In this article, you will know the exact sales formula that I have been using to write my sales copies for emails, landing pages, and ads. Not only that, I will give you an activity at the end of this article so, if you are someone who wants to learn copywriting then stick to the end.
When it comes to selling, most people make a mistake by being a typical pushy salesman and desperately try to sell by hook or crook.
What they don’t understand is that, sales is based on science and you have to understand human psychology and behavior to sell effectively. Not only that, we also have to know how to get their attention and persuade them to sell.
For selling or writing a sales copy, I have been following a formula called the 80-20 formula.
In this sales formula, I focus on creating value for my audience by giving interesting problem-solving content that covers 80% of my sales copy and then I try to sell that covers 20%.
If you have been consuming my content, then you would probably know this strategy.
HOW TO SELL LIKE A PRO = 80% VALUE+ 20% SALES
Let me clear this formula with a situation.
Imagine you are in a mobile showroom to buy a mobile phone with a budget of Rs 20,000.
As soon as you enter, the salesman comes up to you and starts saying,
“Hello, sir. We have an offer going on our mobile phones. If you buy a mobile now, then you will get a discount of 50%. Not only that we will also give you a free temper glass and an earphone which costs around Rs 3,000 and I don’t think you should miss this opportunity. So, should I pack this phone for you?”
Tell me what your response would be. You might feel overwhelmed and try to escape that shop as soon as possible.
But imagine another situation,
“Salesman: Hello sir Namaskar. How may I help you?
You: I need a phone and my budget is Rs 20,000.
Salesman: No problem sir. We have great phones that come under your budget. I can show you all the phones around here and even tell you which one would be the best for you in your budget.
You: That’s great.
Salesman: Are there any specific functions that you are looking for?
You: Actually, I have not much of an idea about these things.Â
Salesman: No problem sir. I can help you with that as well. I have been a crazy tech lover since my childhood and I used to even open the radio or cassettes to see what was inside. My dad used to give me a nice beating when I damaged his gadgets.
You: Haha. I can imagine your situation.
Then the salesman will start showing all the phones that have great functions under your budget. He will solve all your queries and even help you in choosing the best one.
In the end, he will try to sell and I am sure you will be impressed by him and eventually buy a phone from that shop.”
If you observe the conversation closely then the salesman gave value for almost 80% and then he tried to sell. This is the exact technique that most of the salesmen in Tamrakar house (Mobile Showroom) use to sell their mobile phones.
This 80-20 sales formula has been working like a fine wine for a long time and trust me it still does.
In copywriting, whether you are writing a sales copy for an email, landing page, video, or ad copy, this is the formula that you have to use to impress your prospect.
People have a very short attention span in this digital age. If you can’t get the attention, then your prospect is never going to buy from you. And to get the attention, you have to create value.
When the prospect feels like they are getting very interesting content that solves their problem for free then they will give their attention.
Once you have the attention, you can monetize that attention by selling your product or service.
People think that copywriting is all about explaining the product’s features & benefits.
But no. It doesn’t work like that.
Copywriting is about creating valuable content that motivates and encourages the reader to read the entire content. When the reader reads the entire content, that means they are interested and ready to take the action.
Activity
If you are still reading, then I know how much you want to learn copywriting. So, I want to give you an activity where you have to write a sales copy of 150 words.
Imagine you are a life insurance agent and you are selling a “Life Insurance Policy” to me.
Suppose, I am a 28 years old person who has lots of family responsibilities. I am the elder son so if something happens to me, then there would be no one to take care of my family. Not being able to support my family when I am not there is the biggest fear of my life.
Now, you have to write a sales copy where you will sell the policy to me. Remember you have to give me value first. Talk about my problem, my biggest fear, my family, and then give me a solution by selling the policy.
You have to write the sales copy in the comment section below. I will read your copy and give you feedback as well.
Don’t be afraid to write the copy. You might be a beginner and might feel overwhelmed to write but 5 years back, I was also a beginner and was on the same page. What I did was, I started and now I am here.
I just want you to start and take the action.
