Once you’ve created a product, you now have an asset you can market and sell over and over again for profit. The first thing you now have to decide is how you’re going to present your product to your market.
Also, keep in mind that you can create your sales message first based on market research. Then create your product to match your sales message if you want. Doing so can ensure that your product is more focused and targeted to your market.
You may find that you discover ways to enhance your product as you write your actual sales letter. Make sure to go back and make changes and enhancements. But don’t overdo it, you can not finish your product if you do.
Either way is fine, experiment and find out which order you prefer.
You need to realize that there are three main selling points you should focus on your sales message.
The nature of your offer pretty much always has a lot to do with your level of success. Sure some people can “sell a refrigerator to an Eskimo.” But having a substantial offer that sells itself is the way to go.
This is why market research is so important. You should have no problem making sales as long as you’re giving your market something they already want. Your product will sell as long as you’re sales message is not below per.
Proof That it Works
People are skeptical when it comes to information products. How many times have you seen offers promising a six pack of abs in 2 weeks and chuckled and moved on? How many times have you seen an internet marketing offer promising over $200k in your first month?
I’m sure you’ve heard the saying “extraordinary claims need extraordinary evidence.” That is also true when you are trying to sell an info product. You’re selling information; you have to prove that it is accurate, useful and valid.
There are several ways to do this which vary depending on your niche and the nature of your product.
Video testimonials (compelling)
Screencaps of success using your product
Video demonstrations of your product in action
Give away a chapter of your ebook or one of your videos/mp3’s for free as a sample
Getting authority figures in your niche to vouch for your product
Anything you can show your target market that your product work will enhance your sales.
Scarcity is a huge factor when it comes to selling info products. People are natural procrastinators. Scarcity plays a significant role when it comes to buying stuff on the internet. You’ve got to give them a reason to act immediately and buy your product.
Injecting scarcity into your sales message is a great way to get people to buy your product. With scarcity, you will be playing on their natural fear of loss.
There are several ways to inject scarcity into your sales message.
Limited time bonus offers
Limited time discounts
Taking the product off the market after a set amount of time
A limited number of products available
The good thing about these elements of scarcity is the fact that you can swap them in and out with each other. When one aspect of scarcity expires, you can add another.
Your Sales Letter
Unless you go the route of digital publishing, you’re most likely going to need a sales letter to sell your product. Writing sales copy is a specialized skill that you cannot learn overnight. So you may want to hire a professional to do this for you.
Make sure you have a thorough understanding if you want to write your copy yourself.
Here is a quick breakdown of what a good sales letter should contain.
Attention-grabbing headline stuffed with benefits
Lists of strong benefits early on in the sales letter
Proof that your product works
A thorough product description
A healthy amount of hype
Strong calls to action
It is also good if your sales letter can connect with your prospect on an emotional level. Many people buy with their hearts, and their brains justify the purchase.
Any product either reduces pain, increases pleasure or sometimes both. You can connect with your potential customers by identifying their problems. And then explaining how your product is going to solve those problems. Or by telling how your product is going to make their lives better.
In a way, you aren’t selling a product so much as the idea of a product. Get your potential customers to fantasize about what it’s already like to own your product. Let them dream how great their life will be because of it. They will be compelled to buy that fantasy.