Writing Your Sales Letter

Writing Your Sales Letter

Your sales letter must contain content that will take the prospect on an emotional journey. This is more of an art than a science because your sales letter has to hold the prospect’s attention long enough until he reads till the end of the page and makes a decision or else you will have no new sign ups.

THE KEY POINT to remember is that in network marketing, there are millions of distributors in the same company. What differentiates YOU from other distributors? Why should the prospect join YOU instead of others? This is where the sales letter comes in. YOUR sales letter will differentiate you from the rest.

As a rule of thumb, your sales letter must have relevant content and write as much relevant information needed. Generally, longer sales letters are better than shorter ones because you are GIVING information away freely and you want the prospects to make a well informed decision.

Remember this KEY POINT as it will make or break your business.

You are NOT selling PRODUCTS or OPPORTUNITIES; you are selling SOLUTIONS to a problem or helping others to GAIN or PREVENT LOSS.

Here are 4 principles to remember as outlined by most top copywriters:

(1) WHY SHOULD OR DO I WANT TO BUY YOUR PRODUCT IN THE FIRST PLACE?

Expose his pain or concern. If you can’t even answer this question, your chance of procuring the sale is ZERO.

(2) EVEN IF I DO WANT TO BUY IT – WHY SHOULD I BUY IT FROM YOU, AND NOT SOMEONE ELSE?

Over here you may outline some of the benefits of joining the COMPANY, but most important of all, you should never forget to promote YOU. People join YOU and not the company. You must show him that you have the right credentials.

(3) OKAY, SO IF I DO WANT TO BUY IT FROM YOU, WHY SHOULD I PAY YOU AT THE PRICE YOU’RE ASKING?

You must justify why the customer should pay you the price you are asking then you will have a good chance of a sign up. Try to show him that actually what you are asking for is much less than its actual value. (e.g would you rather spend less on supplements or pay more for dialysis or heart transplant?)

(4) WHY SHOULD I BUY IT NOW – AND NOT LATER?

Is there a good reason for your prospect to buy the product NOW instead of later? Chances are if he does not buy from you now, he will never buy it later. One way is to his immediate response is to provide him with bonuses or free training materials.

Once you have answered all these questions, you will have a high chance to get a new customer or a new distributor. Then you can follow-up with him off-line and build the relationship with him and train him.

Buying Versus Selling

Buying Versus Selling

The Internet is designed more for the buyer’s mentality. Why do I say that? The Internet gives its users privacy. They usually surf whatever they want by themselves and they can purchase their own goods without the need to meet with other people like in a supermarket.

Take the example of door-to-door salesmen or salesmen who go table-to-table. THEY approach you and you normally wouldn’t want to buy from them. You would be thinking in your heart, “Why are you selling me something? If I wanted what you are selling, I would have bought it MYSELF already!” See the difference between buying and selling?

People love to buy. They don’t like to be sold to.

On the Internet, don’t focus on pitching the opportunity. Rather, pitch information on HOW TO or arouse the curiosity of the buyer. People will look for something to buy so they can SOLVE THEIR OWN PROBLEMS. By understanding this key point, you will see how to funnel targeted traffic or good quality prospects for your opportunity.

After a while, they will request more information or look in deeper on how to solve their problems. How do you work this out?

Take these two scenarios for instance:

SCENARIO 1

Distributor: Hi, I’m from ABC Company. We specialize in health supplements. Do you value your health in general?

Prospect: Of course I do (What kind of no-brainer question is that? Of course health is important to me).

Distributor: Great! Now our range of products help to solve high blood pressure, lose weight, relieve constipation, etc. Do you have any particular area of concern in these health areas?

Prospect: Err… yeah, kind off but not really a big concern. (What? Do you want me to imply that I am sick or something? I do have these problems but I don’t think I want to share these with you because I don’t really know you so well.)

Distributor: Here is our catalogue. You will be able to find it will solve all kinds of health problems. My contact number is here and you can also check out their website. You can really make lots of money in the health industry through this fantastic opportunity!

Prospect: Okay. Thanks. I’ll give you a call once I look at it. I really gotta go now, see ya. (Trying to get rid of the distributor and the catalogue goes into the bin or somewhere he won’t bother to look at it again.)

Note: The prospect is being sold to. I am not saying the distributor is not doing a good job. Maybe the prospect may be having a bad day or he had an argument with his wife. Now, let us turn the tables on him.