Hoping to see your sales copy in the comment section.
Cheers,
Saugat Basnet
Hello Sir.
I have no idea about what your personal background is and trust me I won’t ask you either. I don’t want to sell any kind of insurance to you too.
I just want to share my personal experience with you so that even though you purchase the policy or not but at least you might share the same to someone else. And that might work for him/her and that might even help the family in the long run.
One of my friend was never convinced about insurance and always took it lightly. He thought it was just a waste of money and had no return. All insurance agents do is talk, follow up and nothing else.
He belonged to a simple family who did not have very good income to support the entire family. The family had high hopes from him. Not sure what struck him one day, he decided to do the insurance.
Unfortunately, the next year he expired in an accident. The family lost their only hope. Life is uncertain but there are certain things we can do and that could directly, indirectly impact upon our own family. My friend is not there but his one good decision has helped his family become secured.
I did not want to be in this job but my friend was my biggest lesson and I wanted to help other families to secure their future and living.
Now Sir, would you or request at least someone else to do insurance?
Nice one Pratikchya Jee. You hit the pain point of your prospect not by telling their problem but by telling a story. People love to hear a story and even sales copy can have a story that can get attention easily.
You really got my attention by telling the story.
Do practice more often by creating a topic yourself and writing a copy on it.
Excellent work. Keep it up!
Thank you so much. It’s been a great learning experience in overall. Also, like I said earlier your are a good human being and that’s why people connect. Please keep inspiring, more mentors like you needed to be true ??
Most welcome and thank you so much for the words of encouragement. I will definitely continue inspiring everyone.
In this 21th century,, people are so busy,they are busy in social media more than anything else,,,they don’t hav time to talk with anyone where they can found a peace,,,,there is no one who care about you and you need to ask yourself what if something wrong happen to me ,,,how my family cope this situation,,,what will be the consequence of my family? Nobody gonna do anything to u and your family in your dark days ,,,yeah I know some of people help you but not always ,,to keep away your family from financial crisis or some accidential ,make a partner who stand with you in that situation ,,your self esteem is your everything,,you and your families are your responsibility ,,,,let’s share your responsibility with us,,,,we will be with you in your worst conditions and help you to come out from that situation,,,,,,let’s join in this ensurrance policy which is designed for every people who are responsible to their own family ….so I wanna hearty welcome to you in this beautiful and safest insurance policy,,,,and we will glad to hav you in our journey sir/ mam
Well tried Sajan Jee. You explained the present scenario or problem that people are facing. Also, you elaborated on the pain point of your prospect which is really good.
You have tried really well but still I suggest you to come up with these type of scenarios and try to write copy like this.
Hello sir,
Since you have visited our office, I want to share how important the life insurance policy is. How it helps to financially protect the family incase of death of the policyholder.
Let me share the real story about my neighbour uncle and aunty. Uncle was a jobholder while aunty was only a housewife .They had two children and they were just school students. So, uncle was the main person who hold financial responsibilities in the family. He was the one who support the family financially.
One day, uncle died in an accident. Then, aunty was so broken financially and emotionally. She had to face difficulties to support the family.
But one day, insurance company called aunty and asked to visit them. She found that Uncle had bought insurance policy which she even did not know before. It was like a miracle for her and the family. She got claimed amount. It helped her to pay education expenses for the children and run family expenses as well.
So, sir if you would buy the policy ,I am certain that it would definitely work for your family and support them while they would be in need in future.
Though the choice is yours sir, I will love to welcome you here for your family.
Great Lalita Jee. You started the copy by first letting me know about our previous interaction and your product. Then, you got the prospect’s attention by hitting the pain point. Also, you shared the story rather than just telling the problems. That’s actually a great idea to get the attention of the reader.
Do come up with such topics and write more copies like this. You did a wonderful job.
Thank you sir. It’s amazing to learn something new from you sir .
My Pleasure 🙂
Hello Sir,
Good morning. I’m here to let you some of the importance of life insurance policies. We human beings are never sure about the uncertainty of our lives and it is also painful to know how fast the time flies. We encounter various problems in our lives but amongnst them, our biggest fear is to be absnet when we are needed the most for our loved ones.
