3 Ways to make your prospects pay close attention to you:

Over the next few days I’m going to give you the 3-step formula to carrying on a conversation with your prospects, that leads you to a sale.

And the nice thing about this formula is that it’s not confined to copywriting and to print. If you sell in person or even over the phone, and you use these three strategies as the framework for your sales pitch, your prospects will find you compelling and provocative.

Add a good offer to this, and you’re well on your way to becoming irresistible.

So here goes. The three things you have to do to keep your prospects engaged and interested, and to establish rapport, are…

Educate, entertain, and inform.

If you are educating, entertaining and informing your prospects, you’ve got the entire package complete.

Today let’s talk about the most mundane of these three components, “educate.”

The way to educate your prospects is to give them a list of features and benefits about what you’re selling them.

Features are what your product is… and benefits of course, are what your product does for your prospect.

So for instance, if you’re selling a sofa, you might say how the sofa’s constructed of high-tech materials and how it’s been tested for durability in a lab, and that it’s guaranteed to last no less than 10 years from the day you sell it. See, that’s a feature (high-tech construction) and a benefit (lasts 10 years).

If you’re selling artwork, you might talk about the uniqueness and limited availability of these pieces, and how they’ve proven to appreciate in value over time and how they always get recognized for their unique design properties.

There you have the feature (unique design, limited availability) and the benefit (appreciation in value and vanity recognition).

See, it’s easy.


Good. Tomorrow we’re going to talk about informing, so tune in then — same Bat Time… same Bat Channel.

Now go sell something, Craig Garber

P.S.: “WHAT NOW?!?! – Seductive Selling System!” Gabriel Anderson from Santa Clara, California recently ordered my Seductive Selling System and sent in this note less than two weeks later!:

“Craig, I ordered your The Seductive Selling System and there is certainly no shortage of content! You definitely under-promised and over-delivered on that.

The issue I’m having right now, is I’ve spent the last 3 days going through your complete system, and I feel like I just took a sip of water from a fire-hydrant. I have all these ideas running through my head, and I somehow need to sort through all my notes so I can start taking ACTION NOW! I’m suffering from anxiety like a runner at the start of a race, and I want to run already!!!!

I wanted to see if you have a system you use from start-to-finish, in putting together a sales campaign? I’m sitting here trying to create this on my own, and it seems that if you have something you routinely use, that would be wonderful.

Much thanks and appreciation. I’m excited to get this going, and realize a ROI on my investment in your course. I love all the content, and I’ll definitely let you know my success. If I can see a return on my investment in this course, it seems that it would only make sense to make an additional investment in your Marketing Mavericks program. Looking forward to it. Sincerely, Gabriel”

To find out what Gabriel’s talking about and to find out how to make YOUR prospects say “Yes!” go to http://www.kingofcopy.com/seductive


Check out ALL the King’s products at http://www.kingofcopy.com/products

Got a difficult question? Just ask me, baby! http://www.kingofcopy.com/askmebaby

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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)