SCENARIO 2

Here the distributor advertises a small ad in the newspaper where it talks about FREE information on health issues and displays the website address. He could even put an ad in Google.

Next the prospect looks up the ad and follows the link. He sees the information online and the LEAD CAPTURE PAGE request him to type in his e-mail address so he can get more ‘expert’ advice.

The autoresponder gives him an e-mail with details or reports of health in general and the prospect becomes more interested. The prospect becomes EDUCATED. Two things can happen here if he is interested.

He decides to purchase a small, detailed health manual to understand more about his body (which becomes a side income for the distributor) or he decides to purchase a trial pack of the actual product.

The prospect gives a call to the distributor who put up the website and asks him questions because he is interested. The distributor then shares the benefits of the product (now the prospect is not being sold to, he is interested in BUYING).

The sale is done and he might even be interested in the OPPORTUNITY because he is so happy with the product.

Note: The prospect is actually the right buyer but he just doesn’t know that this product is for him when he is being SOLD to. By selling to him, the opportunity to gain a new downline or customer might be lost forever.

The other possible thing that can happen is that he is financially constraint at the moment and didn’t have enough time to digest all the information. The sequential autoresponder do the follow-up, giving him a series of e-mails to continually update the prospect. Later on he might either buy the product or contact the distributor for more details.

See how powerful tools can be in Network Marketing? And the best thing of all, you won’t need to pester prospects like a beggar! You will be more like a field expert that is SHARING information rather than SELLING THINGS. This method is actually REJECTION FREE because the prospects come to YOU instead!

Automation: a Networker’s Dream

Automation: a Networker’s Dream

In network marketing, people always talk about leverage. But what do we leverage on? People. Since the industrial revolution, people would leverage their efforts on other people. People from the past until now: slaves, serfs, laborers, employees, referrals, affiliates or downline. Everyone has only 24 hours and they use other people’s time in exchange for something else.

Did you know that now you can take this leveraging factor one step further using the Internet?

All because of the simple e-mail.

Notice how a simple e-mail can produce a sale for you without making a phone call, looking for your friends, or driving all the way to Starbucks to buying your prospect a drink.

An AUTORESPONDER is a tool that sends a pre-written e-mail or script, tailored towards the prospect’s details (Name, content, address and message) for him to be pitched about your product or your opportunity. Without getting out of your chair, you can set up a web page and anyone who requires more information can enter his name, email address and phone number.

You can get these leads by setting up a LEAD CAPTURE PAGE. These pages can be written in the form of a sales letter. They will do the selling for you 24-7 even while you are sleeping.

People who purchase your business or product online will be able to use the product IMMEDIATELY if it is a digital product. If it is a physical product, the network marketing company usually arranges shipping or delivery.

If they prospect doesn’t purchase the product but instead enters his details in the webpage, the SEQUESTIAL AUTORESPONDER will send a series of e-mails to the prospect for two purposes: providing additional information and follow up. They will keep receiving these emails until they either BUY something from you or request the system to remove them off their mailing list.

Do you realize how POWERFUL using the INTERNET will help your network marketing business grow LEAPS AND BOUNDS?

Imagine. Most people will only be able to meet a limited number of prospects in a day (traveling takes time and people will only see you at their convenience). On the Internet, your potential clientele is approximately ONE BILLION!

And do you realize that since all the sales pitching, prospecting, and follow-up can be AUTOMATED by a few simple, pre-written emails, it will help save you so much time, you’ll almost laugh yourself silly when you see all the money rolling in!

“This is too good to be true… What’s the catch?”

Well, your networking business doesn’t go on autopilot automatically. You will still need to interact with your downline (they are still your responsibility after all), guide them and most important of all, BEING THEIR FRIEND. No long term business can ever be established without building relationships. People build relationships with their customers (then they will get repeat sales), partners (so their vested interest will always be there), and resellers.

Utilizing the Internet basically takes the heavy load off your back. It is like plowing the field with a tractor instead using animals.

Teaching Downline to Utilize the Internet

Teaching Downline to Utilize the Internet

People are normally petrified of change. When new technology pops up people fear becoming obsolete themselves. Let’s face it; there are people who refuse to learn something new. Unfortunately change is inevitable just like death and taxes (or else people would still be riding horses instead of using cars today).

Most people have an e-mail address and you don’t need to be an expert Internet marketer, web-designer or programmer to use all these tools.

The most important thing to do in order to duplicate Internet tools downline (which will help your group expand) is to EMPHASIZE on the COST SAVING and INCREASED SIGN UPS of utilizing the tools.