Life is uncertain and as you are the eldest son of your family, there comes a great rsponsibilities with you. In fact, everyone in the family depends upon you and you know, you are the greatest asset of your family right now. Therefore, you should be very consicious about your health too. Just imagine a condition, just a imaginary condition, where you meet a serious bike accident while travelling back from your office. Now, what happens, you are admitted to the hospital and all the money that you have been earning and saved for you and your family members are all gone in your treatment and unfortunately, during the same time if your son also suffered from pneumonia, imagine what will be the financial condition of your family. You will be running here and there for loans and everything and you will also face mental illness but here is a solution that I come up with for you.
I have various life insurance policies and as you know, you are full of responsibilities and any bad things that happens to you affects the whole family, therefore I would love to suggest you to get this 20 year insurance policy which inturns help you to get rid of various problems whenever you face any health issues. Also, during the 20 year period, you can freely earn money without thinking about your health issues and fulfill your responsibilities.
This is all, what I love to suggest you sir. I believe you have underestood its importance and I hope you will be willing to take this policy for yourself and for the betterment of your family too.
Hello good morning Sir,
You might be wondering who am i…but..I’m here to let you know some of the importance of life insurance policies. We human beings are never sure about the uncertainty of our lives and it is also painful to know how fast the time flies. We encounter various problems in our lives but amongnst them, our biggest fear is to be absnet when we are needed the most for our loved ones.
Life is uncertain and as you are the eldest son of your family, there comes a great rsponsibilities with you. In fact, everyone in the family depends upon you and you know, you are the greatest asset of your family right now. Therefore, you should be very consicious about your health too. Just imagine a condition, just a imaginary condition, where you meet a serious bike accident while travelling back from your office. Now, what happens, you are admitted to the hospital and all the money that you have been earning and saved for you and your family members are all gone in your treatment and unfortunately, during the same time if your son also suffered from pneumonia, imagine what will be the financial condition of your family. You will be running here and there for loans and everything and you will also face mental illness but here is a solution that I come up with for you.
I have various life insurance policies and as you know, you are full of responsibilities and any bad things that happens to you affects the whole family, therefore I would love to suggest you to get this 20 year insurance policy which inturns help you to get rid of various problems whenever you face any health issues. Also, during the 20 year period, you can freely earn money without thinking about your health issues and fulfill your responsibilities.
This is all, what I love to suggest you sir. I believe you have underestood its importance and I hope you will be willing to take this policy for yourself and for the betterment of your family too.
Hello sir,
You surely might be wondering or having a lot of queries in your mind about the life insurance service we are providing. Let us help you to resolve all of your doubts. Being the only earning member of the family we have great responsibilities towards them. Making them financially secure even in our absence is the only thing we dream about. So we are providing life insurance facility to you so that you can provide financial assurance to your family in your absence.
I personally also have a life insurance policy and trust me this will be great to our family members. iI have even told my friends and relatives about the same policy and almost twelve of them subscribed the policy. Unfortunately, my one friend died due to medical reasons and his family is thanking us for providing them financial security after her death.
Her mother said,” Even though she is not with us she made sure that we wont suffer from financial crisis and thank you for letting us know about the policy.”
Would not this be great if you also do the same, sir?
I hope you understood how important this is.
Hello sir,
I can observe , your love and responsibilities for your family brought you here and i want to let you know that you are taking good steps to help your family in worst situation .
I am saying these things to you with confidence because i had witnessed that situation in my own family . My uncle had small family , his wife and 18 years old son . He had a lot of responsibility so he went foreign country but just after 6 months he died in an accident it was very tough time for his family in both emotional and financial way . But later insurance company contacted his wife and informed he had bought insurance policy and provided all claims to his wife . It was hard time for them to overcome unrepairable loss but money from insurance policy helped them to be stable financially .
I am sorry for over explaining you but i want to let you know it helps. Now rest decision in yours .