So, are your visitors reading or leaving? That seems like a tough question to answer as you are not watching them when they are there. Most likely the majority are not. And you really can’t control it. Or, can you?

Now everyone is different and how they react to what is presented them is also going to be a different reaction. One way of viewing is to see it as they see it or as you see what someone else’s creation. How do you react? You arrive a webpage, be it a static site a blog or a mini-site, what goes thru your mind first? Be honest with yourself. I know what goes thru my mind.

• First, I read the headline
• Second, I’ll start reading the beginning of the content
• Third, I’m going to check out the verticle scrollbar - How small is it? Why, because a small scrollbar = a long page = lots of text = lots of my valuable time reading the text.
• Forth, I visit the bottom of the page. Let’s cut to the chase, I want the details: cost, comitment and benefit. That is it. Weigh the value and decide. What am I deciding?
• Fifth, Very simply, I’m deciding if my time is worth reading what you have typed and ultimately the consideration of the sale.

How much time has this taken out of my day up to this point? Maybe 30 seconds - Tops! Decision made.

What this tells us is that you have a few precious second to grab my attention and keep it. If you fail, I’m gone. Click, goodbye and no conversion.

 

Aging of the Prospect

 

Aging refers to length of time the prospect has been exposed to the trick of the trade, if you will. As newbies, which we all were at one time, we spend more time reading and buying. Why, because we don’t know any better. We are easily sold but, as we become veterans with some experience under our belts we get wiser. We have matured and are not as quick to click the “Buy” button.

 

Making That 30 Seconds Count

 

You have 30 seconds to convert from prospect to buyer. With so much to say where do you start? When building a house you start at the bottom most inner part, the foundation and then build up from there. Until the house finally has the exterior finishing touches applied. There it is picture perfect. Therefore it would only go to reason that your sales (money) page should follow the same process. Craft the offer, create the content, write a headline, upload to your server, promote, convert and kick back collect the fruits of your work. Right or wrong? The answer might surprise you… Wrong.

Write your headline first. Your headline is the most important part of your sales page. Headlines are the first words read and those words must compel the reader to continue on reading. It would be difficult to construct a headline after the rest of the content has been created. Headlines intrigue and lead the reader by very quickly conferring the topic and solution that the prospect is looking for.

After you have your headline then craft your content. Basically you want to ask the question first before answering it. That’s simple - write a headline then content and collect the money. Well the content could be simple for a lot of us but, the headline? That is more difficult.

Look at your own offers are they converting well? Probably not. It is true that the Internet has leveled the playing field for the smaller marketer to compete with the big bad corporation. Why? Big business has meetings, conferences, more meetings, approvals and finally implementation. Small business takes action much faster and is usually on the cutting edge. As a small business owner you also have to compete with your peers. So you do have competion. Aggressive competition at that. that is why it is so important to grab the readers attention and keep it as you funnel them thru your sales channel.

You do have choices when it comes to your headlines. You can hire a copywriter, freelancer or agency to write one for you. Or you can write one for yourself. Either way you, as a small buisness person you need to know what you are getting and how valuable it is. If you have zero knowledge of copywriting and headlines how will you know. My point is that you, at the very least, need to have some knowledge of writing copy and headlines. Otherwise, how can you determine good from not so good before you put your money down. A lot of good money get spent on not so good headlines and copy.

 

Dave Garield, described by many as, “the world’s greatest copywriting coach”, has wriiten a the benchmark book when it comes to writing headlines. “Advertising Headlines That Make You Rich” takes the guess work out of writing headlines. Dave shows you how to modify proven money generating headlines to meet your needs and carry your visitor thru from headline to clicking the Buy button. Even if you will outsource your headline writing, you still need to know what works and what does not work. “Advertising Headlines That Make You Rich“ is one book that every internet marketer and affiliate marketer needs on their desk. That is an understatement. Follow this link and order yours now, you won’t be sorry.

Well, this is long enough, maybe even too long.

Al