By John Barcelos
Most people try to improve their sales in Mail Order by creating and testing different sales letters. But there is one very important part of the sales letter that is often overlooked and yet this is the very part that can make or break a sale.
Your Order Form is the last hurdle that must be overcome to get that sale. By simply improving your order form, you can increase your sales dramatically. And starting tomorrow, you can have a better order form by just doing one simple thing.
Add color to it.
In 1997, I did two tests with colored order forms. The sales letter and order forms for both tests were identical except for one thing. Half the order forms were printed on beige paper and half were printed on white paper. The beige order form out pulled the white form in both cases.
You can improve your sales by doing the same thing. Of course, you don't have to use beige. You can use any color you want. Test different colors and see what works best for you. Just make sure not to use dark colors that will make your order form hard to read. Light and bright colors work best.
If you'd like to improve your sales by getting the most out of your order form, follow these simple steps:
1) Print your order form on good-quality, 8 1/2 X 11 colored paper.
2) Don't use the same color paper for your sales letter as you use for your order form. This will defeat the purpose of using a colored order form.
3) Make sure your order form is easy to read and understand. Reinstate all the key benefits of your product, service or opportunity with short sentences.
4) Reinstate your guarantee. Make it the best guarantee you can. Also make sure that your prospect knows that you'll honor your guarantee. Make it safe to order from you.
5) Tell your prospect to order NOW! You don't want them to order later. They must order that very minute. If they put it off until later, chances are they won't order at all.
6) Give them an incentive to order now. Offer a free bonus, free gift, a discount or free shipping & handling if they take action and order NOW!
7) More importantly, give your prospect clear instructions on how to order. Make sure you tell them exactly how to order and include a return envelope for your order form. The less you give your prospect to do and the easier you make it for them to order, the more your sales will increase.
8) Take full advantage of your sheet of paper. Give the customer room to write.
John Barcelos is a mail order dealer and writer who has just published a new book, SELLING OPPORTUNITIES--the result of two years' research and testing. If you would like to know how John's book can help you sell more of your Opportunity, write to:
K&M Enterprises P.O. Box 40356 Providence, RI 02940-0356
Ask for the free information on Selling Opportunities.
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