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An alternative marketing formula suitable for the internet is:
1. Get Attention
2. Create Pain
3. Demonstrate (Explain how to alleviate the pain)
4. Validate (Give proof to substantiate the demonstration)
5. Negotiate (Take care of any potential objections)
6. Close (Obviously always use an assumptive close)
Let's learn what Teresa King has to say in her course "Internet Marketing Revealed".
Sales Copy
One of the biggest questions I get about sales copy is how long should your sales page be?
My answer is, “As long as it needs to be.” A good rule of the thumb is “the more money you are asking for your
product, the longer your sales page should be.”
Personally, I like a short sales page with a Frequently Asked Questions section. In this way, I can read about the
product, see the price for the product and, if I have questions, I can simply read the faqs (frequently asked
questions).
It doesn't mean that everyone wants to read short copy and a faq page. You see that each person is different. I'm
in a hurry a lot. Long sales pages make me scroll fast to get to the bottom, and I'll NEVER read it word-for-word.
I'm also very annoyed when I click on a page to order, and they have a "closing" page. (This is a page where they
start reselling you and you still have to scroll down to order. All right, already!) Hey, when I'm ready to order, I'm
ready now. I do not want to read anymore. I want to buy.
BUT, again, that is my own personal preference.(Make it easy for your customer. If you make them jump
through hoops, you'll lose your sale.)
Please note: You cannot judge other people's buying habits by your own personal feelings. Your personal feelings
are not business.
Business is business, period.
There are people who need more reassurance. And the target market you are going to be selling to will make a
difference to the sales page.
I've noticed that women like to have more options for purchasing, such as sending a check or money order, while
men are more apt to whip out their credit card with NO fear for its security on the Internet.
And, again, that would also depend on the age of the people too.
Remember, the Internet is a new and wonderful experience for older people. They were not raised with the luxury
of the Internet.
Then there is the question, should I use soft-sell or hard-sell? I'm a person who doesn't like to be pushed. I cannot
judge all people by myself but, when you get to the Marketing Volume, we will talk about testing your sales pages.
It'll be an important aspect to your business.
For now, I'd simply make a product sales page at least a page long and keep it with the standard marketing
formula which is:
A I D A
A = Attract their Attention
I = Interest - Get and Keep their Interest
D = Desire - Build their Desire for your Product
A = Action - Get them to take action (go to order form)
Your Sales Page
There are copywriters who will write your sales page. You can try to write it on your own. There is no harm in
writing your own sales page provided you have some flair for writing and can follow a formula, and then keep
tweaking it!
A simple formula for a sales page is:
An enticing eye grabbing headline.....
A blurb
What's in it for them. This is very important.
Don’t forget to ask for their order!
There are two kinds of enticing pages for product sales:
1. One is to talk to them just as if they are sitting at your kitchen table, one on one.
I doubt that I can say it better than Allen Says in his Secret Wisdom site. And, why - when I quote someone
(filler), should I write it myself? I don't need to reinvent the wheel on this one!
Allen Says, says:
"Bond With Your Reader!"
There is one secret, above all the others, that can make you a great copywriter.
This secret will allow you to bond with people instantly and have them trust you enough to buy what you sell.
And that secret is...
"Writing To One Person Only"
You may have heard it before, but I'd rather explain it myself...
I don't care if 50 million people are reading your web site on a daily basis, you are still only writing to ONE
person.
If you make the mistake of sounding like you are writing to a group of people you create no bond, no
connection with every "single" reader.
Always write your letter to one, lone individual.
I cringe when I come upon a site that begins: "We here at Beltman Industries...bla bla bla..."
No one wants to hear it...
When you set down and get your ideal customer in your mind and write strictly to him or her alone, you
begin to turn out some powerful copy.
You are bonding one on one with thousands of people at the same time."
- Allen Says
2. The other is to tell a story.
Just tell a little bit about something and, as your reader starts falling into your story, you lead them to your product.
People like stories. (Which, in essence, is talking to them in a one-to-one way.)
Next:
A Sub Header
Blurb...
Bullets - Bullet the benefits... benefits are very important.
You can later bullet the features, but remember, benefits are easier for selling someone.
- Testimonials - are very important.
- Blurb.. maybe more bullets
- Blurb to take action NOW...
- Blurb . disclaimer or a P.S.
Identify who you are and how to reach you. Test after test has proven that people want to know who they are
buying from. They want to feel safe, and secure.
You get very few phone calls from the Internet. It is simply there so the person can see the phone number. The
person sees you have put your phone number on the Web, and they feel better about purchasing.
