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How To Write A Solution - Savvy Sales Letter to To Get Clients
Too many sales letters are shaped into paper airplanes and flown into trash cans because freelancers write sales letters that sell their services. These freelancers have never listened to the quietly- whispered secret that says their sales letters should sell solutions, not services, to yield the best results. Solutions are jewels; they shimmer in sales pieces. Prospects will peruse your sales letter if they discover you have a solution (or solutions) to their existing or future problem or problems. To write a "solution-savvy" sales letter follow the copywriter's adage: write "client-centered" copy. Zero in on the prospect, his business, his needs, his problems. Then pitch yourself as the freelancer who can fulfill his needs and solve his problems. Crown your claims with clients whom you've worked for and specific results you've achieved on solving similar problems. Here are four softly-whispered secrets to write a solution-savvy sales letter: ? SECRET #1: FOCUS ON THE CLIENT'S NEED OR PROBLEM. As a freelancer writing for this client's business and industry, you should know the type of needs and problems the client faces regularly - or could face in the future. Zero in on a specific need or problem that is hurting the client's profitability or productivity. (Note: prospects are more motivated to contact you if you pitch yourself as a freelancer who has a solution to a present problem, rather than a future or potential problem). ? SECRET #2: FOCUS ON THE BENEFITS OF SOLVING THE PROBLEM OR MEETING THE NEED. Tell the prospect what he and his business can gain if his problem is solved. Usually, it means an increase in profitability or productivity. Maybe both. Also stress the possible consequences of not taking action now to solve this problem. ? SECRET #3: WHAT IS THE SOLUTION? Here is where you present your solution. First, describe the service you are recommending. A press kit? Direct mail package? A series of ads? - Tie it into the client's needs. The client may have a new product to promote; he needs a low-cost marketing method that will produce lucrative results. - Stress your uniqueness to undertake this task. Why you - and not someone else? What qualifications do you brandish and what type of specific results have you achieved for similar businesses with the same type of problem? - Offer secondary solutions that also may work to solve the client's problem. These secondary solutions also may be alternatives that the client's competition is using; if this is the case, point out their weaknesses and emphasize why your primary solution is better. ? SECRET #4: THE "CLIENT-CENTERED" CONSUMMATION. The closing of your sales letter should show the client that the benefits predictably outweigh the costs. If the client is investing $6,000 for you to write a DM package, the client doesn't just get a DM package; he receives exposure for his new product, generates new leads and sales, targets specific segments of his market, increases his company's profit, etc. Secondly, recommend a call-for-action schedule. Tell the client when you are available, how long the project will take, and when he can expect it by. Here's a list of common solutions that clients often seek. Your solution is the:
Your solution offers:
© B. Konradt About The Author Brian Konradt is a former freelance copywriter and graphic designer, and founder of FreelanceWriting.Com (http://www.freelancewriting.com), a free web site to help writers master the business and creative sides of freelance writing.
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Coaching The Top Five Traits of a Successful Salesperson If you are looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE. Getting People to Buy Without Selling In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I did not sell anything, I did not get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. In Sales, Words Just Don't Compute In studies conducted by Motivational Systems of West Orange, New Jersey, researchers found that 72% of the 12,000 participants reported that, in first time meetings, non-verbal communication carried significantly more weight than a verbal message (words). Only 6% of the respondents paid the slightest attention to what a person said at a first time meeting. This finding parallels Dr. Al Mehrabian's research at UCLA, who reported that only 7% of a person's communications effectiveness comes from words, while 38% is made up of tone of voice and 55% from non-verbal communication like eye contact, gestures, body language, dress, facial hair, etc. Ninety three percent of what is effectively communicated is non-verbal. It Is Not The Price That Is Keeping You From Making The Sale Most salespeople are under the false belief that the lower the price, the better chance they have at making the sale. Nothing is further from the truth. The Truth About Sale Success! Bill Brooks of The Brooks Group wrote an article several years ago about his organization's research into sales performance. Bill's research partner analyzed 178 top sales performers from the United States and another 450 from Germany who, as he stated, "?were at the very peak of their game." These top sales professional were analyzed in two key areas behavioral style (personality) and core values. Here's what the Brooks Group researchers learned about sales success: Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors Yikes - My Feet Hurt! Method to the Madness of Training Seminars I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar. Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now If you have problem attracting new customers, the sales marketing secrets that I am going to reveal to you below will make you smile all day. A Sale in 30 Seconds? Its all in the Greeting It has been said that a customer makes a decision to buy within the first 30 seconds of their experience at a retail store. That means that as a salesperson, you must create an environment that is comfortable for your customer and conducive to making a sale, all within 30 seconds of their arrival. How Business Coaches Avoid the Yearly Training Feeding Frenzy What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I did not have any training needs and now I have a shed-load of them? Sneaky Sales Tactics The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature, your competition seems to think of it too and get it to market. Business Appointment Success or Failure One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you? Resistance Training for Sales People What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds? Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. Nine Common Mistakes Salespeople Make 1. They talk instead of LISTEN. Too many salespeople monopolize the time they have in front of prospect with their talk, only allowing the prospect to listen (whether or not it's interesting). For every hour they actually spend in front of a prospect, they spend five minutes selling their product or service...and fifty-five minutes buying it back, Result: "No order" or "Think it over". Stop Selling! for the Million Dollar Contract During the introduction of the "Stop Selling!" philosophy, we typically use the example of buying shoes to make the participants aware of the infinite number of ways buyers decide on purchasing simple items. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Need A Sales Boost Try These! The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic guidelines and then practice, practice and then practice some more. One Simple Persuasion Secret That Will Blow The Roof Off Your Sales The next time you are shopping for clothes in a department store, take a closer look at the price tags. You'll probably notice that each price tag starts with one price, but then counters with another. They say, "Was $60, Now $30," or, "Regular Price $69.99, Our Price $49.99."
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