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We shall learn copywriting through exercise worksheets based on the following marketing formula:
1. Get Attention
2. Create Pain
3. Demonstrate (Explain how to alleviate the pain)
4. Validate (Give proof to substantiate the demonstration)
5. Negotiate (Take care of any potential objections)
6. Close (Obviously always use an assumptive close)
Exercise 1
We are going to get you to write a list of all the PAIN someone has because they can not solve a problem. The
problem is being solved in your information product.
So, let's feel some emotions.
A person who needs/wants my product because he/she
FEELS _______________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
WANTS _____________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
NEEDS ______________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
The emotions my product will hit are:
Write down what the emotions are: (Example a Dating Solutions - How to Get a Date and What to do on One)
Pain: Lonely, shy, embarrassed, scared,
Feels: - sad, timid, fearful
My product is going to solve - being alone - fear - finding a date - what to do on a first date when you get one
List everything way that you can think of that your product will benefit your customer.
NEXT: Write down how you will solve all those problems with your product!
Exercise 2
Let's look at the negotiation:
What objections can you think of for a person not purchasing your book?
(Example: Too expensive/ Not a "real" book/ Trust (they don't know you)/Secure order form?)
Think about it and write down potential objections right here!
_____________________________________________________________________________________
_____________________________________________________________________________________
Next: Getting the Sale (closing)
What kind of people will be reading your book?
_____________________________________________________________________________________
_____________________________________________________________________________________
What do you think they do? Are the majority, men or women?
_____________________________________________________________________________________
_____________________________________________________________________________________
What age group?
_____________________________________________________________________________________
_____________________________________________________________________________________
What annual income do you think they have?
_____________________________________________________________________________________
_____________________________________________________________________________________
Do you know anything about this age group of people?
_____________________________________________________________________________________
_____________________________________________________________________________________
(EXAMPLE: The dating book. Let's say I really made a niche with it and my target market would be
Dating Solutions - How to Get a Date and What to do on One After a Divorce.)
You see, now it has knocked out all first dates, because these people have obviously dated before, or they would
not be divorced. My target market will probably be:
People who have kids of different age groups.
So, in my sales letter, I may have to really reach a certain age group because we now know that the majority of
them will be over 30, have kids from 3 to 40 years old (for all that I know).
My niche is just divorced people. People get divorced at all ages. But, I can generalize with the bits of knowledge
that I am imagining.
So, to make my writing easier, I simply create two divorced people in my mind. Maybe you know a divorced
couple?
So, I make an assumption: 41 years old. 2.81 kids with ages probably ranging from 12, 14, 17. So now, where in
the world do divorced people meet someone?
(not my expertise - but, if it was, then I'd be really putting out the ideas!)
Friends, work, hobbies, college, parks, grocery stores, Parents Without Partners, if there wasn't one in my
country, I'd consider starting one. Then, of course, sporting events and even at the school my kids are
going to.
So, once I get some kind of idea of my target market, I can get close to them so that I can "close" them, and get
them to take action.
You'll be surprised how creating your customer in your mind's eye can help you to write a sales letter from top to
bottom. You sit there and talk to them 'ONE ON ONE' just as if you were at the table with them.
“Hey, Joe… I see it's been over a year since your wife left you."
"Yeah," he mumbles.
“How ya doing?”
"Ah, all right, I guess.”
"You guess?" (Raised eyebrow.)
"Well, you know - it does get lonely. I was so used to the kids bustling around now it seems deathly quiet, except
when I have the kids for a visit."
"Yeah, must feel empty, huh? Have you thought about dating?"
"You know, yes, I have. It's just that I really don't know where to go to meet someone and I've already got a
strike against me, being divorced and all."
"Oh, there's a cool book out, did you see it? It's called getting back on the dating track after divorce."
"Really! Where'd you hear about it?"
"Ah, Ken and Barbie got a divorce and, and Barbie now comes with Ken's wardrobe and everything else.”
“Anyway, Ken says it got him out again, and it amazed him all the ways he could meet someone new. Hey, let's
check the Internet and order it, okay?"
"Yes, okay!"
(searches search engine and finds the ad)
"Look, it's an ebook and you can start reading it tonight."
"Awesome!"
"Check to make sure it has a guarantee and that your credit card purchase is safe!"
"Hey, thanks. It's good to have a friend like you."
Are you getting a picture here: Research, so that you know as much about your target market as you can. Then,
create your customer in your mind's eye.
In fact, picture your perfect customer for your product.
And, you can write down a little dialog, until you feel comfortable talking to your imaginary customer. It's a great
writing challenge.
It also makes you stay focused. Start writing here:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Exercise 3
I realize that it may seem strange to leave the GET attention until the last part of this book's exercise, but there is a
method to my madness. ☺
A swipe file is a file where yougrab a copy of all clever statements that might work with your product. But, I
believe you have created a product that you are interested in. You now must be your own customer!
I asked you to write down the benefits of your information product.
We need those benefits.
