Don’t you love *magical formulas* . . . especially ones that can make you more money?
Great! Let me share a simple three step formula that I just learned from my mentors John Carlton and Frank Kern. This is so awesomely powerful that if will amaze and delight you!
I’ve been dabbling in mail order, direct response marketing and copywriting for an embarrassing long time. Many excellent
teachers have taught me many lessons. But most of the really cool, advanced Internet Marketing and Copywriting strategies and tactics I’ve learned came from none other than John Carlton and Frank Kern.
If you are not paying attention to these guys . . . well it’s your loss!
Oh, and it will improve your copy every time you use it and put big bucks in your coffers too!
Hey, it’s that what you want? Yea, I though so!
Ok, let get crackin’ here.
Step one in this simple 3 part formula: Tell them what you got. That’s right you come right out and tell your prospect
exactly what you’re selling. Don’t be shy. Get it out there. No reason to beat around the old bush, rambling on and wasting their time and such.
Step two: Here’s what it will do for you. Yea again get it out there. Tell them exactly tell your prospect, customer, client what great things your product or service will do for them. Go straight for the juggler and hit ‘em where it counts: their emotions. Rock their world with unique advantages found no where else but your product.
Step three: Here’s what I want you to do next. Marching orders are found here. Most marketers flub it up at this stage.
They’ll do a great job describing their product telling all of the features, benefits, what it does so on and so forth but really suck at closing the deal. Go ahead and close the deal—no babbling or rambling or hesitation. Spell it out clearly and plainly and ask for the order.
Now these are just basic guidelines to get your brain percolating. But it’s really not a complex problem once you have all of your ducks in a row, meaning you have what folks are begging for (that’s another rant).
And when you really think about it, doesn’t this formula make perfect sense?
Again it’s . . .
1. Here’s what I got . . .
2. Here’s what it will do for you . . .
3. Here’s what I want you to do next . . .
Now one other item I’d like to suggest. If you’re a student of good direct response marketing consider integrating this formula with the old tried and true AIDA formula. It goes together beautifully. The “what I got” could be tied into the headline and USP to gain your prospects attention and pull them into the sales copy.
The “what it will do for you” could easily be tied into the interest and desire part of AIDA by some good old fashion storytelling sprinkling the story with features and benefits.
The “what I want you to do next” is all about action (or the close). Again grab your prospects hand and lead them straight to
the order form or link or phone . . . . what ever closing method you use to get their dollars.
Ok, here are your walking papers. Take a look at your current marketing pieces—particularly your ads. What do you see? Do they follow this basic formula? Do they make an honest attempt to close the sale or are they beating around the bush in hopes of making a sale?
If you ads are not doing what they should be doing and that is selling your products or services them use this rocking formula to straighten them out.