{"id":3654,"date":"2009-12-29T08:25:55","date_gmt":"2009-12-29T13:25:55","guid":{"rendered":"http:\/\/37d57f8fa2.nxcli.io\/blog\/?p=3654"},"modified":"2009-12-29T16:06:28","modified_gmt":"2009-12-29T21:06:28","slug":"turn-big-yes","status":"publish","type":"post","link":"https:\/\/www.marketingforsuccess.com\/blog\/copywriting\/turn-big-yes\/","title":{"rendered":"How To Turn Lots of Small “Yesses” Into One Big “YES”"},"content":{"rendered":"

Creating a compelling sales letter or ad can be looked at as turning lots of small \u201cyeses\u201d into one big \u201cYES!\u201d That big \u201cYES!\u201d being an order for your product or service. Here\u2019s how this works.<\/p>\n

Just as in direct sales, you want to get the prospect to start agreeing with you early on. You start off by building rapport, which makes them more agreeable with you. Then you utilize various questioning strategies to get them to nod their head in agreement or verbally state that they agree with you so far.<\/p>\n

And you keep pursuing that agreement, asking questions to make sure the two of you are on the same page until you ask for the order.<\/p>\n

You see human beings are hard-wired to agree to something after they\u2019ve made a minor commitment to it. So if you can get small commitments of yes throughout the \"copywriting<\/a>sales process, getting the final yes to buy your product becomes easier. So how does this play out in sales letters, landing pages and ads?<\/p>\n

First off, your headline needs to tie into a desire they already have.<\/strong> In the opening of your ad, you want to promote and build on trust and rapport and you do that by using a testimonial, a credibility-building picture, or copy that explains that you understand their situation \u2013 that you are like them.<\/p>\n

You always start off from where they already agree with you and build on that. In the body copy you insert leading questions to further build that agreement. Here\u2019s an example:<\/p>\n