In the last letter I sent I told you about my ‘real’ secret to success.

It was ‘finding’ my sales personality- the side that loves to help other people get what they want.

That’s what selling REALLY is… the problem is most people do not see it this way.

If you’re a buyer and you see a ’sales pitch’ your first reaction is, “He’s just trying to sell me something to make money.”

And, for most offers, you’re probably right.

But then there are some offers that seem really genuine… there’s something about the offer that lowers your natural defenses and gets you excited… or at least ‘interested’ in the offer.

What makes the difference?

Sincerity, honesty, truth… well, yes.

But there is also a ‘realness’ about the person who wrote the offer you’re reading.

You get to know the person… you feel like they are writing to you, personally.

He says things in a certain way that make you believe what he is telling you.

THAT is selling. If you’re writing sales letters here’s the secret you need to keep in front of you:

Selling is all about creating a relationship with your reader.

You reveal something personal… you reveal that you’re not ‘perfect’, that you have faults too.

You’re ‘real’.

You empathize with and have compassion for your reader. You then reveal something about them to let them know you really KNOW them too.

How can you reveal something about *them*?

You don’t KNOW who they are? You’re writing to 10,000 people - HOW can you reveal something about them??

Well, if you can’t, you don’t know your market.

Your market shares common problems and pains and you need to REMIND them what they are before you can sell them anything.

You need to KNOW your market… before writing anything.

Why?

Because your product or service is going to SOLVE that problem or HEAL that pain they have.

And if you don’t know what your market wants, what problems they are having and what gives them pain then you have no market.

Your market is a specific group of people who share a problem, pain or deep desire.

Then you find a product or service that solves the problem, heals the pain or satisfies the deep desire they all share in common.

The sales come when you convince them, beyond a reasonable doubt, that your product will solve, heal or satisfy them in some way.

And to tell the truth… you don’t even have to be that good to make sales and make lots of money…

Even if your marketing and sales messages stink, you can still make a ton of money if you do just ONE thing… ONE thing that 99% of all business owners NEVER do, or if they do it, they do NOT do it correctly.

The ’secret’ to THAT statement will be revealed in the NEXT letter
A real cliffhanger, huh?