sales letter 推销信得写作方法教学提纲.ppt

RelatedWordsIntheNewsReport HongKong sFinancialServiceDevelopmentCouncil香港金融服务发展委员会foreignexchangereserve外汇储备dual currency双币的IPO InitialPublicOffering 首次公开发行trustlaw信托法cement加强 巩固AmChamHongKong香港美国商会 SalesLetter Definition Asalesletterisapieceofdirectmailwhichisdesignedtopersuadethereadertopurchaseaparticularproductorserviceintheabsenceofasalesman Ithasbeendefinedas Aformofdirectmailinwhichanadvertisersendsalettertoapotentialcustomer Itisdistinctfromotherdirectmailtechniques suchasthedistributionofleafletsandcatalogues asthesaleslettertypicallysellsasingleproductorproductline andfurthertendstobemainlytextualasopposedtographics based Itistypicallyusedforproductsorserviceswhich duetotheirprice areaconsideredpurchaseatmediumorhighvalue typicallytenstothousandsofdollars Asalesletterisoften butnotexclusively thelaststageofthesalesprocessbeforethecustomerplacesanorder andisdesignedtoensurethattheprospectiscommittedtobecomingacustomer Sincetheadventoftheinternet thesalesletterhasbecomeanintegralpartofinternetmarketing andtypicallytakestheformofanemailorwebpage It sveryimportantforustolearnhowtowriteasalesletter BasicStandards IdentifyandlimityouraudienceUsereaderphychologyDon tbeaboreoraboastUsewordsthatappealtothereader ssenseBeethnical AIDA formula AttentionInterestDesireAction Attention getthereader sattentionUserswantquickandeasythings Youhavetograbprospectiveattentionanditshouldbeimpressiveenoughtoattractthemtoreadfurther ComlimentyourreaderApealtothereader sego butnotusingfalsepraises Sixtechniques Offeragiftlurereadersbysavingmoneyorgettingasecondproductathalfprice Askaquestionthatyourreader s willwanttoseeanswered Avoidgeneralquestions wouldyouliketomakemoney AnsalesletteronWorkwellsoftwell Doyouknowhowmuchmoneyyourcompanylosesfromrepetitivestraininjury Introduceacomparisoncompareyourproductorservicewithconventionalorstandardones announceachangelinkyoursalesoffertoacurrenteventthatwillpositivelyaffectyourprospectivebuyer Useahow tostatement wecanshowyouhowtoincreaseyourplantgrowthupto91 Thisishowtoprovidenourishinglunchesforlessthaneightycentsaperson Interest highlighttheproduct sappeal thesalesletteronWorkwellsoftware Workwellcansolveyourproblemswithitseasy to useExerciseProgramSoftwarethatwillautomaticallymonitorthetimeemployeesspendattheircomputersandalsomeasurekeyboardactivity Aftereachhour orthespecifiednumberofkeystrokes Workwellsoftwarewilltakeyouremployeesthroughaseriesofexercisesthatwillhelppreventcarpaltunnelsyndrome 腕管综合症 andstrains Desire showthecustomertheproduct sapplication Descriptionsthatemphasizeefficiency usefulnessconvenienceandeconomySpecialfeaturesthatmakeyourproductorservicemoreattractive Testimonials 证明书 orendorsements 认可 frompreviouscustomersorspecialists Guarantees warranties servicesorspecialconsiderationsthatwillmakeyourcustomer slifeeasierorhappier freehomedeliveries supplytherightevidence mentionthecostsunobtrusively 不冒失地 Relateprices chargesorfeestobenefits Virtuallymaintenancefree yourReelShutters 钢百叶窗 alsooffersubstantialsavingsinenergycostsbyreducingyourlossthroughradiationbyasmuchas65 andthatlowersyourutilitybillsby35 Action endingwithaspecificrequestforaction Respondandberewarded isthebasicmessageofthelastsectionofyourletter Tellreadersexactlywhatyouwanttodoandbywhen linkbenefitsthecustomerswillreceivetotheirresponses AuthorizeadeductionVisityourbusinessTakeatestdriveParticipateinameetingFilloutapledgecard 质保卡 RespondviatheinternetSignanorderblankReturnaformbyprovidingastampedandaddressedenvelope Appreciation SalesLetter MusicAlbum August5th 2008December05 2005DearReader DidyouknowthatFRHMagazinewasalsoinvolvedinmusic Thismightsurpriseyou butyourfavoritemagazineactuallyhasCAREFORYOU amusicespeciallymadeforyou AskaquestiontoarouseinterestTocreatecuriosityandmeetpublic sneeds Thealbum scontentandsentimental Clarifythebenefitsoftheproduct purelisteningpleasures pointoutthemusic sroleplayedinlife WecallthealbumCAREFORYOUbecausewheneveryouneedmusictocalmyou toliftyourspirits orjusttoenjoy here swhereitwillbe Here smusicthatoffershoursandhoursofpurelisteningpleasures musictounwindwithattheendofabusyday Here smusicforthosequietertimeswhenyou rewithsomeonespecial inareflectivemood sippingcocktailsattwilight havingintimatedinnerorentertainingasmallgroupoffriends Hereare25exquisitelymelodicsongsfromthesentimentaltothesoothingincluding Makeexamplestodisplaytheeleganceofthemusic suitablefortheupperandmiddleclassintheleisuretime BecauseofYou ItMightbeYou SavetheLastDanceforme Helloit sMe StandbyMe I veBeenLovingYouTooLong WhenINeedYou Allsuperbperformancesandarrangementsthataresmootherthanyou veeverheardbefore Tomakealistforchoosingthecontentoverall Makealittleexxaggerationtopresentthesuperbqualiyofproduct FRHMagazinerecordingsareproductsofprecisecraftsmanshipandthefinestmaterialsavailable Thelatestadvanceinhighfidelitysoundproductionhasbeenusedintheirmanufacture Withgoodreputationbefore wecanuseittoensurethequality Thelatesttechologhy attacteveryone sattention Guarantation alwaysmakepeoplecomfortableandsafety AndFRHMagazineoffersyouthisguaranteeif inspiteofstrictquality controlinspections adefectiverecordorcassetteslipsthrough youonlyhavetoreturnitwithinamonthofreceiptandyougetanimmediatereplacement Thinkaboutit CAREFORYOUoffersyoupopularmusicinaromanticveinon5stereorecordsorcassettes 25bestsellingsongs freshlyperformedbytoporchestrasandvocalgroups Thepriceisevenabigger pleasantersurprise Only 150 Usethecombinationofpriceandbiggerbenefitsofproducts makethepricemucheasieracceptbyothers Thisoffer however cannotlastlongenoughforallFRHMagazinesubscriberstoavailthemselve