The opening sentence for your sales letter or email

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It’s often been said that they key to writing a great sales letter or email, is to write a great first sentence. After all, if they don’t read the first sentence the whole marketing effort comes to a grinding halt.

As legendary copywriter John Caples put it, “The goal of the first sentence is simply to get the reader to read the second sentence.”

I would add to that it should not only hook the reader’s attention, it should also build credibility ...

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A Great Follow-Up Email Sequence

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To set the stage, let’s remember that there are two components to the marketing system.

  1. Get new prospects to engage with you and become subscribers.
  2. Convert those prospects into actual paying clients.

The role of the email sequence is on the CONVERSION side of the equation. It’s real tricky to get brand new people to opt-in using cold emails, so personally I wouldn’t recommend it.

The question now becomes, once they’ve opted in-what should you send them? I recommend a series of 7 emails ...

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Tire Kickers, Happy Dabblers & Serious Players

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If your prospective clients are similar to most people’s, you probably attract 3 different types. Tire Kickers, Happy Dabblers and Serious Players. That’s the way of the world. The trick from a business perspective is to:

  1. Not waste time with the tire kickers
  2. Offer the Happy Dabblers programs and products that fit their budgets
  3. Only personal invest your personal time with the serious players

So let’s talk about how to set that up.

If your fishing with any size net, you’re going to get the ...

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A Great Webinar Blueprint

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One of the things that I like most about webinars is that they enable you to demonstrate your expertise, build rapport, and advance the sales process. Unfortunately, most webinars sound so canned that the audience quickly tunes out and you’re left speaking to yourself after 30 minutes. So, let’s avoid those fates and learn how to use webinars  in a way that will not only help you build trust & credibility, but also enable you to sell a lot services (without ...

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What your prospects really want

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Here’s something that’s real simple, but they are the two keys for getting lots more brand new clients. Unfortunately, since it is so simple, there’s a tendency to discount it. Don’t do that, because if you do these two things, you’ll attract a lot more clients almost immediately. Ready? Here they are.

First, always remember that…

What your prospects really want is to be told precisely what to do. They’re looking for a series of steps to take, to solve whatever problem they’re facing.

That’s ...

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Creating a great marketing HOOK

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This is what lots of people struggle with. I know I did for a long time. What’s a great HOOK that will get prospects to request my free report or buy my product? Well, here’s how to develop one for your business (along with some great examples that will get your creative juices flowing).

It all starts with answering a question. What’s one thing your prospects would love to know? It doesn’t need to be the “ultimate solution” but rather, some component of the larger ...

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Get prospects to call you with this simple technique

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I want to share with you today a simple technique to get prospects to call you. Actually, I’m going to give you two methods, which you can use independently or together, that will enable you to stop chasing after prospects. Let’s take a look at both of them.

The first is a simple sentence that you can use either at the end of your blog posts, or in the sequence of emails you send once someone opts-in for your free offer. ...

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Why It’s So Difficult To Get New Clients (and what you can do right now to make it simple & easy)

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On the surface, getting new clients should be rather easy. After all, we have a great product or service that meets a need, and there are (at least in theory) lots of people who would benefit from it.

It certainly isn’t from lack of options. Today, we have a vast array of methods for spreading the word about who we are, and what we offer. Promoting your services to the millions of like minded people people that are on Facebook, LinkedIn and ...

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Attracting The Wrong Type of Client

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I think that there are two types of clients we try to attract.

  1. The clients we have.
  2. The clients we want to have.

Unfortunately these two groups tend to be terribly different.

Quick example.

For many years I thought my clients were consultants, advisors and experts. In fact, my clients were aspirational consultants, advisors and experts. They either planned on starting a business, or they were so new that they didn’t fully realize how difficult getting consistent streams of new clients would be.

As I thought about this more, I ...

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Attracting Your Ideal Client

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One of the interesting aspects of any new-business system is that the more you zero in on precisely the type of client you want, the greater the likelihood you will attract precisely that person. On the surface this seems like one of those blinding grasps of the obvious, but think for a moment about your own marketing. Do you have a very clear mental picture of your ideal client? Can you describe that person with a great amount of detail? If not, ...

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