If you have been around Michigan Internet Advertising for any length of time you would know that the use of sales letters had been around for as long as direct response marketing has been practiced in the conventional “brick and mortar” world.

And ever since the Berlin wall came down and the Internet or web came into mainstream use, it did not take long for small to large businesses to tap into the growing power of E-Commerce and Internet advertising.

And it certainly didn’t take long for direct response marketers to carry their offline practices into the Internet advertising world, because Internet advertising works and they are seeing the trends that people are searching and buying more and more each day online.

In turn, you probably have seen the long sales letters that are being used widely today by businesses large and small mostly Internet marketers, to entice prospects to buy their products and/or services. The art of the long sales letter is just that, an art.

Because sales letters in this fashion have been proven to work. As you probably know by now, these types of sales letters are really just one LONG page with one mission in mind: to use buying behavior and sales psychology to sell your product and/or services to your prospects.

Look at the long sales letter as an electronic salesperson that sells on your behalf, and that certainly beats having you cold-calling prospects or gamble on sending out a direct mail piece of the sales letter (which could be 5-20 pages long when printed out) and not getting your initial investment for the direct mail campaign back.

A sales letter is considered to produce a decent conversion rate of anywhere from 2 to 4 percent. Now, that is a lot better than the industrial standard for direct mail of at least 1 percent. You are doing better if your sales letter produces above 4 percent. Some expert Internet marketers can produce 6% and some as high as 20-30% conversion rates for sales letters.

Every strong sales letter used in Internet advertising must begin with a claim, a bold promise about what our product or service can help your prospect accomplish.

It is important to know that people rarely read past a headline or watch more than the first few minutes of a video. Why you say, not because people have a short attention span. It is because your prospects were not HOOKED and enticed to read or watch more. Your prospects aren't graded by their eyeballs by a powerful promise that makes them sit up and want to learn more about your product or service.

When used correctly, words can sell literally. But if used improperly, like most people use them, not only will your sales letter suffer a low conversion percentage or rate, it might just deliver the wrong message to your potential prospects. Worst case scenario it could offend your prospects. But the biggest gamble is in not closing the sale.

The next important element needed in a strong sales letter is a Challenge. What are the problems your prospects are facing in life or business? How much are those problems costing your prospects? What is preventing your prospects from moving forward or ahead in life? What will happen to them if they do not resolve these problems? These are the types of questions that your sales letter must address to create that rapport with your prospects. As a good marketer you must show them that you understand their world and the problems that they are facing.

A good sales letter draws attention the how "bad" it really is, and how bad it will continue to be for your prospect if they don't take action. Selling is really the art and science of illuminating other people's problems or challenges and then inspiring your prospect to commit to the solution that you are offering them. You job in the sale letter is to show your prospects the NEED for what you are selling by shining the spotlight on their challenges and what is needed to overcome those challenges - Your product or service!

If your sales letters are not currently producing the kinds of conversion rates you want or need to stay in business, then try these two elements in your copy and watch the conversions start to soar.

To Get your company online and to the top of Google, call us at 734-531-8823

More Information on Phoenix Media Group visit:

Twitter

Blog

YouTube

Check out some of our other articles:

Article - How Using Social Media...

Article - web marketing you must walk before you run

Article - Branding Your Small Business Online Web Presence

Article - 6 Tips To A Better Headline For Internet Marketing

Check out some videos also:

Michigan Internet Web Marketing

Keyword Research - Video #1

Keyword Research - Video #2

Phoenix Media Group services Oakland County, Macomb County, Wayne County, and Monroe County. We proudly service these Southeast Michigan Communities: Macomb Twp, Shelby Twp, Rochester, Washington Twp, Chesterfield, Twp, New Baltimore, Clinton Twp, Sterling Heights, Auburn Hills, Utica, Mt. Clemens, Rochester Hills, Troy, Fraser, Royal Oak, Bloomfield Hills, Clawson, Saint Clair Shores, Warren, Romeo, Waterford, Farmington Hills, Birmingham, New Haven, Beverly Hills,Rochester, Oakland Twp, Utica, Grosse Pointe, Pontiac, Keego Harbor, West Bloomfield, Farmington Hills, Mt. Clemens, Livonia, Ferndale, Farmington, Westland, Southfield, Bloomfield, Bingham Farms, Novi, Northville, Northville Township, Madison Heights, Manchester, Oak Park, Orchard Lake, Pleasant Ridge, Plymouth, Plymouth Township, Romulus, Southgate, Trenton, Walled Lake, Wayne, White Lake, Whitmore Lake, Willow Run, Wyandotte, Ypsilanti, Allen Park, Ann Arbor, Belleville, Birmingham, Bloomfield Township, Canton, Livonia, Redford, Dearborn, Dearborn Heights, Garden City