Again, I am going to get you to think outside the box! I know, I know, I've given you lots of exercises for the mind.
It's good for it! It's okay to relax. It is not okay to let your mind die.
The more you use it the better life gets for you!
I know, I know, I've told you a few times, to not JUDGE everything by what you like and don't like.
Okay, this exercise is the exercise of picturing yourself going to buy your product.
How do you feel today?
_____________________________________________________________________________________
_____________________________________________________________________________________
Are you interested in your "widget" (your product is now going to be referred to as "widget.")?
_____________________________________________________________________________________
_____________________________________________________________________________________
Are you interested in your widget?
_____________________________________________________________________________________
_____________________________________________________________________________________
What would you give up to get your widget?
_____________________________________________________________________________________
_____________________________________________________________________________________
What emotion does your widget touch?
_____________________________________________________________________________________
_____________________________________________________________________________________
(Will it be one like "Who else wants to know their future")
What headline would attract your attention to read about your widget?
_____________________________________________________________________________________
_____________________________________________________________________________________
(Give me five minutes and I'll prove to you’ my widget will change your life)
(Special Interview with Expert on Widget)
What are the benefits? If you have not written them down, do so now!
_____________________________________________________________________________________
_____________________________________________________________________________________
QUICK! Write 5 to 25 verbs Right now! Go!
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Did you do it? Cool!
Now, let's play a game:
HOW TO (verb action) your benefit
So think of verbs such as:
attract ______________________________________________________________________________
repel _______________________________________________________________________________
sing ________________________________________________________________________________
wash _______________________________________________________________________________
make _______________________________________________________________________________
create _______________________________________________________________________________
run _________________________________________________________________________________
jump _______________________________________________________________________________
So, you might have "how to attract (your benefit)"
Yes, some of the verbs you may pick will appear silly.
Who cares? The point is to let your mind jump around and relax. (How to Jump your Benefit)
But, what if you play with them and turn things around to see what you get?
How to JUMP START your benefit
What opening statement can you think of?
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Simple but Powerful
What would you do (to attract your benefit) (Jump Start your benefit)
If you have ____________ sing your benefit
Take advantage of (us) to (make) your benefit
Must See -- your widget (verb) your benefit
Special offer
So Easy a Teenager will do it.
We've (jumped) through hoops to (your benefit)
We've yelled, washed, pushed and stampeded to MAKE Your benefit
New Discovery
Isn't it Time (that you (verb) (relaxed) with widget with benefit
Act now to get this
Remember when
Give me (3) minutes and I'll show you
Imagine (action) your benefit
There is no set way to play this game. I'm just getting your creative juices flowing, that's all. Are you getting some
ideas?
I hope so!
You could be creating several sentences for your sales copy as you play this game. You could be creating one line
ads, sub-headers or just pieces of sentences to fit into your sales copy as you play this game.
You mix, you match, you play and you can come up with some great sentences.
If you have friends or family who are interested, let them play. If you have kids and they feel neglected, let them
choose verbs for you. Let them choose colors and be part of what you are doing!
It's fun to create, it really is.
However, you might like to make it easier for yourself?
Here is a tool for you to create your own headlines! It's free!
I'll tell you a secret about headlines. They can make a big difference in your sales. You can use three different
headlines that all seem similar, and suddenly you will find one that pulls better sales than the others by just a few
differences in words.
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The above is an extract from the ebook "Internet Money Revealed". Wow, you have read this far! It is an
indication that you have the strong desire to be successful in internet business. We will not disappoint you.
Let's hear what John Williams has to say:
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Teresa, every page of your course shines with truth that can lift anyone from where they are to whatever success
they want to achieve.
I know that you've been there and not only done it but excelled in so many areas from web-hosting and product
development to writing and marketing. Now your readers can use your hard-won experience and
knowledge to really know how to build their future.
You've packed the equivalent of a diploma course in these five books and spelled out everything in your easy to
follow way. I can see why you are offering a double back guarantee!
John Williams
ezyebook.com
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In Volume One, Teresa teaches you how to tap into your own mind to
find the little to big money maker inside your brain. You'll be amazed
what you will discover when you apply the techniques to brainstorm
your own product!
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In Volume Two, Teresa King shows you how to research your ideas
to see if there is a market for you to quietly sit back and open your
email to the coveted "You Have Made a Sale!"
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In Volume Three, Teresa shows you how to develop your product.
Don't worry if you cannot write a book. You don't have to write your
own product!
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In Volume Four, Teresa shows you what you need to do
to get your product online, to accept credit cards, and be ready for
your orders and the necessary sales page to make that happen.
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In Volume Five, Teresa King shows you how to market your product.
Yes, finally, the book that takes you by the hand on what "real"
marketing is all about!
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Here is a testimonial from Bryan Kumar
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Teresa's course will even make a believer out of the most jaded individual about Internet marketing. She will have
you making at least $900 (or more) per month from your home. And she has proof to back it up -- examples of
how she took ordinary individuals and got them earning a REAL income online.
