* The Internet Marketing Reporter *

* Issue #45 *

Member of the eZine Publishers Association
 *** always email netiquette complied ***

Launch Date: May 23, 2001
Last # of subscribers: 4133
Present # of subscribers: 4137

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Thought of the Day

Everybody knows good counsel except him that
has need of it."

- German Proverb 

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CONTENTS

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Design and Create Your own Online Salesletter
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The rules of the Web writing game have emerged, and you will find them being used over and over again. They draw on the best practices of direct mail for a simple reason: the Web is a direct response medium.

So borrow from the best and apply these direct response writing tactics. Your job is to persuade with compelling, memorable copy. Here's how... According to Bill Myers, one of America's leading direct mail experts, when people receive an offer through email or direct mail, they scan it in this order:

  1. The Headline
  2. Any Captions for Photos or Drawings
  3. Any Large Text Subheads
  4. The PS
  5. The Order Card
  6. (Finally!), the Actual Text itself

Customers actually place orders for Bill's products without ever reading the text (and his products range from the $100's into the $1000's). Which means, attention paid to the elements listed above is of prime importance. Here are some key formatting tips that will keep your prospects reading so you can close the sale.

  1. Break the copy up into short copy paragraphs. A single-sentence paragraph can make a striking point.
  2. Use headlines and sub-headlines.
  3. Use bullets, numbers, and dashes (-) to further break up copy, allowing plenty of white space to make reading your offer even easier on the eye.
  4. Use arrows (->), boxes, color or shading, graphics, indentations, bold lettering, CAPITAL LETTERS, italics, and punctuation!! Note: use a light touch here, rather than the 'HIT them over and over 'til they beg for mercy!' approach.
  5. Give customers premiums. Over-deliver on the offer that first interested your prospective customer any way you can (expert writer Marlon Sanders calls this the 'dollars for dimes' approach - you give your customers far more perceived value than they actually pay for). Premiums can add tremendous value to your offer without substantially increasing your cost of delivery.
  6. Emphasize the word FREE wherever it applies.
  7. Use fast-loading graphics that actively support your message. Avoid generic clip-art 'success' graphics if you can.
  8. Provide testimonials. If you don't have them, get them asap.
  9. Urge 'Immediate Action'. State a time limit to your offer (note: many marketers offer their premiums only if prospective customers buy within a window of 3-14 days).

The better you know your target audience the more sales you will make. The key is to know how badly your customers hurt, and what they most want to achieve.


Stephan Bourget, Consultant
Books Reference Material: http://books.bourget-marketing-international.com 
Training Resources: http://training.bourget-marketing-international.com  

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Marketing Tips


WORDS THAT HAVE SALES APPEAL

Add sale punch to describe your merchandise or sales offer - use one of the following words. It may be helpful, used alone, or with other words. They have been selected from successful ads for your convenience in preparing copy.


Absolutely.. Amazing.. Approved.. Attractive.. Authentic.. Bargain...Beautiful.. Better.. Big.. Colorful.. Colossal.. Complete.. Confidential.. Crammed.. Delivered.. Direct.. Discount.. Easily.. Endorsed.. Enormous.. Excellent.. Exciting.. Exclusive.. Expert.. Famous.. Fascinating.. Fortune.. Full.. Genuine.. Gift.. Gigantic.. Greatest.. Guaranteed.. Helpful.. Highest.. Huge.. Immediately.. Improved.. Informative.. Instructive.. Interesting.. Largest.. Latest.. Lavishly.. Liberal.. Lifetime.. Limited.. Lowest.. Magic.. Mammoth.. Miracle.. Noted.. Odd.. Outstanding.. Personalized.. Popular.. Powerful.. Practical.. Professional.. Profitable.. Profusely.. Proven.. Quality.. Quickly.. Rare.. Reduced.. Refundable.. Remarkable.. Reliable.. Revealing.. Revolutionary.. Scarce.. Secrets.. Security.. Selected.. Sensational.. Simplified.. Sizable.. Special.. Startling.. Strange.. Strong.. Sturdy.. Successful.. Superior.. Surprise.. Terrific.. Tested.. Tremendous.. Unconditional.. Unique.. Unlimited.. Unparalleled.. Unsurpassed.. Unusual.. Useful.. Valuable.. Wealth.. Weird.. Wonderful.

70 PHRASES STIMULATING ACTION

Close your ad with an action-getting phrase. Give the reader something to write or do. Here are 70 suggestions for ways to get action. Study them. They will help you prepare your copy for better results.


Act now!.. Send your name.. All sent free to introduce.. Amazing literature.. Free.. Ask for free folder.. Bargain lists sent free.. Be first to qualify.. Booklet free!.. Catalog included free.. Complete details free.. Current list free.. Dealers write for prices.. Description sent free.. Details free!.. Dime brings details.. Everything supplied!.. Exciting details free.. Extra for promptness.. First lesson, 25 cents.. Folder free!.. For literature, write:.. Free booklet explains.. Free plans tell how.. Free selling kit.. Free wholesale plan.. Free with approvals.. Full particulars free.. Get facts that help.. Get started today!.. Get your copy now!.. Get yours wholesale.. Gifts with purchases.. Illustrated lists free.. Interesting details free.. Investigate today.. It's Free!.. Act Now!.. Literature free.. Mail material to:.. Money making facts free.. No obligation! Write!.. Offer limited!.. Send today.. Only 10 cents to introduce.. Order direct from:.. Order Now!.. Don't Delay!.. Particulars free.. Postcard brings details.. Request free literature.. Revealing booklet free.. Rush name for details.. Sales kit furnished.. Sample details free.. Samples sent on trial.. See before you buy.. Send for free details.. Send for it today.. Send no money.. Send post card today.. Send 15 cents for mailing.. Send today.. Send your want lists.. Stamp brings details.. Stamped envelope brings.. Test lesson free.. Unique sample offer.. Valuable details free.. Write for free booklet free.. Write us first!.. Yours for the asking.. 15 cent stamp for details.. $1 brings complete.. 32-page catalog free


Stephan Bourget, Consultant
Books Reference Material: http://books.bourget-marketing-international.com
Training Resources: http://training.bourget-marketing-international.com

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Stéphan Bourget, IMReporter's Editor
FREE leads: http://leads.bourget-marketing-international.com