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Using selling triggers when marketing online is more important than any place else because the person on the other end can only go by what you have written. It’s a lot different than in the real world where a perspective buyer can see the product or can be convinced to buy from a sales person.

Using emotional triggers in your sales letter is an absolute must in order to make sales on the Internet. Below are a couple of motivations that may help close the deal.

If you were selling a money making opportunity it is obvious that you would want to throw in a monetary trigger to help seal the deal. There are more selling triggers that you can use if you were selling a money making opportunity than just the monetary aspect. There is also the, be your own boss selling trigger, work when you want selling trigger, take extravagant vacations selling trigger, spend more time with family and friends selling trigger, etc.

If you were selling gym equipment you could use selling triggers like, lose weight, look and feel better, make yourself stronger, build muscle, etc.

The point is that you want to use selling triggers throughout your sales page to trigger an emotion to motivate the perspective buyer to not only buy your product, but to buy your product now. Let’s face it, most will never buy once they’ve clicked away from your website. Emotional selling triggers will get them to buy now.

What you are basically doing with these selling triggers is painting a picture for the potential buyer. As they say a picture is worth a thousand words. Save the words and paint the picture instead. You will make way more sales by doing so.

You can use selling triggers to evoke an emotion for anything that you sell. All you really have to do is take the best feature of the product that you are selling and use it as a selling trigger.

Let’s say that you are selling an ebook that teaches people how to become popular. This is a real easy one because all you have to do is paint a picture of people falling all over themselves to be seen with them and you will have successfully evoked an emotional trigger that will at least keep the perspective buyer reading your sales ad and will at least make them consider to buy.

You want to continue throughout the sales ad to add new selling triggers to keep the reader excited about your product. The more selling triggers there are the better. If the reader of your sales ad is still excited by the time that he/she is done reading, your chances of making the sale has increased tremendously.

Take a look at the product that you are selling, take it’s biggest feature and paint a picture using selling triggers throughout your sales ad and watch your sales increase tremendously.

When writing an ad copy, there are some things to take into consideration. While this article will not tell you how to write a sales ad it will give you some insight to what a sales ad should contain to be effective. Implement these ideas in every sales ad that you write and you will end up with a good ad copy that will sell. The first thing to understand is that most products sold on the Internet are impulse buys. For the most part people do not search for a product to buy online. They look for information not something to buy. Even if you are selling information it is still considered a product and what web surfers are looking for is free information not information that will cost them money. A good sales ad should contain the following.

Curiosity

Credibility

Believability

Trigger an emotion or desire

Create a sense of urgency

Put a time limit if possible

A call to action

Curiosity
In the opening of your ad copy you want to create a bit of curiosity. Creating curiosity right from the beginning in your headline will hopefully draw the reader into the body of your ad copy. There are many ways to make the reader curious. I’ll give you a couple here to get you started. One way may be to use reverse psychology. Here’s an example using reverse psychology.

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Can you see how this would catch the reader’s attention? It’s like when someone tells you not to look makes you want to look all the more. You think to yourself. Don’t tell me not to look. I’ll look if I want to. You’ll get the same reaction telling the reader not to read any further. Here’s a more positive headline.

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In the above example the reader is given enough information to hopefully peak his or her curiosity without telling he or she what it is that is being offered. He or she will have to read the body of the ad if he or she wants to know what will help them with their search engine woes. Curiosity will catapult the reader to the body of the ad which is what will ultimately make the sale. You will however, need to get them to the body. Curiosity will do this very well if written properly.

Credibility
You must be a creditable source in your sales ad. In other words you must be knowledgeable about what you are selling and be a trusted source. You must lead the prospective buyer into a mindset that you know what you are talking about and that you are an authority on the subject. If the reader feels that you cannot be trusted you will lose them forever. Do whatever it takes to build credibility. Use testimonials if you have to. Use whatever legitimate means to make your prospect comfortable with you. Create a I’ve been there done that scenario. Giving your reader a sense of familiarity will go a long way in building trust. Tell a true story about yourself that fits in with what you are trying to sell to bring a point across. The main focus in building credibility is to get the reader to relate to what you are saying.

Believability
Make what you are saying believable. Always tell the truth. Don’t ever say that a product does something that it doesn’t do. Whatever credibility that you have established will go out the window if you do. You can put a spin on what you are selling and make it sound like it is something that he or she can’t do without as long as you are being honest at the same time. Don’t say something that can’t possibly be true. Make it believable and more importantly, tell the truth.

Trigger an emotion or desire
As I said earlier in this article, web surfers are impulse buyers. This very fact really puts you in the drivers seat when it comes to selling online. If you can trigger an emotion or a desire in them you will be able to sell to them. There are a variety of ways to do this. If it’s a product that solves a problem or will make a hated chore easier, you can put a spin on this and put their emotions and desires into overdrive. It could be a product that saves the reader time or money. You must take the most important feature of your product whatever that may be and spin it in a way to evoke the readers emotions and wanted desires. The biggest thing that will stay in your readers mind is what is in it for me. Unless you tell them by working on their emotions and desires you will lose them. Don’t describe what a feature of your product does instead give the benefits of a particular feature. Here is an example of the right way and wrong way of triggering an emotion or desire in your reader.

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I don’t think that I have to tell you which one gives a benefit of the product. The thing to understand is that people don’t care about features. They care about what the product will do for them. Make sure that you tell them.

Create a sense of urgency
Create a sense of urgency. This doesn’t have to mean that if the reader doesn’t buy now that the product may not be available at a later time. If there is truly a time limit or you are only selling a limited quantity, then that would be the best way to spin it. You would only spin it this way if it’s the truth. Always keep credibility in the forefront when writing your sales ad. If there is no time limit or a limited quantity to be sold, going back to the most important benefit and spinning that is the best way to go. Putting urgency on the most important benefit may sound something like this.

Don’t spend another day submitting to the search engines manually. If you continue to do this you will be losing something that you can never get back. Your time. As they say time is money. Stop wasting both.

See where the urgency fits in? The above statement implies that if the reader continues to waste time he or she will lose money. If that doesn’t create a sense of urgency, I don’t know what will. Another idea may be to set the product at a lower price for a limited time or for a limited quantity. However you do it, put a mindset of buy it now in the readers mind.

Put a time limit if possible
Putting a time limit on the product falls in line with creating a sense of urgency because the time limit will put in the mind of the reader, if I don’t buy now, I may lose out. I separated the two because the seller may be selling someone else’s product and may not have the authority to do this. If it is your product this is a great way to close the deal right here and now or you will lose out on this great product. Time limits are generally put on high ticketed products. If you have a high ticketed item that is your own, putting a time limit on it is a great way to go.

A call to action
Of course a call to action has to be placed in order to seal the deal. The call to action is simply a button or hyperlink that tells the reader that it’s time to buy. I like hyperlinks as a call to action and have found that having a hyperlink that says ‘click here to order now’ has worked the best for me. If your sales ad is long, you should put a call to action more than once in your ad copy. I always put a call to action after I have consciously triggered an emotion or desire. This is the place where people are most apt to buy if they are not going to read the whole ad copy but have already decided to buy.

Follow these guidelines and you will find that you have created a killer ad copy that will sell over and over for you.