions they are having with themselves. Become BOB! (your likely prospect) and become empathetic for them. That will help with the rest. It can totally change your business infact.

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Dennis Gaskill

12 years ago

Originally Posted by UMS

Denis, that's very simple, but highly effective advise.

In general, people have no issue in opening their wallets if they feel that they are receiving good value for money.

Of course, I'm not talking about the usual fake sales pitch that goes something like:

This product is worth over $2999
But I'm completely mad and not even going to offer for $10
Today only, I'm going to sell it for $9.99

You're exactly right! That's why I wrote, "Your sales pitch tells the prospect what your product or service is worth, not your asking price." To me, that was the most important sentence in my post. Value is conveyed through benefits explained, not hype, hoopla, and gross exaggeration.

Originally Posted by celente

Very very good advice.

The thing that has helped us over teh years is get into their head. Become them, and ask the same questions they are having with themselves. Become BOB! (your likely prospect) and become empathetic for them. That will help with the rest. It can totally change your business infact.

Putting on a customer's frame of mind is the hard part for many, including me. I'm a natural writer, not a natural copywriter, so I have to constantly remind myself think like a customer; otherwise I just get into a writing flow and before I know it I've written a lengthy article rather than sales copy.

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tpw

12 years ago

Originally Posted by Dennis Gaskill

Putting on a customer's frame of mind is the hard part for many, including me. I'm a natural writer, not a natural copywriter, so I have to constantly remind myself think like a customer; otherwise I just get into a writing flow and before I know it I've written a lengthy article rather than sales copy.

HA!!! Tell me about it... :p

It is definitely difficult transitioning from writing articles to writing copy.

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Paul Barrs

12 years ago

Originally Posted by tpw

Mind if I swipe that Dennis?

Bill, I was just about to ask the same thing.

Dennis, I'd like to re-post it to my Bog with a simple link back to your website (or link of your choice).

Paul

(edit for Bill... BLOG LOL. See next post...)

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tpw

12 years ago

Originally Posted by Paul Barrs

Bill, I was just about to ask the same thing.

Dennis, I'd like to re-post it to my Bog with a simple link back to your website (or link of your choice).

Paul

Wow, Aussies are sure different from Americans!!!

Here is the States, we tend to avoid the Bog (Noun: Wet muddy ground too soft to support a heavy body - Source).

Maybe we avoid it because we are all big, fat, lazy Americans? :p

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Dennis Gaskill

12 years ago

Originally Posted by Paul Barrs

Bill, I was just about to ask the same thing.

Dennis, I'd like to re-post it to my Bog with a simple link back to your website (or link of your choice).

Paul

Paul, That will be fine. A link to BoogieJack.com will do.

@Bill - I'm guessing the reason you asked about using it was for the thread you started? That would have been fine too. I just didn't want to say yes publicly and have everyone in the world think they can "steal" my words, as you put it.

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tpw

12 years ago

Originally Posted by Dennis Gaskill

@Bill - I'm guessing the reason you asked about using it was for the thread you started? That would have been fine too. I just didn't want to say yes publicly and have everyone in the world think they can "steal" my words, as you put it.

Nah, nothing like that.

You know me. I would never "steal" your words, without giving credit where credit was due.

It was actually intended as a subtle reference that I figured you would easily catch... :p

Originally Posted by art72

Perhaps, that explains part of my problem right there... I can write; I just need to remind myself which "objective" I'm aiming to achieve while writing.

Yes, it is important to remember to do that... And even the best of us fail to adopt and maintain the right mindset as often as we need to do so.

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Dennis Gaskill

12 years ago

Originally Posted by art72

Perhaps, that explains part of my problem right there... I can write; I just need to remind myself which "objective" I'm aiming to achieve while writing.

Art, you might have nailed it. I have to keep reminding myself to extol the benefits rather than the features.

Originally Posted by tpw

Nah, nothing like that.

You know me. I would never "steal" your words, without giving credit where credit was due.

It was actually intended as a subtle reference that I figured you would easily catch... :p

Ah . . . it would have to be as subtle as a rock upside the head for me to catch it tonight. I fell off a deck under construction a couple months ago, hitting my head on some rocks. Most days don't bother me, but today my head is throbbing. Subtle isn't working today. lol

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Jake Dennert

12 years ago

Originally Posted by Dennis Gaskill

Your sales pitch tells the prospect what your product or service is worth, not your asking price.

Couldn't have said it better myself, Dennis.

If you've built enough value throughout the sales message, price won't matter one bit.

I'm not a fan of the numerous large numbers (the ones with lines drawn through them), followed by a super low price... but "only for today".

I mean it's obviously a feeble attempt at making an offer sound like a no-brainer... but I do that in a different way:

By putting the price into perspective...

...and listing a few things the ideal prospect I'm writing to could likely spend that same money on.

IMO, that's more effective than the "NOT $200, NOT $150, NOT $100 approach.

