Read What our Customers Have to Say

Earlier this week we started a discussion on the 7 most powerful words you can use in you marketing, and we hit on the two most powerful you can use. To review, check out the blog. Today we’ll hit two more words and phrases that will really hit home with your clients or prospects.

The third most power word or phrase you can use is:

“Read What our Customers Have to Say”

People are much more interested in what others like them have to say than about what you or your sales staff has to say. Any version of this line on an ad, brochure, and website will draw readership.

Jazzing up this statement can also make it more interesting. It’s also best to tie it to the prospect your targeting. For example, in our American Retail Supply business, when we target Denver area retailers, we’ll use a line like:

“Read What 33 Denver Area Retailers Have to Say About American Retail Supply’s Service”

You’re looking for a, “wow, that’s me,” reaction from your prospect, and this is one way to get it.

Another very powerful phrase in marketing is, “Your Choice.” The book of the month club made this famous many moons ago with offers like, “Choose any 5 books for just $1.” This exact model was used for many years throughout the 90’s as well in the music industry, “Buy any 10 CD’s for just $1.”

This strategy has even hit the fast food industry. Wendy’s now offers value meals and has grouped different side items that are all priced the same, advertising more choices than just French fries. Subway also does this and has tied it into their wildly successful campaign using Jared. If you can get a prospect involved in choosing, you make a ‘yes or no’ decision go away altogether.

Next week we’ll talk about the final three powerful words and phrases you’ll want to use in your marketing. See you then!

Marketing Tip Reader’s Only Special - Get 30% off The Message in a Bottle Now Through Aug. 31st, one of our best sellers!

One item that is becoming increasingly popular lately is our message-in-a-bottle mailer. If you’re looking for a way to cut the clutter, this is definitely one way to go.

The bottom of the plastic bottle comes off for easy access. Simply remove the bottom, roll up your letter and insert it! Put the bottom back on, slap the address label on, add postage and drop it in the mail. It’s that simple. Or, we can do it all for you! Just give me a call about complete implementation for you. Your letter has to end up on the top of your customer’s stack of mail, and who could possibly resist opening the bottle and reading your letter?

A few tips when using this item. First, you don’t need to put this bottle into a box; you simply mail the bottle “as is.” You’ll want to use a 2” x 4” mailing label or smaller for the recipient’s address, and add your postage stamps or metered tape to the bottle as well. We’re finding that response is not affected when using a metered stamp, so use whichever one is easier for you to implement.

Second, your prospect will be opening the bottom of the bottle, NOT the top. I always like to put a message on label that reads, “Twist Bottom to Open.” It may be obvious to you, but not to your prospect!

Get 30% off The Message in a Bottle Now Through Aug. 31st.

Check out the discounted pricing here, and be sure to check out the video on that page for more tips on using the message in a bottle for maximum success.

Blank Space Never Sold a Thing

Last week we started our discussion on copywriting that’s going to take us through the next few weeks. To see where we started, visit that blog post below. On Thursday, I also left you with some Copy Kryptonite. You can see that post below as well. Today, we’ll talk about two more copy kryptonite that will kill your copy.

Thanks again to my mentor Bill Glazer who has allowed me us his term Copy Kryptonite. We’ve talked about being boring, and writing from a ‘me’ perspective.

Now, another copy killer that I see all too often is BLANK SPACE. As you can probably tell from the subject line of this email, blank space never sold a thing. If you can show me where it has, it’ll be the first time.

It’s important in all your media, but especially important in places where space is at a premium, such as yellow page ads, and postcards. You just don’t have a ton of room with either one, so you’ve got to do the most with the real estate you got. The same goes for your sales letters as well.

Here’s a tip for you. If you find you have blank space in any of your advertising, at the very least, fill them up with good, results oriented testimonials. That’s the least you should be doing with blank space.

The last piece of Copy Kryptonite is placing your logo, business name, address etc above the headline. This again pertains to any media you use, postcards, sales letters, online, yellow pages etc. If your advertising does the job that it’s suppose to, you prospect will find the information as long as it’s somewhere to be found. If you can’t get by without having your name, logo, address on the letter, try putting it across the bottom of each page of a letter or postcard.

