------------------------------------------------------ Internet Marketing For The Real World! Year 5, Issue 8 Charlie Page - Publisher Have you ever heard someone say that you must "sell benefits" on your website? Even wonder what that means? Today we look together at what benefits really are, why they are important to your online success, and HOW you can add them to your site. I'll even reveal my formula for discovering your SUPER benefits. I hope you enjoy it. Charlie Page -------------------------------------------------- Do articles like the one below help people sell more products online? Would YOU earn more if you had a powerful, persuasive article - one that you could use on your website, send to ezine publishers, and post on article directories? Over the years, there have been many ways invented to sell online. Of them all, writing and distributing powerful articles is #1. After all, the Internet is all about CONTENT! For several years now, I've offered Directory of Ezines Lifetime members a huge DISCOUNT on my article writing. I don't write the article free, but Lifetime members get A HUGE DISCOUNT. In fact, I only write for members. Now that special bonus is being withdrawn due to time pressures. If you want to know more about how you can hire me to write a GREAT article for your business, and how you can do that at a HUGE discount, use this link now. http://www.RealWorldTactics.com/cmd.php?ad=209104 Be sure to look near the bottom of the page where the Lifetime bonuses are listed. ------------------------------------------------------ Recent surveys by top marketers ask a question as old as the Internet itself. What is the most important part of a website? * The words While they are all important, there is little question that the MOST important element is the wording. Bottom line ... powerful words create sales. If you have ever thought about how to write for the web - ever bought a book or listened to a teleseminar -you've probably heard someone say that you must "focus on benefits". Sadly, most comments about benefits stop right there. A simple injunction telling you to write "benefit rich" copy with no specific instruction as to HOW to do that. So ... here's how to do it in four simple steps. You'll see not only how to find benefits, but how to find your SUPER benefit, and why knowing your super benefit matters. ---> STEP 1 - Focus Focus is very important, so the first thing to do is think about ONE product, service, or business that you want to sell. Then grab something to write with and a piece of paper. If you prefer, open a text document. --->> STEP 2 - Create Your List Now think about the ways in which the product you have in mind will help people. List all of the ways that you can as fast as you can. Don't over-think at this point, just let your mind create. Here are some common benefits to help you get started. * Help find the right keywords Got your list? Good. --->>> STEP 3 - Discover Your SUPER Benefits Now we are going to separate regular benefits from your SUPER benefits. This is important because you will want to *repeat* your super benefits often in everything you write. Repetition really is the mother of learning, and the goal is to have your reader be able to instantly know how their life will change if they order your product. Now review your list and circle or highlight the top TWO benefits. How to choose? These should be *powerful* benefits. They should be something that people want SO MUCH that they will ACT once they are convinced you can provide it. Ideally, they should be something that is universally felt, like the desire to be free, or be healthy, or be wealthy, or even wise. (That's for you Ric & Liz!) Here is the list again, with the Super Benefits in all caps. * Help find the right keywords The reason these are super benefits is that they are universal. Everyone wants to save time, make more money easily, and live longer. Don't you? In addition, super benefits are EMOTIONAL. They make people feel something, not just think something. -------------------------------------------------- Make another list, this one of the RESULTS of the benefits you listed above. Here is a short list to help. If the super benefit is saving time, the emotional hook might be ... * Spend more time with family See how specific that is? Rather than the abstract idea of saving time, you are zeroing in on what REALLY motivates them. Here is another example. If the super benefit is making money, the emotional hook might be ... * Donate to favorite charity Do you see how each of these invokes an emotion? This is VERY important because people buy based on emotion. They might justify their purchase with logic (I had to buy a new car honey, the old one needed tires!) but they almost always buy based on emotion. -------------------------------------------------- If you have done what I've described above, you have identified your product's SUPER benefits. Super benefits are powerful indeed. They are needs so strongly felt that people will pay to get them. Super benefits are what cause people to buy! --->>>> STEP 4 - Add Super Benefits to Your Copy Now we get to the fun part, the part that helps you make more money. We are going to tie every feature of your product to one of your two super benefits. NOTE: I'm using the words on your website in this example, but it could be something else like an email, or article, or a solo ad. As you review the words on your site, you will probably find they fall into two broad categories - features and benefits. A quick definition of both is ... Feature - Something your product does Benefit - How the feature changes my life See the difference? One is general; the other very specific to me. One is dry and logical; the other hot and emotional. Now find the places where you describe what the product DOES, and add to that a super benefit. Here's an example. Let's say that your super benefit is saving time. *** Feature Only *** The super widget is the fastest and coolest widget on the market today! *** Feature With Super Benefit Only *** The super widget will help you SAVE TIME by processing your widget jobs quickly. *** Feature With Super Benefit And Emotion *** Want more time with your family? Then order the super widget now! Why struggle using widgets the old fashioned way when you can automate the process of using widgets with the super widget! You can have more free time See the difference? Feel the difference? When you help you reader see not only what your product does, but also how your product can change their life, you will begin making more sales from your current traffic. And making more sales is a beautiful thing indeed! ******************************************************* -------------------------------------------------------- You may use this article in your ezine or on your site as long as the article and resource box remain unchanged. CharliePage.com affiliates, you may also replace my link with your own. Not an affiliate yet? Become one today at http://www.realworldtactics.com |
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