Comments on: The Most Critical Question To Answer In Your Sales Letter Or Marketing Piece http://www.spiritualcopy.com/the-most-critical-question-to-answer-in-your-sales-letter-or-marketing-piece/ Cash-Attracting Sales Copy With Empathy, Integrity, & Authenticity Fri, 24 Jul 2009 05:53:45 -0800 http://wordpress.org/?v=2.9.2 hourly 1 By: Paul, copysnips.com http://www.spiritualcopy.com/the-most-critical-question-to-answer-in-your-sales-letter-or-marketing-piece/comment-page-1/#comment-63 Paul, copysnips.com Wed, 15 Jul 2009 00:47:42 +0000 http://www.leveragepointsmarketing.com/?p=195#comment-63 Excellent post, Joshua... and I'm glad you pointed out that "doing nothing" is also an option many people choose to exercise. That's because people often prefer to put off doing things, which includes making a purchase decision. Working in direct sales, we used what many would consider pretty "hard sell" closing techniques... but the philosophy was, if we didn't get the order on the day, the prospect would talk themselves out of the purchase. "Doing nothing" was an easier choice than having to actually commit to something. What I found (and I apply now to my copywriting) is that if I DIDN'T answer ALL of the questions you listed, then almost certainly I wouldn't get the sale. So if someone isn't getting the sales they want, your list should absolutely be treated as a checklist of what really MUST be answered in their copy. Paul Hancox .-= Paul, copysnips.com´s last blog ..<a href="http://copysnips.com/copywriting/short-copy-how-to-sell-in-50-words-or-less/" rel="nofollow">Short Copy – How To Sell In 50 Words Or Less</a> =-. Excellent post, Joshua… and I’m glad you pointed out that “doing nothing” is also an option many people choose to exercise.

That’s because people often prefer to put off doing things, which includes making a purchase decision.

Working in direct sales, we used what many would consider pretty “hard sell” closing techniques… but the philosophy was, if we didn’t get the order on the day, the prospect would talk themselves out of the purchase. “Doing nothing” was an easier choice than having to actually commit to something.

What I found (and I apply now to my copywriting) is that if I DIDN’T answer ALL of the questions you listed, then almost certainly I wouldn’t get the sale.

So if someone isn’t getting the sales they want, your list should absolutely be treated as a checklist of what really MUST be answered in their copy.

Paul Hancox
.-= Paul, copysnips.com´s last blog ..Short Copy – How To Sell In 50 Words Or Less =-.

]]> By: Joshua Aaron Stanley http://www.spiritualcopy.com/the-most-critical-question-to-answer-in-your-sales-letter-or-marketing-piece/comment-page-1/#comment-17 Joshua Aaron Stanley Wed, 11 Feb 2009 05:09:31 +0000 http://www.leveragepointsmarketing.com/?p=195#comment-17 Thanks for the comment, Bill... And I agree--I've written previous posts on those very topics and likely will again. Thanks for the comment, Bill… And I agree–I’ve written previous posts on those very topics and likely will again.

]]> By: Bill Freedman http://www.spiritualcopy.com/the-most-critical-question-to-answer-in-your-sales-letter-or-marketing-piece/comment-page-1/#comment-16 Bill Freedman Wed, 11 Feb 2009 04:44:45 +0000 http://www.leveragepointsmarketing.com/?p=195#comment-16 "Why buy" clearly gets answered before the wallet gets open...I couldn't agree more! The first step in communication, however, is getting the audience's attention. the second step is the establish rapport and credibility. Only if you achieve these two steps do you get a chance to persuade. I wish I was a good enough writer to get attention, establish rapport and persuade all in a single letter. This is why I declare success with each an every response I get. <abbr><em>Bill Freedman’s last blog post..<a href="http://www.showcasemarketing.com/ideablog/?p=57" rel="nofollow">Open Source Products I Use for Fun and Profit</a></abbr></em> “Why buy” clearly gets answered before the wallet gets open…I couldn’t agree more! The first step in communication, however, is getting the audience’s attention. the second step is the establish rapport and credibility. Only if you achieve these two steps do you get a chance to persuade. I wish I was a good enough writer to get attention, establish rapport and persuade all in a single letter. This is why I declare success with each an every response I get.

Bill Freedman’s last blog post..Open Source Products I Use for Fun and Profit

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