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In sales one of the first strategies people employ is to blanket their market with sales letters or e-mails in attempt to single out the most interested parties. 

This is a fine idea, but it is incredibly important to make sure that your sales letter is exciting before you spend money to distribute it. If the letter is boring, confusing or unappealing your campaign could cost you dearly.  

Some sales letters really grab your attention. Some go directly into the trash. Below are 10 steps outlined by Alexi Neocleous that will make your offer too good to refuse. 

Step One: Be sure you have completed your market research. You should know who your ideal client is and what problems you are helping them solve. 

Step Two: Go out and collect models to put in your own "swipe" file. Keep sales letters that have caught your attention. You should always copy successful models. 

Step Three: Create, or better yet copy, a great headline that stands on its own. Magazine covers and news articles have great examples of enticing headlines. 

Step Four: Create, or swipe sub-headlines. Be sure they too are in "caps." These headlines should follow the initial "grabber" headline and draw your customer into the body of the letter. 

Step Five: Start with "Dear Friend" and then mention the market's massive problem or list your benefits. 

Step Six: Don't be afraid to add an extra "eye-catcher" or "grabber." Use a bolded headline to break up a large body of text and keep your customers eyes moving. 

Step Seven: Get straight into the offer at this time. What are you selling, what's the deal, how can you solve the problem? 

Step Eight: Address the offer so the prospect fully understands why you are sending the offer to them. Be brutally honest and close the first page on a "cliff hanger." 

Step Nine: Make sure you have included headlines throughout with bold print, key points. Let the key points pull the reader through the letter. 

Step Ten: Add a benefit's list. Put the dollar signs in their eyes. Articulate the benefits in a specific manner. Then explain the reason why the benefit is good. Testimonials are effective here as well. 

"Don't forget that you are here to solve the client's problem. This process is not about you. It is about your client." - Alexi Neocleous 

Also remember to respect your customer. Don't insult their intelligence by trying to be sneaky, just be honest and excited about the benefits of your product or service. 

For an example of a very successful sales letter including expert analysis from Blair Singer and Alexi Neocleous please refer to our Automatic Lead Generator System Training Kit. 
 
An excerpt from Blair Singer's Book, The ABC's of Building a Business Team That Wins. 

"Greatness doesn't happen by chance, nor does it occur in a vacuum. Greatness comes from, first, a passion for what you do; and second, a clear understanding of what you can and want to be best at. 

 The third component involved in any great story about someone going from rags to riches, overcoming adversity, achieving success in any area of life is a personal Code of Honor, a set of personal rules and agreements that they are unwilling to compromise. 

 Do you have a Code of Honor for you? What are your rules? To what do you hold yourself accountable? Who the heck are you? 

You see, because when all the smoke clears, they can take away your money, your possessions, your friends and even your health, and what you are left with is your honor. 

In those terms, what is your Code of Honor? I have found that the most powerful people are not always found on the cover of Newsweek, Fortune Magazine or Sports Illustrated. 

Sometimes they may be sitting in the office next door. They are those who have decided in life to take a stand about who they are, what their standards are and who the want to be without regrets. 

My suggestion is this: If you haven't don so already, sit down and look at your financial life, your health, your relationships and your values, and create your code. What are you willing to commit to for yourself and your family? What do you stand for?" 

Try this exercise. Answer each of the following questions in the form of a list: 

 What am I most passionate about? 

 What can I be best at? 

 What do I want to be best at? 

 What do I stand for? 

 What do I want out of life? 

 How can I achieve my goals? 

 Who do I know that has what I want (or admire?) 

 Why do I admire them? 

 What do I see as unacceptable behaviors for successful people? 

 What do I dislike? 

 What would I like to avoid? What are my necessities in life? 

 What should every person try at least once before they die? 

 Can you think of any more questions? Use your answers to begin to form your personal code. Once you have your code you will find a new level of focus and a more defined path to achieving your life goals. 

 For more about creating a Code of Honor please refer to Blair Singer's book, The ABC's of Building a Team That Wins or his Code of Honor Training Kit.