The amazing bonuses alone would be worth thousands extra in profits to you this year. But, if I were you, I'd
devour every page of her 5-volume course, and start putting it to use immediately!
They say, 'When the student is ready, the teacher will appear!' Are you ready to start making an additional $900
(or more) per month, from the privacy of your own home?
You owe it to yourself to make this your best year ever! And, if you've been around for a while, you'll WISH you
had this entire jam-packed profit-producing package in your hands when you first started marketing!
Get it, devour it, and profit from it!"
Bryan Kumar
Secret Subjects!
http://www.about-secrets.com
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But that's not all. Bryan consented to an Interview about how he created his own product and that interview is in
this amazing study course.
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"Teresa, I have read many ebooks on the Internet with great value. But, I have never read a whole five book
study course on developing a money making product.
What a fantastic concept!
I am honored to recommend your Internet Money Revealed. It's a wonderful get out there and create your own
product that sells study course!
I wish your customers much fortune and highly recommend they get your study course so that they can go
forward in their Internet Opportunity of Success and make the money they deserve!"
You make it easy!
Tom Hua
ebookwholesaler.net
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Again that's not all, there is an Interview about how Tom created his own product and made it work for him.
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"Hi Teresa,
Well, you've done it again! This is truly a masterpiece! I know for a fact how hard you work on a single ebook,
let alone 5 in one awesome package!
Thanks so much for letting me have a "sneak preview." Internet Money Revealed is definitely headed for the
internet hall of fame. It's definitely on my list of "must have" tools for anyone even considering an online business.
Again, you've proven you are the quintessential teacher!"
Patty Baldwin
http://aboutniches.com
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You will read how she quit a $4,000+ per month job to work at home and is loving every minute of it. Her two
years on the net, then meeting Teresa King.
Invest In Yourself!
The price of this package is not all the money you will need to spend. The more skills you have on the Internet and
the more work you can do yourself will save you money.
However, if you have no skills, no website, this book will not teach you how to get a website up. It will
recommend where you can learn how to do that for free.
It will not make you into a writer if you are not a writer! It will teach you how to use other resources to get your
book written!
Let's compute something for you:
If you were to go to a university to learn the skills in this book, you'd go to school for two years minimum. You'd
pay for those classes. How much you pay would be what the going rate is in your area!
A good guess might be at least $12,000 dollars. Many of the books you would need for college courses cost
$100.00 or more each. It can take more than two years to get a two year degree, depending how many credits
you can take at one time.
If a college professor knew the secrets in this five volume set, he'd not be standing around teaching his class, he'd
be home creating his own product and selling it!
Remember, you can look at your current job. You can look at your boss, your co-workers and even your
supervisor. You can look at their potential income and know this right now. They have a CEILING on how much
money they can make.
There is no ceiling when you work for yourself. You can make as much money as you want. There is no limit!
Next, if you were an investor and you decided to buy a "real" brick and mortar business that netted $900.00 per
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At just $47 and a money back guarantee, you have nothing to lose and a whole future to gain right now... if you
just get this package, study the contents, put it to work for you, and stay focused on your goals.
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Here are the bonuses that will help you to achieve making good money on the internet:
Bonus #1 Killer Ads Book A Free book online - It has no business being free. It's a free book in an exe style.
Bonus #2 Science of Getting Rich A wonderful book from the Public Domain that is from the early 1,900's.
Bonus #3 P. T. Barnum's Art of Getting Money Another Public Domain Book that will knock your socks off.
Bonus #4 Power of Concentration Again another book from the Public Domain that will shout at you.
Bonus #5 Traffic Secrets by Bryan Kumar This book is sometimes paid for and sometimes free.
Bonus #6 Brainstorm goal setting Awesome, concise another book meant to be free.
Bonus #7 Million Dollar Niches - With Resell Rights
Bonus #8 Clickbank A really cool merchant account, with terrible instructions on how to get set up.
Bonus #9 Killer Mini Sites A fantastic book on creating Killer Mini Sites
Bonus #10 Accomplish Anything You Want Out of Life Report compiled by Teresa King
Bonus #11 Broken Business or Life? Patricia Krenik's report on the steps you need to take to FIX them
Bonus #12 Emote - A fun gizmo that you can make go viral Cool fun Gadget that has many laughing sounds
Bonus #13 Keyword Mixer An easy way to mix your keywords
Bonus #14 Money and Power - Complete membership to Allen Says' Internet Warriors
Bonus #15 Martin Avis Secrets to An Ezine Fortune
Bonus #16 How to Sell High Priced Products
Bonus #17 Think and Grow Rich
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All the 5 Volumes of Internet Money Revealed
+
17 Bonuses Listed Above
for only $47
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8 weeks Money Back Guarantee!
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Your purchase through PayPal is secure.
You purchase is also fully guaranteed - if for any reason, you are not satisfied with your
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With this iron-clad guarantee, what have you got to lose?
Go ahead and click on the PayPal buy button. You will be glad that you did.
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Proudly Brought to You by Jacob Gan, PhD (Michigan)
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