jumpstart your sales conversation tools & resources · jumpstart your sales conversation tools...

Jumpstart YourSales ConversationTools & Resources

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Kat's Business Coaching page: www.AskKat.biz

Certified Copyright Manager:

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Certified Professional Organizer:

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Energy & Grief Coach: https://www.energym.org/free-consult/

Love & Intimacy Coach: https://yourlovegal.com/free-

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1. Assume the Sale –assume they are going to buy and be

shocked if they tell you no.

2. Fear of Loss – make them feel like they will really be missing

out if they do not buy from you, where would they go?

3. Sense of Urgency – Create a sense of urgency.

Make them feel that they need to hurry up and buy before the

product and/or service is gone or price goes up or bonus goes

away or there's a limited quantity or seating available.

4. Optional Close – Give them choices like - Do you want THIS

OR THAT? 6 months or a year? Start now or in 30 days? Pay with

check or credit card. Give them options instead of just yes/no.

5. Indifference – Make them feel that it

does not matter to you whether they buy or not.

Explain that it is not a big deal and that the sale is up to them.

Websites with Free Consult Forms Onlineto PREQUALIFY Prospects (to model after):

(C) Copyright 2020 K. Sawa Marketing Int'l Inc www.JumpstartYourMarketing.com

My 5 Favorite Closing Techniques:


I know a lot of you HATE to act like salespeople or HATE to push

your product or service, but if you don't do it and you don't have a

sales team - WHO WILL DO IT??

That's why I recommend you learn the most effective ways to write

a sales letter, mailing, webpage, flyer, postcard, handout,

newsletter, brochure or email. This way at least you’ll have

effective copy working for you.

Writing Sales Copy to Convert Prospects to Clients! (Page 1)


The first step you, the business owner, must take is to identify your

target market (audience), as well as fully understand that market.

Once you identify your target market, it is imperative to also

understand that market. One key component of this process is to

identify your audience’s priorities.

For example, what about your product and/or service is MOST

important to them? What is LEAST important? Knowing this

information will enable you to communicate directly with them. It

is important not to lose your focus and begin worrying about the

lingering people who MIGHT buy from you.

Remember, they are not your CORE target market; you want your

focus to be on those consumers that WILL buy from you, provided

the opportunity.

On the next page, I have outlined key components that all small

business owners should know before they begin drafting their

sales letters.




8 Things Every Small Business Should Know AboutWriting a Sales Letter:

The more expensive your product and/or service is, typically the

longer the sales letter needs to be OR these days you could add

a video in there that explains more HOWEVER, not everyone will

watch the video so it's best to have BOTH - for both learning

styles.

Headlines should be large and catch the reader’s attention. For

example, a RED font is always the best color for a heading. In

addition, large, bold text located in key areas is another way to

focus your reader’s attention to the important areas of the letter.

Make the wording stand out on the page. It's important to use

bullets, subheadlines that are larger and bold or in a contrasting

color throughout the page so the reader's eye has to stop on it.

Use your client’s success stories, actual testimonials, written by

clients, vendors, and other individuals/businesses that have

used your products/services. Ask for permission to include

photos, full names and company names for added credibility. In

addition, you can even ask them to record a video of their

testimonial, which you can include on your website or link to

from your emails.

Be sure to build up the product and/or service you are selling

throughout the entire sales letter. For emphasis and for

additional credibility, include supporting facts, teaser text and

attention-getting phrases that your audience will relate to. Use

how it all applies to you too, telling your story in and through

your copy so they can get to know, like and trust you along the

way!

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8 Things Every Small Business Should Know AboutWriting a Sales Letter (continued):

6. Ensure you answer potential objections in your sales letter

before you include the price of the product and/or service.

Effective tools are brainstorming or surveying current clients. In

such surveys, ask your clients what the most important hot buttons

or objections they had/have when considering purchasing your

products and/or services. Be sure to reassure your reader that your

product and/or service can solve that problem or fill the need that

they have addressed.

7. Try throwing in a FREE BONUS! You can see how I have used

this approach in my mid-month email to clients. I include a FREE

BONUS to anyone who answers a few survey questions regarding

my products and services. There are many ways to use this

technique to develop a “bonus” that’s of value to your target

audience. Put on your thinking cap and give it a try.

8. Finally, after including all the important information above,

share the price of your product and/or service with your audience.

You can choose to offer easy payment options, such as "click here

to buy now" and using a shopping cart or "you can make 3 easy

payments of $$$." By offering a payment plan option, you will

avoid giving an early-bird discount and losing money on your

product and/or service. Get the right technology in place for sure

to be able to take credit cards AND payment plans sooner than

later though!

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