Originally Posted by Mike Anthony

We put off buying things even when we want them

Absolutely right, Mike.

Only way to overcome that tendency for people to procrastinate is to turn your product or service into more than a want... and make it a need.

The best way to do that?

Expose pain, poke at fears, play with frustrations... ALL while showing compassion, of course... and capping it off by proving that whatever you've got is the answer to their prayers.

Originally Posted by celente

Become them, and ask the same questions they are having with themselves. Become BOB!

Celente, this made me chuckle.

I've spent as much as a week stepping into the shoes of someone else... without writing an actual word of the sales message.

The "different" the ideal prospect is from your own natural tendencies... the harder stepping into their shoes becomes.

But it's still fun if you ask me.

Jake

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Dennis Gaskill

12 years ago

Originally Posted by Jake Dennert

Couldn't have said it better myself, Dennis.

If you've built enough value throughout the sales message, price won't matter one bit.

I'm not a fan of the numerous large numbers (the ones with lines drawn through them), followed by a super low price... but "only for today".

I mean it's obviously a feeble attempt at making an offer sound like a no-brainer... but I do that in a different way:

By putting the price into perspective...

...and listing a few things the ideal prospect I'm writing to could likely spend that same money on.

IMO, that's more effective than the "NOT $200, NOT $150, NOT $100 approach.

Great post, Jake. And I couldn't agree more about the crossed out prices. It's too obvious that it's a sales tactic for my liking. Does anyone believe the product ever sold for the higher, crossed out prices? Maybe a few, but my guess is many more people see it as a ploy, and the vendor loses a measure of credibility instantly.

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Jake Dennert

12 years ago

Originally Posted by Dennis Gaskill

Great post, Jake. And I couldn't agree more about the crossed out prices. It's too obvious that it's a sales tactic for my liking. Does anyone believe the product ever sold for the higher, crossed out prices? Maybe a few, but my guess is many more people see it as a ploy, and the vendor loses a measure of credibility instantly.

Thanks, Dennis.

Yup, definitely a ploy.

Makes me roll my eyes, kind of like this face ---> :rolleyes:...

...except I'm not smiling.

Instant credibility killer, and you're right:

It's hard to believe any product EVER sold for, say, $2997 when they drop it down 8 times until they hit $47--or less.

Jake

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jbsmith 12 years ago

True enough Dennis, but value is a tricky little concept for most people - indeed, if you can put your finger on what is valued highly by your market you have found the hidden secret to your business.

First, you must know what it is that your constitutes value in the mind of your prospect at the time they reach your website...that isn't the information you have to offer or what you believe your market NEEDS, but rather what they want emotionally AND what they believe (in the context of everything they have seen and experienced) will give them the biggest boost toward the outcome they desire. In addition - they must believe at a deep level that YOU and YOUR BUSINESS can deliver the goods. That's why people are able to convert 3X better once their subscribers have warmed up to them or know them.

Second, you can then tackle all of the elements that go into value creation - it's not just benefits (though they are important), there are other factors such as uniqueness of the solution, the degree to which your prospect likes and believes you and how well you have tapped into their mindset at that given time.

So yes, conveying value is the secret to higher conversions, but let's peel back the onion and examine what is VALUE, because my experience tells me 99 out of 100 people don't get it.

Jeff
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art72 12 years ago

Originally Posted by tpw

HA!!! Tell me about it... :p

It is definitely difficult transitioning from writing articles to writing copy.

Perhaps, that explains part of my problem right there... I can write; I just need to remind myself which "objective" I'm aiming to achieve while writing.
- Thanks
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EricMN

12 years ago

Good advice.

It's funny, many people don't understand that an item itself is essentially worthless. What gives it value is what it can do for the customer.

The customer discovers that value through the sales message. If it's weak, it doesn't matter how brilliant is, because you lost the chance to make them understand the need for it.

There are countless methods for doing it, but the important part is to do it. Establish the value by creating a need for it.

Make your offers irresistible. Tap into your buyer's emotions. Make it painfully clear that there is no other alternative to solve their problem other than your product.

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roseca

12 years ago

good advice... well said dennis

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RAMarketing

12 years ago

That could be true, or....

They might not have the plug-in for your video sales page :-P

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clever7

12 years ago

This is a good advice, but only by emphasizing the tremendous value of your excellent products, you won’t make sales. There are numerous other factors that play a very important role. In fact, so many factors that you should write a very long list about what can help someone sell their products if they are getting traffic but they are not making sales in order to cover everything.

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Dann Vicker

12 years ago

Spot on tip. People tend to value your product based on the perceived BENEFIT they're able to derive from it. So if your Unique Selling proposition offers something quite special to them, they won't have much trouble picking it up, no matter how high the price is.

So it's all about pitching your USP as much as possible.

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ant888

12 years ago

The concept of "Value conveyance" is one i want to definitely desire to get right

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