It's necessary. If your business turns into a business where you do get a lot of phone calls, then you will simply
have to get set up with an answering machine, or a second phone for business and answer their questions at your
leisure.
However, I'm not going to feel sorry for you when you get those phone calls. It means your site is being seen. It
means you are getting business.
I now have an Interview here for you from Patty Baldwin.
Patty is vastly experienced in writing sales copy and I have made arrangements with her that, should you need help
with graphics, sales page, or anything else you are willing to pay for, you'll get a very a professional job at a fairly
reasonable price. Basically, you'll be sending her your book to read, and from what she learns from your book
about the content, she'll write you a hot sales page.
She loves to write sales copy, it's one of her many passions.
Interview with Patty Baldwin - Sales Copy Expert
Teresa: "Hi Patty, I'm so happy you are here.”
Patty: "Hi Teresa, I'm glad to be. Thanks for having me."
Teresa: "Let's see, I know you gave up a $4,000 per month job at a newspaper to make a living at home on
the Internet!” “Won't you tell my readers a little how and when you got started, and a few pitfalls, and
wins along the way?”
Patty: "Thanks Teresa, for mentioning that. What is really odd is that advertising sales was a "second"
career. I had attempted to "retire" and discovered that it wasn't for me! I was bitten with the Internet bug
when an acquaintance introduced me to auto responders. Up until that point, my experience with the
Internet was limited to email. Follow-up was always a problem for my sales people. Staying in touch while
soliciting new business was timeconsuming and most reps just didn't want to spend the time doing it. The
concept of being able to automatically follow up with prospects and customers blew my mind!"
Teresa: "I'm with you there, Patty. Auto Responder Follow ups are so incredible. They work for you when
you are sleeping, too!
Patty: "Yes. The Internet makes the follow-up aspect of your business very powerful. “Let's see I'm not
sure that I can relate to 'pitfalls.' Sure, I've made mistakes in judgment along the way, but my philosophy is
that every time you do something the 'wrong' way just takes you one step closer to learning the 'right'
way."
Teresa: "I love your positive attitude! Patty, you are an awesome copywriter. I know you don't charge
$5,000 for a sales page, and I know you could command a much higher price than your normal
$1,100 sales page plus, header, and ecover. “That’s a great package!” What I'd like to know is where did
you get your training to be such a hot shot?"
Patty: "Well, I'm not sure about hot shot, but most of my training was hands-on. In the newspaper business,
advertising has to send a visual message that is clear, concise and has an immediate call to action. “The
advertiser has a few seconds to grab the attention of the viewer while the reader is usually looking for a
story or editorial. A good salesperson must fully understand their customers' wants and needs, and transfer
that into a visual message with a call to action."
Teresa: "That training has really paid off, Patty. Using your life experience and your copy-writing skills,
my readers are all going to create a "niche" product that is not a “How to make money on the Internet”
product, but products from bird watching, to skiing, to archery, to scuba diving, to recipes, to
woodworking tips, to beekeeping and even to how to clean a house properly!”
“I really haven't a clue what they will choose to write about, but I do know they have to sell to their web
site visitors. We read all kinds of things about attacking the emotions of people who will be purchasing
your product.”
Tell us the truth! Do all the below ingredients have to be on a sales page for a product for the Internet that
doesn't sell, yet another 'teaching marketing' product?”
I've probably missed some, but I am sure you get the picture!”
Patty: " Yes, all those components are necessary, no matter what market you choose to target. You must
get those components in, but not just slapping them up any old which way. An example might be you are
told to use bullets. Wouldn't it be nice to know when it is best to use those bullets?”
Teresa : “Yes, Patty, do tell!”
Patty: “Bullets are used to emphasize. Most people emphasize features, and that is okay. But, it is the
benefit of the product that needs pointing out to the potential customer.”
Teresa: "That's great to know. I've learned a lot about sales page writing and I can get by with my
knowledge. But, it always helps to have a formula and a better idea of what I am really doing. Can you
give my readers some quick advice on what is needed on their sales pages, in case they want to try to do
their own?”
“There is a formula, right?"
Patty: "Yes, there is a formula, Teresa! It's the same formula that I used to train hundreds of off-line sales
reps, and it applies to online ad copy as well. I believe that ALL sales are "niche" sales and if you can
master this formula you pretty much guarantee success:
Approach . . . Get Attention
Interview. . . Create Pain
Demonstrate. . .Explain how to alleviate the pain
Validate . . . Give proof to substantiate the demonstration
Negotiate . . . Take care of any potential objections
Close . . . Obviously always use an assumptive close.”
