How To Improve Your Sales Copy To Get More Sales

by Bob Leduc

HOW TO IMPROVE YOUR SALES COPY TO GET MORE SALES
Copyright 2002 Bob Leduc

A few small changes in your sales copy can produce a big
increase the number of sales you get from your web pages and
sales letters. Here are 12 simple things you can do to
improve the effectiveness of your sales copy -- and increase
your sales.

1. Make sure every part of your message focuses on the
customer. Convert anything about you or your company into a
customer benefit. For example, replace "14 years of
experience" with "pleasing customers just like you for over
14 years".

2. Write your message the way you would write to one person.
Many people will read your sales copy. But each person will
read it individually. Effective sales copy makes each reader
feel like you are writing personally to him or her.

3. Communicate in simple and informal language. Replace
words like "originate" with "start" and "receive" with
"get". Use active words in the present tense to grab your
prospective customer's attention and hold their interest.
People stop reading if they begin to feel bored.

4. Convert technical words and phrases into common words.
Use words every prospective customer will clearly understand
without stopping to think.

5. Replace general words and phrases with specific
descriptions. For example, replace a phrase like "get fast
results" with "our new clients average 9 percent more profit
in the first 60 days".

6. Divide long paragraphs into 2 or more short paragraphs.
People read short paragraphs because they look easy to read.
But they skim (or skip) long paragraphs because they look
like a challenge.

7. Include some bulleted or numbered lists to make your
message:

** Visually attractive
** Easier to read
** More clearly understood

8. Don't overdo the attention getters. Too much bold type,
underlining or all upper case letters makes your message
harder to read. Use them sparingly to highlight important
benefits or features.

9. Eliminate anything cute, clever or humorous. It diverts
the reader's attention away from your message.

10. Keep your message positive and upbeat. Positive copy
usually produces better results than negative copy ...except
in politics.

11. Make sure your message flows smoothly. Readers should be
able to visualize what you're saying without noticing the
words you're using to say it. Keep them engrossed in your
message.

12. Avoid sensation and hype. They lower your believability
and cause you to lose sales. Tone down any claims that sound
exaggerated -- even if they are true.

Compare the sales copy you are using on your web pages and
sales letters with the 12 strategies on this list. Revise
your copy to implement those you overlooked. You'll enjoy an
immediate increase in the number of sales they produce for
you. Then save this list and use it as a guideline the next
time you create (or pay someone else to create) new sales
copy.

Bob Leduc is a Sales Consultant with 30 years experience in
generating low-cost leads. He recently wrote a manual for
small business owners, "How to Build Your Small Business
Fast With Simple Postcards", and several other publications
to help small businesses grow and prosper. For more info:
mailto:BobLeduc@aol.com?subject=Postcards
Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV

About the Author