What’s Your Big Idea?

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Since man started selling goods & services, success has hinged on The Big Idea. Unfortunately, few services companies embrace the concept of The Big Idea, and as a consequence tend to sound remarkably similar to their competition. Standing out, requires a Big Idea so let’s discuss how to create one.

(This is an interactive article-you’ll get a lot more out of it if you actually do the exercises.)

Big Ideas have at their root the customer or client. What’s the problem that ...

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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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How Not To Get Overwhelmed By Marketing

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I’ll be the first to admit that it’s easy to get overwhelmed by marketing, and as a consequence fall back into the trap of over-relying on work of mouth and referrals for all your new business.

A large part of what keeps people from moving forward is that there are so many options when it comes to selling our services. Well meaning advisors (such as myself) encourage you to use emotional triggers in your sales letter templates, set up joint ventures ...

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Overcoming Objections in Your Sales Letter

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Over the past week, I’ve been sharing with you the various components to develop a great sales letter template. However, before you mail your letter or email and start attraction more new clients, there are a couple of additional items to keep in mind.

The first of these is, HANDLING OBJECTIONS.

You know that not everyone is going to become a client, but you can dramatically increase the percentage that do, by proactively addressing objections. It’s not hard to do.

Think about the ...

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How To Use Emotional Triggers To Get More New Clients

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I want to talk with you today about “emotional triggers”in your sales letters. Some people say this is “mind ninja” stuff but I don’t think I’d go quite that far. In fact, when used correctly, emotional triggers can be powerful tool for getting more new clients.

We often think that when we write a sales cover letter that it should be about us and the services we offer. However, if you’ve been writing sales letters or marketing emails for any length ...

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How To Find People Who Need Your Services

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I want to talk with you today about how to find people who need your services, and specifically drill down a bit on mailing lists. Where to get names of prospects to send your sales letters and emails to.

There are two types of lists that you need to be familiar with.

The first are what are referred to as “compiled”. As the name would indicate these lists are compiled from directories and other information that is readily available.

The good news ...

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How To Write Great Sales Letter Headlines

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I want to talk today about headlines for your sales letters. To be perfectly honest, this was something I resisted for a long time. However I’ve found that that the right type of headline on a sales letter can dramatically increase the readership. So let’s get started.

I’ve found that headlines work best when you actually have two of them; a prehead and then the main headline.

The Prehead is the a short introductory statement that appears at the very top ...

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How To Get Your Emails Opened & Read

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Continuing our discussion about sales letter templates and email marketing…what I want to talk with you today about are Subject Lines for your emails.

Without meaning to belabor the obvious, subject lines are very important since what we put there plays a HUGE role in getting our messages read.

When we send marketing emails it’s important to remember that your email is arriving “cold”. People typically look at who is sending them the message which determines whether they open it or ...

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Building Credibility As An Expert:Sales letter template

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If you’re just joining us, I’ve been sharing the components of a sales letter template (or email) that’s worked real well for me, and for many of my clients. Remember, that while a letter can be powerful, it’s also limited in what it realistically can motivate the reader to do. (Precisely what that is, is discussed in previous articles and I’ve included links to those at the bottom of this page.)

Onward…

There’s one last section that you want to put into ...

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How To Make A Great Offer or Call To Action: Sales Letter Template

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If you’ve been following along, we’ve been spending some time these past few days developing a great sales letter or marketing email. (If you’re just joining us, there are some links at the bottom of the blog to the other articles in this series.)

We’re now at the part of the program in which we are about to make a great offer that will motivate our readers to take the next step in the relationship building process. The quality of ...

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