Teresa: "Wow, Patty, I'm not even sure if I understand all those terms! That's what makes you the expert.”
“Let's see if I can clarify some of this and you can correct me if I am wrong.”
I'm game to be put in my place J”
Patty: "Sure, go ahead, Teresa, let's see if you can put your foot in your mouth!”
Teresa: “Ha ha, Patty. I'm not the kind of person that goes around sounding like I know it all. There is
always room for improvement for anyone.”
“Okay, the first was:
Approach . . . Get Attention "This is pretty obvious, right? Some kind of hot headline to get them to read
your sales copy."
Patty: “Absolutely! You can even take that a step further by crafting a heading that is guaranteed to get
the attention of your niche business owner. That's a bit more than we want to go into here,
however.”
Teresa: "Next was:
Interview. . . Create Pain "This is a concept you don't hear many sales copy writers state. In fact, I believe
you are the first that has said this:
How cruel…. Get their attention, then create pain. I can imagine this is to make them see that they have a
problem, which turns them into seeing some kind of emotional need for help?"
Patty: "It does sound "cruel," but you are actually helping the reader to recognize obstacles that are
retarding their success. Business owners are so involved in the day-to-day routine that they don't realize
there are alternatives that can save them time and money.”
Teresa: "Yes, one thing I've noticed people don't realize when they "scream" about hype, sometimes you
really do have to kick in hard because you know they NEED your product. If you don't give it some PAIN,
they may wander throughout their whole life and never really have what they need at their fingertips.”
Patty: "Yes. It sounds harsh, but it is just isn't. Of course, you can go way overboard, too."
Teresa: "Yes, it's an art. I'm so happy I had you write my sales page for this Internet Money Revealed Five
Volume set! Thank you!”
Patty: "You are more than welcome!"
Teresa: “Okay… Demonstrate. . .Explain how to alleviate the pain - Okay, so this is now how your product
is going to help them rid themselves of the pain you just made them very aware of having.”
Patty: "Yes, that's correct. If their restaurant is over-run with mice, there really is a better mousetrap out
there!”
Teresa: Great! Basically, you just made them really realize they needed something solved. Then next is
Validate . . . Give proof to substantiate the demonstration - You are now going to prove through
testimonials that your product helps these problems?"
Patty: “Certainly, but not just "any" testimonial. The optimum testimonial is one from a business owner in
the same type of business.”
Teresa: "Ah, I see. A testimonial from an expert in your field! Clever! Okay, down to Negotiate . . . Take
care of any potential objections. Somewhere on the sales page you have to put up a little fight with them
to prepare for their objections and, since you are not truly right in front of them, you'll have to guess what
those objections would be?"
Patty: “Yes, but guessing isn't always the best approach. There is no substitute for researching the type of
business you are targeting. The more information you know, the higher the odds of closing a sale.”
Teresa: "That's a great concept. And that is in your new book. Then you have a membership site too that
people can join and learn a lot on the subject how to sell to different target markets!” “I'll give you a plug
on your book and membership site when we finish this interview!”
Patty: "Thank you, Teresa. I didn't expect it!"
Teresa: "No problem, Patty, you know me, I want the best for my readers! Okay, On the Close . . .
Obviously always use an assumptive close (I'm not sure what an assumptive close is, but imagine that it is
when you assume that they have gotten this far in your sales letter, you have maintained their interest and,
so, now is the time to get them to take action?)"
Patty: “Yes, that's correct. In the off-line World, if a sales rep succeeds in setting an appointment with a
business owner, my assumption has always been that the sale is complete. The purpose of the visit is
merely to complete the paperwork. Same thing applies to an online sales message. Hey, girl, you did pretty
well on your guessing what things meant!”
Teresa: “Thanks Patty. Sometimes, you have to take a risk to make a fool of yourself. It certainly made for
suspense in this interview, huh?”
“I was not afraid of making an idiot out of myself. It's like anything "niche." It’s difficult to be a complete
expert in all areas. You are obviously the expert in this field and, by allowing myself to make
"assumptions", I felt it would help my readers see how to go ahead and create assumptions. But they also
must check to make sure they really have it right."
Patty: "Yes. It is amazing how many people will develop a great product and it sits around gathering dust
because no one knows it is good enough to purchase because their sales page just doesn't sell well!"
Teresa: "Yes, Patty, it took awhile for myself for things like hiring the best person for the job. I didn't have
money for copy writing when I started, so I had to learn as much as I could. I made it of course but, as
soon as I had spare money, I didn't even raise an eyebrow when it is time to call in a professional.
