Marketing Nuggets page 4

• Dramatize what you offer.
• If your prospects do not believe one part of your sales letter, they will not believe any part.
• Replace old (bad) habits with new habits. The best way to get rid of bad habits is to crowd them out with new, more productive habits.
• When writing titles for info products, ask yourself this question: “What questions do my customers want answers to?”
• Offer your customers attractive payment options.
• Putting a deadline or time limit in your offer always increases response rates.
• When writing sales copy, put your product in your prospects’ hands.
• Before you start marketing a product via direct response, make sure you have a related line of additional products to sell to your customers on the back-end once they buy.
• Use a #11 envelope. It’s slightly bigger than the standard #10 commercial envelope, it stands out in a crowded stack of incoming mail, and it costs the same to mail.
• It is six times as costly to get new business from new customers as it is to add business from current customers.
• Studies of direct mail readers tell us that when they pick up a letter, prospects look first at the signature and next at the P.S. Thus the P.S. provides such a vital selling opportunity that almost every direct mail letter includes one. The P.S. may be used to restate the prime product benefit; highlight the urgency of the offer; refer the reader to the order form, testimonials or other component of the package. The P.S. can be utilized to remind the prospect about the premium offer, a toll-free number for ease in ordering, or emphasize the no risk nature of the offer due to the money-back guarantee.
• When renting mailing lists always try to get a sample of the mailing piece -- or pieces -- used to draw the names currently on the list.