So we’ve covered Copy Kryptonite, later this week we’ll get into the nuts and bolts of copywriting. See you then!

Marketing Tip Readers Only Special

As you know, Christmas is just around the corner. If you're the forward thinking entrepreneur I think you are, you've already given some thought to sending them. You know they enhance your image with your clients and build your referral business. But some years it seems like just one more thing to do that takes time, effort and a financial investment. And, you may have to talk yourself into doing it.

I understand. Let me help you make it easy.

Kody Bateman has created an ideal world for salespeople & business owners when it comes to sending real cards with personal notes for about $1.00 a card (including postage).

SendOutCards is an online system that allows you to choose, write and send real printed cards in about 60 seconds per card (and you can send that card to as big a list as you want!) The system also allows you to set up campaigns and select in advance the date the cards are mailed.

These are not junk mail! Your personalized card can include your company logo, your photo (or another photo of your choosing) and is stamped with a real postage stamp.

I heartily endorse the program and hope you will give it a chance. In fact, if you will give it a test drive, you can send your first four cards free:

Deadline Extended:

if you do so by December 16th. I’ve had a ton of calls and I want to be sure I can get to everybody who wants a test drive.

I’ll cover the investment. Just reply to this email (be sure to include your phone number) with a good time to call you back. Be sure you have about 20 un-interrupted minutes by your computer so I can show you how it works.

Don’t forget the P.S.

Testimonials – Don’t forget the P.S.

For the last two weeks I’ve been discussing the 13 big mistakes I often see when critiquing sales letters. To review where we left off, see the blog posts below from earlier this week. Below are the next two mistakes copywriters often make.

10. No P.S.
The P.S. is the second most read part of any sales letter. Many people read the headline and then turn to the end of the letter to see who it's from when they read the P.S.

My strong recommendation is to never send out a letter of any kind without including a P.S. This includes personal letters. Make it a habit from which you never vary. So when
you are writing to your mother, father or friend, end the letter with a P.S.

Tip: When preparing a P.S. for a sales letter, a good formula to follow is to simply restate the biggest benefit of the product, the guarantee and the offer. How about a second P.S.? So that’s P.P.S. – Or even a third – P.P.P.S.

11. Write Like You Were Taught To Write in High School Composition.
High School Composition has Absolutely-Nothing-TO-DO with effective sales letter writing. Oh no! I can’t capitalize Absolutely Nothing in the middle of a sentence – and there’s no rule about bolding whats-ever – and TO-DO certainly is not all caps! And my GOD what are all these dashes! Hey, only the G is capitalized in God. And what am I doing starting sentences and ending sentences with prepositions – Ohhhhhhhh – I got an F.

Get it? Most people’s writing is boring and stuffy at best! Most people are not boring and stuffy. Write like you speak! Punctuate for effect not to follow rules!

Tip: Want to write a great sales letter! Sit down with a good friend and a tape recorder and tell him why you and your product are so great. Transcribe the tape – add the #1 benefit at the top in a headline - and restate the biggest benefit, guarantee, and
offer in the P.S. – You’re done.

www.3dmailresults.com

Testimonials – You Can Never Have Too Many

For the last week I’ve been discussing the 13 big mistakes I often see when critiquing sales letters. To review where we left off, blog post below from last week. Below are the next two mistakes copywriters often make.

8. No testimonials.
Customers who rave about your product or service are extremely effective and should be included in every sales letter. The words from the mind and heart of customers build your credibility.

However, most marketers waste the potential impact of testimonials. Common mistakes include using initials rather than the full name, as well as omitting city and state or country.

Tip: When getting written permission to use a testimonial in advertising, also request a photo. Most will happily agree. Photos help to add power.

9. No money-back guarantee.
Your response to any sales letter will be significantly higher if you include a money-back guarantee.

Tip: The longer the guarantee, the more sales and less returns or refunds requested. For example, 30 days works better than 10 days, 60 days works better than 30 days, etc. A full year "no quibble" guarantee works very well.