Basically, one should not be their own lawyer unless they absolutely have no other choice Q”
Patty: "Yes. I hire people to do things for me as well, when it is not my field of expertise.”
Teresa: "It's a wise and sometimes a necessary evil. Most people get to write their business expenses off for
a tax write off. I know I do!"
Patty: "Me, too!"
Teresa: “Now, I know you LOVE writing, so it is a wonderful way for you to make more money on the
Internet. I also know you have written books with me and you have a brand new book out here for 2005
on niches. It's a wonderful book! It has some of the things that I have in my brainstorming area, but yours
is a different approach, and I really love the way you have set it up in such an easy to understand way.
And, I'm aware that you have a membership site for niches, too!
Would you like to tell my readers what your membership could do for them?”
Patty: "Teresa - yes, I have a membership site that teaches how to sell to your customer the way they want
to be sold. It has all of the background information one needs to approach niche markets. In fact, there
are over 200 profiles on different types of business.
Teresa: “That's way cool, Patty. So many people get on the Internet and want to send people to buy things
but, when it comes to knowing how to approach them, how to save a charge back, or even get the sale,
there is whole lot to learn.”
Patty: "Yes, that is very true!"
Teresa: "So, you have quite a few sales products out on the Internet, yet you choose to make even more
money by doing what you love to do!”
“I know you have some other things which you are starting to create, so I am going to advise my readers
to get their order in for their web page as soon as they get their outline and some kind of synopsis for
you, so they can get in on your offer.”
“I want to see you make a fortune, Patty, but I'm also hoping to keep my readers with a great person
whom I trust to do a great job. I know that, as your own products start building your income up, you will
be rather selective to what sales copy you'll be doing for others.”
Patty: "Yes, Teresa. I do love to write sales copy. However, like anyone else that is getting products out on
the Internet, I'll be wanting to make the majority of my income from my automatic sales and less from
those things with a high service factor."
Teresa: "That's a great goal, and I'm sure everyone reading this right now understands that mindset;
automatic money coming in from information ebook products. Of course, some people are more ambitious.
In fact, many of my readers will do a product, expand it, and/or start another product.”
“Getting some money in is wonderful, but we mostly tend to think an extra $300 per month would be nice,
or $900.00 – but, once you get that much, most will work toward making more. They have everything
they need to know in this course to make it work for them!”
Patty: “Yes, they sure do!”
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The above is an extract from the ebook "Internet Money Revealed". Wow, you have read this far! It is an
indication that you have the strong desire to be successful in internet business. We will not disappoint you.
Let's hear what John Williams has to say:
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Teresa, every page of your course shines with truth that can lift anyone from where they are to whatever success
they want to achieve.
I know that you've been there and not only done it but excelled in so many areas from web-hosting and product
development to writing and marketing. Now your readers can use your hard-won experience and
knowledge to really know how to build their future.
You've packed the equivalent of a diploma course in these five books and spelled out everything in your easy to
follow way. I can see why you are offering a double back guarantee!
John Williams
ezyebook.com
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In Volume One, Teresa teaches you how to tap into your own mind to
find the little to big money maker inside your brain. You'll be amazed
what you will discover when you apply the techniques to brainstorm
your own product!
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In Volume Two, Teresa King shows you how to research your ideas
to see if there is a market for you to quietly sit back and open your
email to the coveted "You Have Made a Sale!"
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In Volume Three, Teresa shows you how to develop your product.
Don't worry if you cannot write a book. You don't have to write your
own product!
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In Volume Four, Teresa shows you what you need to do
to get your product online, to accept credit cards, and be ready for
your orders and the necessary sales page to make that happen.
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In Volume Five, Teresa King shows you how to market your product.
Yes, finally, the book that takes you by the hand on what "real"
marketing is all about!
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Here is a testimonial from Bryan Kumar
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Teresa's course will even make a believer out of the most jaded individual about Internet marketing. She will have
you making at least $900 (or more) per month from your home. And she has proof to back it up -- examples of
how she took ordinary individuals and got them earning a REAL income online.
The amazing bonuses alone would be worth thousands extra in profits to you this year. But, if I were you, I'd
devour every page of her 5-volume course, and start putting it to use immediately!
They say, 'When the student is ready, the teacher will appear!' Are you ready to start making an additional $900
(or more) per month, from the privacy of your own home?
You owe it to yourself to make this your best year ever! And, if you've been around for a while, you'll WISH you
had this entire jam-packed profit-producing package in your hands when you first started marketing!
Get it, devour it, and profit from it!"
Bryan Kumar
Secret Subjects!
http://www.about-secrets.com
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But that's not all. Bryan consented to an Interview about how he created his own product and that interview is in
this amazing study course.
