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7 Tips for Using Copy to Sell High Priced Programs

By Glenn Dietzel

Republish: EasyPublish™ Published: 23Jul2009 Word count: 619 Viewed: 267 time(s) Get Free Content For Your Site

In order to sell high priced programs and services, you must be seen as the authority in your niche. One way to accomplish this is to use strong, authoritative language when defining the results and outcomes you create. "Copy" refers to any communication you make about your product, service, or business. Strong copy can move people to take action, and learning how to create effective copy is one of the most important business skills you can develop.

The biggest goal in writing copy is to convince the reader, listener, or viewer. (And yes, you should be thinking about copy even when recording an audio, or developing a video- copy is just not written anymore.)

Authoritative copy is easy for your audience to trust because it is direct, truthful, and tells them exactly what they need to know in order to purchase.

First and most importantly: You must know your topic

Now this should be easy for most of you, as you are subject matter experts in your chosen topic area. If you are not yet an expert, strive to be. You must be able to demonstrate to your audience that you know exactly what you're talking about. Using case studies, specific examples, and verifiable results can help you convince more effectively.

Next, you must: Prove your experience

Use your own background, history, struggles, challenges to build a strong case for why you are the leading authority on this topic. As you know, I advocate self reflecting on your life story and life experiences in order to create your unique system.

The third element: Use your USP

Every product, idea or statement has a USP or unique sales proposition. Find out what yours is when writing copy. The USP will help define your statement and make you stand out from write-ups that have a similar idea. You can use this to your advantage to create authority.

Be crystal clear in your USP so your audience "gets it".

Next: Detail the benefits and advantages

Remember, your audience always wants to know what's in it for them. Give them facts, figures, information- proof- about the benefits and advantages of your product/service. Be creative. One technique I use is to brainstorm all the possible benefits and advantages, and then select a few to test. My audience tells me what they respond best to, and this increases my conversions and sales. Always be testing your benefits and advantages. You can also do this when someone calls to learn more; ask them, "what was the biggest benefit or advantage you saw that led you to contact us today?"

Focus on Communicating without hype

Yes, you might have the latest and greatest and best widget ever, but just because you hype it doesn't mean they will buy. Instead, focus on providing data, facts, statistics and other verifiable information. Communicate with your prospect, not at them. Consider that your ideal client makes the decision to buy, and give them everything necessary to help them make that decision. If you must use wild claims or hype, make sure this comes from satisfied clients who are raving about your services or products. It's much more believable and builds your credibility further.

Use proper language and correct spelling

In this age of word processors and spell-check, there is absolutely no reason for faulty grammar, poor syntax, or misspellings in your business communications. Use proper language and pronunciation when you speak in your videos or teleseminars. What you say and how you say it sets the tone for your level of professionalism. If you are asking people to make a significant financial investment with you, be sure to live up to their expectations in as many ways as you can.

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