One of the simplest things you can do to get your buyers involved with you personally, and with whatever message you’re trying to give them, is to ask them some questions.

Not questions like, “How are you?”, or… “What’s the meaning of life?”… or… “Do you read Charles Bukowski?”… but simple rhetorical questions that are easily understood and answered.

If you don’t know what a rhetorical question is, let me explain.

A rhetorical question is a question you ask simply to reinforce whatever it is you’re saying.  You aren’t really expecting any kind of reply, other than the reply that validates what you just said and the points you’re trying to make.

It’s an involvement device, to help your listener buy on to what you’re saying.

Make sense?

Good.

“Make sense?” by the way, is a rhetorical question.

Here are a few more examples so you can understand what I’m trying to show you:

“Crazy, isn’t it?”

And… “Remember how easy this used to be, before cable television and video games were around?”

And… “Wow, Craig Garber’s a damn genius, isn’t he?”

See, each one of these questions is going to reinforce what you’re saying.

Oh, and don’t worry about whether or not someone doesn’t agree with what you’re trying to say.  If they don’t agree with you, or if they don’t agree or can’t answer the question, they’re not going to buy anything from you, anyway.  So their feelings don’t matter.

All you care about are the people who do agree with the points you’re making.

Got it?

Good.

Biggest problem I see people making when they submit things for me to critique is that the questions you’re asking either aren’t relevant, or the placement or timing of them is slightly off.

Look, when you’re speaking with someone — which is what you should be doing when you’re selling — speaking with someone, not shouting at them and telling them what to do… you can’t be all over the board.

You have to be very natural… and your conversation has to be give and take.  Just like real life.

See where I’m going with this?

Now go sell something, Craig Garber

P.S.  Over 55 Examples!  In Chapter 24, I take you by the hand and walk you through the twelve sections of a sales letter and give you over 55 different examples of sales copy to model your own sales letters.

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