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"Teresa, I have read many ebooks on the Internet with great value. But, I have never read a whole five book
study course on developing a money making product.
What a fantastic concept!
I am honored to recommend your Internet Money Revealed. It's a wonderful get out there and create your own
product that sells study course!
I wish your customers much fortune and highly recommend they get your study course so that they can go
forward in their Internet Opportunity of Success and make the money they deserve!"
You make it easy!
Tom Hua
ebookwholesaler.net
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Again that's not all, there is an Interview about how Tom created his own product and made it work for him.
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"Hi Teresa,
Well, you've done it again! This is truly a masterpiece! I know for a fact how hard you work on a single ebook,
let alone 5 in one awesome package!
Thanks so much for letting me have a "sneak preview." Internet Money Revealed is definitely headed for the
internet hall of fame. It's definitely on my list of "must have" tools for anyone even considering an online business.
Again, you've proven you are the quintessential teacher!"
Patty Baldwin
http://aboutniches.com
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You will read how she quit a $4,000+ per month job to work at home and is loving every minute of it. Her two
years on the net, then meeting Teresa King.
Invest In Yourself!
The price of this package is not all the money you will need to spend. The more skills you have on the Internet and
the more work you can do yourself will save you money.
However, if you have no skills, no website, this book will not teach you how to get a website up. It will
recommend where you can learn how to do that for free.
It will not make you into a writer if you are not a writer! It will teach you how to use other resources to get your
book written!
Let's compute something for you:
If you were to go to a university to learn the skills in this book, you'd go to school for two years minimum. You'd
pay for those classes. How much you pay would be what the going rate is in your area!
A good guess might be at least $12,000 dollars. Many of the books you would need for college courses cost
$100.00 or more each. It can take more than two years to get a two year degree, depending how many credits
you can take at one time.
If a college professor knew the secrets in this five volume set, he'd not be standing around teaching his class, he'd
be home creating his own product and selling it!
Remember, you can look at your current job. You can look at your boss, your co-workers and even your
supervisor. You can look at their potential income and know this right now. They have a CEILING on how much
money they can make.
There is no ceiling when you work for yourself. You can make as much money as you want. There is no limit!
Next, if you were an investor and you decided to buy a "real" brick and mortar business that netted $900.00 per
month, the rule of thumb of Monthly Net x 12 x 2.5 would require an investment of at least $27,000!
At just $47 and a money back guarantee, you have nothing to lose and a whole future to gain right now... if you
just get this package, study the contents, put it to work for you, and stay focused on your goals.
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Here are the bonuses that will help you to achieve making good money on the internet:
Bonus #1 Killer Ads Book A Free book online - It has no business being free. It's a free book in an exe style.
Bonus #2 Science of Getting Rich A wonderful book from the Public Domain that is from the early 1,900's.
Bonus #3 P. T. Barnum's Art of Getting Money Another Public Domain Book that will knock your socks off.
Bonus #4 Power of Concentration Again another book from the Public Domain that will shout at you.
Bonus #5 Traffic Secrets by Bryan Kumar This book is sometimes paid for and sometimes free.
Bonus #6 Brainstorm goal setting Awesome, concise another book meant to be free.
Bonus #7 Million Dollar Niches - With Resell Rights
Bonus #8 Clickbank A really cool merchant account, with terrible instructions on how to get set up.
Bonus #9 Killer Mini Sites A fantastic book on creating Killer Mini Sites
Bonus #10 Accomplish Anything You Want Out of Life Report compiled by Teresa King
Bonus #11 Broken Business or Life? Patricia Krenik's report on the steps you need to take to FIX them
Bonus #12 Emote - A fun gizmo that you can make go viral Cool fun Gadget that has many laughing sounds
Bonus #13 Keyword Mixer An easy way to mix your keywords
Bonus #14 Money and Power - Complete membership to Allen Says' Internet Warriors
Bonus #15 Martin Avis Secrets to An Ezine Fortune
Bonus #16 How to Sell High Priced Products
Bonus #17 Think and Grow Rich
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All the 5 Volumes of Internet Money Revealed
+
17 Bonuses Listed Above
for only $47
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8 weeks Money Back Guarantee!
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Your purchase through PayPal is secure.
You purchase is also fully guaranteed - if for any reason, you are not satisfied with your
purchase, you can ask for full refund of your purchase. You can even keep all these books.
With this iron-clad guarantee, what have you got to lose?
Go ahead and click on the PayPal buy button. You will be glad that you did.
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Proudly Brought to You by Jacob Gan, PhD (Michigan)
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