Most people purchase LEADS or pump their hard earned money into ADVERTISING and drive from place to place spending money on GAS and raking up a huge PHONE BILL. Some of them are already spending so much and they haven’t even made their first check in their BUSINESS!

Internet advertising, emails and forums cost very little to almost NOTHING and you don’t have to drive or make many phone calls. If a person is SERIOUS about building a long term network marketing business, there is no way he would pass up the chance to cut down all these expenses and get the chance to recruit more downline!

Furthermore it is easier to duplicate an online tool than to teach ALL distributors to walk and talk like the leader. Truth be told, not everyone can talk very well, so why not let the Internet do all the ‘talking’ for you?

Rich Media Advertising

Rich Media Advertising

There are many tools available on the Internet that will enhance your network marketing business. For example, you can use live video conferencing to send your message across to your prospects or downline.

One very useful tool that can be used for prospecting is Rich Media Advertising.

How does it work?

Basically, this is a more advanced way of using the Internet to ‘show the plan’. They engage more of the 5 senses rather than focusing on using text and graphics in the sales letter alone.

It displays a video or animation that will take you through as though you are on a journey. The video usually has sounds or someone that will vocally (pre-recorded) explain the benefit of the product or opportunity. Music is also used to give the prospect a very dynamic feeling about the business.

There are usually choices that will strategically funnel the prospect to make a decision towards buying the product or joining the business.

The best thing about this tool is that it has customized features which will allow your newly signed up distributors or downline to DUPLICATE the system EFFORTLESSLY! A good example would be after they sign up, they can send the video to their own prospects but customize the system into changing the name of the prospect or distributor during the presentation (some of them even pronounces your name during the presentation).

Imagine, you won’t need to learn how to be a super salesman or teach that to all your downline. Just learn to utilize the system and you can easily duplicate results in your team!

Why is the Internet Revolutionizing Network Marketing?

Why is the Internet Revolutionizing Network Marketing?

In the fast paced time and era of the information age, people get ahead in life not by working hard alone – they must work smart!

The richest man in the world: Bill Gates has stated that the 3 most profitable industries in the world are:

(1) Information Technology
(2) Telecommunications
(3) Network Marketing

Isn’t it easy to see how a combination of the 3 largest business markets is going to help you achieve success beyond your wildest dreams?

What does the Internet have to offer?

Imagine:

(1) Video Conferencing
(2) Lead Capture Pages
(3) Sequential Autoresponders
(4) Rich Media Advertising
(5) E-mail Blasting
(6) Online Order Processing

And more…

These are examples of some tools on the Internet that can be used to your advantage in your network marketing business. These internet marketing tools can greatly benefit your network marketing efforts in recruiting.

Below is a general outline on the pros and cons of both Internet marketing and network marketing so you will be able to compare the various advantages and pitfalls. This will help you to evaluate and understand how to apply both to your advantage.

Comparison Between Network Marketing and Internet Marketing

Internet Marketing	Network Marketing
Little direct human interaction: Hard to build relationships over the net	Success depends on building relationships with people
No social skills required	Requires you to be good at talking to other people and good social skills.
No loyalty to the team because you don’t really know them personally	Able to forge strong bonds with team because of working together
No premises to impress prospects. Prospects have little confidence because of lack of premises.	Able to build large buildings to give distributors the confidence of a long term business.
Requires online transactions and your acquiring your own e-currency. Merchant account charges and processing fees.	Cash business, check or credit card
Prospecting can be done ANYTIME	Only when distributors are awake
No need to drive to meetings	Meet online in the comfort of your own home
No need to wait for or collect products from the warehouse.	Line up long queues, parking problems and heavy loads to carry
Digital products. No waiting time, Instant customer gratification	Stocking, shipping problems
Does prospecting for you without you physically being there or calling your prospect	Prospect might choose not to answer your call or may be too busy to meet up with you
Follow-up done by sequential autoresponders	Follow up must be physically done by you or your upline
Online training available anytime	Need to meet together for training and follow available timing
No phones required	Phone bills cost a bomb
Little to ZERO overheads	Petrol, Phone bills, entertainment charges, premises
Little discipline. People are less productive at home due to distractions.	If you go to your office, you will be more productive compared to doing it at home.
Internet Advertising ranges from zero to minimal. Qualified leads are filtered for you.	Advertising can be very expensive and it is hard to gauge the response.