Not so long ago, when the computer was first mass-produced for selling to the public, a lot

of industry experts predicted that nobody will want a box that does nothing besides handling

data and hogging up the entire garage. They were obviously wrong – nearly every household

will have at least one computer in the US, and most even have two or three desktops!

This little bit of history tells us that no matter how good your product is, you cannot earn

even a penny from it if you have a lousy salesperson. Likewise, no matter how good your

product is, you cannot sell even one copy of it with a weak salesletter. Hence, it is vital

to have a compelling salesletter that will pull the prospect right into it and see clearly

the benefits that are presented against the very reasonable price you are charging.

A good salesletter will first catch the attention of the reader by resonating with the

reader’s needs and desires. That’s why you often see headlines such as “Have you ever

felt…” or “Does … sound familiar”? They work because they empathize with the reader’s

needs, problems or desires. The Internet is like a very busy freeway and everyone’s in a

rush. Only a strong headline like that in big, bold letters will stop your target audience

dead in their tracks to read through your salesletter.

Once you’ve obtained your reader’s attention, you want to spend the first few paragraphs on

telling your story – how you have gone through what your reader probably has, the agony of

the whole experience, etc. Once you get your reader thinking “he’s one of us”, you would be

perceived as an understanding individual offering a solution and not an anonymous marketer

looking to sell his product.

Next, you have to elaborate on the benefits of the product you are selling. List them all on

a piece of scrap paper until you have quite a long list; then write your salesletter from

there. In your salesletter, highlight the benefits in point form and elaborate on each

benefit. Be sure to point out how your product helps the reader instead of pointing out the

features of the product. For example, instead of saying “this gizmo cures headaches”, say

“this gizmo can relieve your headaches”. Make it relevant to the reader.

Then, write a paragraph or two on how the reader’s

To sell a product well, it is very important to use powerful selling words to really convey

each and every little benefit that your product has to convince the customer. It is not

uncommon to see words like “unbelievable” and “phenomenal” and something along those lines in

really great salesletters.

However, there are some marketers who intentionally use hyped-up descriptions to sell off

their products. These marketers mislead customers into thinking that their products offer

benefits that do not really exist in reality. At this point, it would be appropriate to quote

a story that really happened:

One evening, a fellow marketer in my MSN Messenger list messaged me to check out his newest

salesletter for his product, an ebook on earning revenue with contextual advertisement. I

logged on to his website and was drawn right into his sales copy! The reason was the

salesletter dived right into my desires and promised that “everything I have ever wanted” can

be obtained just by purchasing the said ebook and executing whatever is inside. The

salesletter also made it seem that the author owns fleets of Mercedez Benz cars, luxurious

mansions and private yachts.

The problem was I know this particular marketer personally. He is actually a 17 year old high

school graduate looking for a few quick bucks by selling a little ebook he compiled with

information collected from various sources from the Internet. My emergency alarm immediately

kicked in and I can just imagine how many naïve newbies can be fooled with the deceptive

sales copy.

The sad but very real fact is that there are many scam artists online, waiting to rip you off

your hard-earned money. Hence, remember that the usual advice for consumers still apply

online: use your common sense. If something sounds too good to be true, it probably is too

good to be true.

Remember, when you intend to purchase something from the Internet, do a basic check-up on the

merchant website. First and foremost, if you have even the slightest question on any of the

features of the product mentioned, email the merchant regarding it and observe the attitude

with which he/she replies. Customer support reveals a lot about the integrity of a business.

Finally, if you can’t even find support email

Many marketers have created or acquired products that they thought would sell well and, in

their enthusiasm, set up everything from sales letters to websites to getting traffic.

However, a lot of these marketers have forgotten the single most important factor that will

affect their product sales – the "sellability" of the product.

When you begin creating products or buying rights to a certain product to sell, the most

important factor you must take into account is the demand of the product. Do people want your

product? It is simply stupid to waste a month’s time preparing a product, setting up the

website and required sales techniques only to find that people do not even flick an eyebrow

at your product!

Your final goal is to deliver the product to your customer and collect his or her money. In

order to do this, you must make sure your customer wants to buy your product in the first

place. How do you find out if they want your product? Simple. Just ask! Ask in forums related

to your niche. Hold a survey or public poll. The Internet is a flat playing field, and you

have the power to reach just about anyone in the world who has an Internet connection.

Let’s say you have this brilliant idea on creating a step-by-step instruction on how to cook

Malaysian food. First, you must find out if anyone is interested (or even heard of) Malaysian

food. To do this, go to a food-related forum and ask tactfully if anyone would be interested

in learning Malaysian cuisine. Do not ask blatantly whether anyone would like to buy an ebook

with instructions on how to cook Malaysian food, or you might be in danger of being accused

of spamming.

On the other hand, you can give out a few samples of your Malaysian recipes to test the

waters – see how the forum members react to them. If they show enthusiasm for learning more,

then you definitely have a market in this. If they show no interest, then it is time to look

for a new idea to market. You save time in the long run because you don’t have to find out

the low demand for your product the hard way.

If your idea is welcomed by the forum members you surveyed, you can go ahead and compile your

extensive ebook on cooking Malaysian food because there is interest in the information you

possess. Where there is interest, you can easily build up desire for your product, and with

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