Online Sales Formulas

No matter what you’re trying to do, there’s a formula that can make your goals easier to reach.

I thought it would be cool to go over a few with you today.

AIDA – This sales formula is a classic.

Attention – With the way the world is evolving, this is more important than ever before.  Do something to get their attention.

Interest – Once you get their attention, so something to keep them interested in what you’ve got to say.

Desire – Now that they’re listening, build their desire for whatever your offer does.  The key with this is to focus on feelings, not facts.

Action – Give them a reason to take whatever action you want them to take.  “Fill in the form for _____” or “Buy now and you’ll get instant access to _____”

FOMO – Fear of missing out.

This is much simpler than AIDA.  Fear of missing out is one hell of a motivator to get someone to act.

This can apply to almost anything.  To use it to your advantage, you have to be super clear about someone misses if they DON’T do what you’re suggesting.

Talk about the experience of having your thing.  Focus on sensory explanations.  What would they see, touch, or feel?

PAS – Problem, Agitate, Solution.

This is another copywriting formula, but can apply to much more than sales copy.  Using it in content works, too.

First, share the problem.  You want to be as vivid and descriptive as possible without going so far that they feel it’s unsolvable.

When you agitate, you have to really drive home how bad it is and how much worse it can get.  The more real you can make this, the better.

Finally, you get to provide the light at the end of the tunnel.  Your solution is the hope they’re gonna need after you expose their pain and made it real.

Objection Removal – Address time, trust, cost, necessity, and proof.

The 5 basic objections are the most common reasons people decline your offers.

As you share the benefits you provide, you should focus on reasons for your prospect to get beyond each of the items and you’ll sell more if you do it right.

Win button – You’ll like this one, if you can pull it off.

The first step is to say something that’s hard to believe, but easy for you to prove.

Then prove it.  

As you explain and show how this thing is true, focus on continuing to make claims that aren’t easy to accept.  Again, keep proving them.

This is a magic formula because it covers most of the other formulas all at once.

You suck people in by making a claim that’s not easy to believe.

It builds trust because you’re proving what you say.

As you complete this process, you must tell them EXACTLY what to do to get more of what you just gave them.

This is very tough to pull off properly, but produces the best quality leads you can find in any market.

Try it for yourself and let me know how it goes. 

The Robert Collier Letter Book is by far the top book on writing sales letters. But it goes beyond that. As every great copywriter knows, these techniques are directly transferable to the Internet, whether through web copy or email or whatever. This book earned Robert Collier the distinction of being one of the greatest marketing minds in history. Robert Collier’s sales letters were successful because he wrote to his audience’s needs. As an expert in marketing, his sales savvy and writing expertise placed hundreds of millions of dollars in his clients’ pockets.

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