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Why P.S.?

by masterpaintingnow
10 replies
Originally, the P.S. was for sales letters because test showed that first people read the headline, then contact info, then perhaps a few lines of the letter, then they skip to the bottom, where they would read the P.S.

If the P.S. was good, then they would read the whole letter, even if a page long.

So, have any test been done to show the same is true for a internate sales copy? Do they scroll down to the bottom before reading the letter? If not, why does the P.S. result in more sales?
  • Profile picture of the author E. Brian Rose
    I'll bet most Internet marketers don't even know why they add a P.S. to all their emails. They probably saw all the gurus doing it, so they just followed suit.

    The real reason is to separate the closer from the unsubscribe button and have an excuse to give the link one more time.
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    Founder of JVZoo. All around good guy :)

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    • Profile picture of the author Haskell1
      Just read something recently about a guy testing adding a P.S. at the bottom of an email offer and getting huge extra gains!

      I think people are just used to it and think it is odd if it is not there.

      Not sure if it would work for all businesses but it is worth a test.
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  • Profile picture of the author Raydal
    P.S. means postscript or written after and gets ATTENTION just
    like the headline would get extra attention. That's why it works
    it's an attention getter.

    Did I mention that it gets attention?

    -Ray Edwards

    P. S. It gets more attention than the body of the letter.
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    The most powerful and concentrated copywriting training online today bar none! Autoresponder Writing Email SECRETS
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  • Profile picture of the author JasonParker
    PS is supposedly the second most read part of a sales letter.

    After the headline.

    You don't need one in Internet copy, nor a salutation for that matter.

    But just keep in mind that the reader scrolls down to the bottom of your page right after reading your headline so put something powerful there.
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  • Profile picture of the author masterpaintingnow
    Cool, so tests have been done in internet copies to show that people scroll down and read the P.S. before reading the letter as they would with a hard copy. I just wasn't sure because I don't do that. I scroll down the see the price before I read the letter, to be sure it is something I can afford just in case the letter sales me.
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    • Profile picture of the author JasonParker
      Originally Posted by masterpaintingnow View Post

      Cool, so tests have been done in internet copies to show that people scroll down and read the P.S. before reading the letter as they would with a hard copy. I just wasn't sure because I don't do that. I scroll down the see the price before I read the letter, to be sure it is something I can afford just in case the letter sales me.
      That's exactly what I'm talking about. You scroll down to the bottom before you read the letter. So you need to put something compelling at the bottom of the page.
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  • Profile picture of the author masterpaintingnow
    Thx, Jason. BTW, I downloaded your free Discover how to build a list. I'm so glad I did. I'm new to all this, and the upselling concept, wow. Awesome stuff. I am going to start implimenting everything I heard in your phone interview.

    BTW, your upselling worked on me. I also bought your offer. If it works on me, then I know upselling works.
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    • Profile picture of the author JasonParker
      Originally Posted by masterpaintingnow View Post

      Thx, Jason. BTW, I downloaded your free Discover how to build a list. I'm so glad I did. I'm new to all this, and the upselling concept, wow. Awesome stuff. I am going to start implimenting everything I heard in your phone interview.

      BTW, your upselling worked on me. I also bought your offer. If it works on me, then I know upselling works.
      Thanks and I hope you like it.

      Upselling definitely works. You might want to grab a used copy of Jay Abraham's "Getting Everything You Can Out Of All You've Got" for a few bucks on eBay or Amazon. It goes into upselling and much more. Although it wasnt written for Internet marketers, it tells you basically what has always worked in marketing and what still works in marketing online and off.
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      • Profile picture of the author Stephen Root
        Originally Posted by JasonParker View Post

        You might want to grab a used copy of Jay Abraham's "Getting Everything You Can Out Of All You've Got" for a few bucks on eBay or Amazon. It goes into upselling and much more. Although it wasnt written for Internet marketers, it tells you basically what has always worked in marketing and what still works in marketing online and off.
        That's one awesome book I can really recommend.

        Back to the topic, using P.S. really should be tested. The style we use for "sales letters" of internet products nowadays doesn't benefit from P.S. according to our test data. However, the trick is to realize why the traditional P.S. works and then apply that in a way that works with your target market
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  • Profile picture of the author MichaelNech
    Brian is right on this one, many people make use of PS's simply because they've seen the more well known marketers doing it.

    One such "guru" is Ryan Deiss who at one point in the past wrote a report called "43 Split Tests" and in it he stated that after extensive tests, adding a PS to the sales letter indeed increased his conversions.

    In the end it all comes down to your own internal tests.

    P.S. I've also tested this on my own and it works.
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