That’s because there are many lessons here that I know will have a positive impact on your bottom line.

And I’m happy to share it with you.

Let’s get started.

Many times when a client sees me for advice, that’s one of the questions I ask.

“What’s your story?”

Most times I get back the plain vanilla type of response.

You know, like: “I sell an e-book,” or “I’m a consultant”, or something like that.

All dead boring answers.

And when I finally wake up, after repeated “Are you still there Pete” urgings from the client, I give it to him straight.

You see:

There’s no story.

There’s no intrigue.

There’s no passion that’s going to get attention.

That’s where I come in; to find “The BIG Idea” behind their story that’s going to get attention, get acted upon, and get the orders rolling in.

It doesn’t happen by accident.

This is where I spend most of my time. Working out what angle to take, delving deep to find the real story that’ll make the sale.

Anyway, in yesterday’s email I said there were 7 BIG things I do before I write a word of copy, that almost ensures a successful promotion. It was an off the cuff remark, but it has caused a stir!

Basically, I got flooded with emails asking me, pleading with me to tell them what are the 7 things? Please tell me? What are they?

So I’m sorry about that.

I should have included them in yesterday’s email.

But I’ll make up for it now.

Okay, the 7 things I do before I a damn thing are:

STEP 1: I get to know the market:

Ask yourself: What’s His Or Her Day Like? The answer will give you true empathy for your market.

STEP 2: I get to know the product:

You must have a deep understanding of what you are selling and what it means to the prospect doing the buying.

STEP 3: I turn features into benefits and then into the feelings the prospects gets and the emotions he or she will feel, when they experience the benefits of the product:

You’ve got to really understand how these benefits will IMPACT the lives of your prospects. You’ve really got to feel this at a gut level.
Empathy plays a BIG part in this.

BIG TIP: Forget about what you are selling and concentrate on who is doing the buying. Take this advice on board to BOOST your sales.

STEP 4: I create a list of Power Words and Phrases:

Power Words and Phrases are simply words that hit your prospects at a deep, emotional level. They are vivid and compelling. I make a list of all the good words. And I make a list of all the PAIN words, the bad words as well. This way, when I actually start writing copy, I’ve got a powerful list to plug into my copy.

Example: Let’s say you’re selling Burglar Alarms.

Here’s a short list of words and phrases you could sprinkle throughout your copy.

Here are some feel good phrases:

* You can rely on
* Shelters you from
* Now you can forget about
* You can rest easy
* Protects your family
* Guarantees
* Saves you needless worry
* A lifetime of
* Sleep secure
* Safe and sound
* In safe hands
* Full protection

Here are some feel good words to use:

* Secure
* Safeguarded
* Defended
* Relax
* Safe
* Protected
* Protection
* Safe haven
* Privacy
* Insurance

Below are the PAIN words, the FEAR words; the words that agitate the problem!

* Criminals
* Vermin
* Thugs
* Menacing
* Smashed (as in smashed in doors)
* Raped
* Pillaged
* Robbed blind
* Brazen thieves
* Criminal intent
* Threatening
* Alarming
* Home alone

See how these Power Words and Phrases can give your copy the edge? It’s emotional stuff!

STEP 5: I answer all the objections a prospect could have about the product I’m selling that may kill the sale:

When selling face to face, your prospect would raise an objection and you would solve it right there and then. In Direct Response Marketing, we do not have that luxury.

And in most cases, every product or service has a potential objection that may kill the sale. So in your copy you have to raise these objections and solve them. It’s a big mistake to think your prospects won’t care.

They will.

If there are questions unanswered, objections not solved, then the chances of getting the sale falls sharply.

Think about it, we’re all the same.

If we’ve got questions about a purchase, well we want them answered before we hand over the cash. Your prospects and customers are no different.

STEP 6: I develop an outrageous offer:

You must add perceived value and excitement to your offer! Make your offer Irresistible; make it almost too-good-to-be-true. And then back your offer up with solid, believable reasons why you are making such an offer.

Ask yourself:

What do my customers really want?

What do they crave?

STEP 7: And then I write out dozens of headlines:

By this stage my mind is racing. I know the market, I know the product and I know all of the features and benefits of the product and I know exactly what this means to the prospect.

I’ve created a list of power words and phrases, I’ve got my objections covered, I’ve developed an outrageous offer that’s gonna get a lot of attention; now it’s time for my headlines.

If I haven’t got the BIG Idea yet, this is where it will hit me.

Okay, that’s my process. We haven’t got room here to go through this formula in more detail, but you get the idea. You can see now why I never stare at a blank screen; why I never get writer’s block.

But let’s get back to: What’s Your Story?

What makes what you’re selling the logical choice? How is it different than the rest?

You see, you can’t be plain vanilla; you can’t be the same as everyone else. You’ve got to be the one thing in your prospect’s busy day that gets her attention and gets her blood pumping.

So think about what you are really selling. This 7 step formula will help you immensely.

So if you’re selling e-books, no, you’re not selling an e-book on how to get your baby to sleep.

You’re selling peaceful nights, a healthy parent and child; you’re selling the feeling of waking up in the morning feeling refreshed, alive, and fully awake after a good night’s sleep.

You’re selling the feeling of having a healthy baby that’s happy in the mornings.

Can you see the difference? Great!

So you tell your story in an emotionally charged way that immediately connects with your prospect.

So what’s your story?

Dig deep and find out what your prospects really want. And then deliver your message in an emotionally charged way.

Be different from the rest. Be exciting, stimulating, to take your message beyond the plain vanilla flooding the market.

That’s how you get attention. That’s how you get the sale. And that’s how ultimately you’re gonna get rich.

And that’s what I really want you to do; so you too can get the outrageous results my Clients and Members get. That you too get the marketing advantage over any or all of your competitors.

Until next time, I’m out of here and back to this deadline.

Dedicated To Increasing Your Profits,

Pete Godfrey
The Wizard of Words
Copywriter & Sales Strategist

This entry was posted on Wednesday, July 11th, 2007 at 3:52 am and is filed under Online Business, Internet Marketing, Millionaire Mindset, Direct Marketing, Mail Order, Import/Export, Networking, Affilliate Marketing, Retail, Copywriting, Teleseminars, Business, Entreprenuership, Seminars. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.