197 questions to higher conversion rates - conversion checklists

Post on 01-Dec-2014

943 Views

Category:

Marketing

2 Downloads

Preview:

Click to see full reader

DESCRIPTION

The Persuasive Prose conversion checklists will help you quickly uncover new opportunities to increase your conversion rates. To save your progress and other bonuses, download the full interactive PDF: http://persuasiveprose.com/conversion-checklists/

TRANSCRIPT

Conversion Checklists197 Questions to Higher Conversion Rates

Paul Giannottithe ‘Conversion Copywriter’

Contents

Section 1: Who Are You Selling To?

Section 2: Headlines and Introductions

Section 3: Your Copywriting

Section 4: The Offer

Section 5: Is It Believable?

Section 6: Are You Working a Guarantee?

Section 7: Do You Offer Bonuses?

Section 8: Reducing Refunds?

Section 9: Building Business Through Referral

(page 4)

(page 7)

(page 9)

(page 12)

(page 17)

(page 20)

(page 22)

(page 24)

(page 26)

Section 10: Where From Here? (page 28)

Who Are You Selling To?

'R�\RX�KDYH�D�FOHDUO\�GH¿�QHG��DQG�DFFHVVLEOH��WDUJHW�DXGLHQFH"

'R�\RX�WUDFN�WKH�VRXUFH�RI�DOO�QHZ�SURVSHFWV��DQG�WKH�FRVW�RI�HDFK�SURVSHFW�VRXUFH�"

+DYH�\RX�VWXGLHG�KRZ�\RXU�FRPSHWLWRUV�JHW�QHZ�FXVWRPHUV��DQG�EXVLQHVVHV�LQ�RWKHU�LQGXVWULHV�"

'R�\RX�NQRZ�WKH�LVVXHV�SUREOHPV�IHDUV�GUHDPV�GHVLUHV�WKDW�NHHS�\RXU�SURVSHFWV�XS�DW�QLJKW"

,V�WKHUH�D�FOHDU�SDWK�WR�SXUFKDVH��VDOHV�IXQQHO��ZKLFK�\RX�GLUHFW�HDFK�SURVSHFW�WKURXJK"

+DYH�\RX�VHJPHQWHG�\RXU�FXVWRPHU�OLVWV"�

$UH�\RX�RIIHULQJ�WDLORUHG�VROXWLRQV�WR�HDFK�FXVWRPHU�VHJPHQW��L�H��WRS�VSHQGHUV�"

'R�\RX�KDYH�D�QHZ�FXVWRPHU�ZHOFRPH�NLW"

'R�\RX�KDYH�SURFHVVHV�WR�FDSWXUH�WKH�QDPHV�DQG�GHWDLOV�RI�\RXU�SURVSHFWV�FXVWRPHUV"

'R�\RX�NQRZ�KRZ�PDQ\�FOLHQWV�\RX�VHUYH�SHU�ZHHN��DQG�KRZ�PDQ\�RI�WKHVH�DUH�QHZ�FOLHQWV�"

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

noYes!

+DYH�\RX�VWXGLHG�KRZ�\RXU�FRPSHWLWRUV�JHW�QHZ�FXVWRPHUV��DQG�EXVLQHVVHV�LQ�RWKHU�LQGXVWULHV�"

3.

,V�WKHUH�D�FOHDU�SDWK�WR�SXUFKDVH��VDOHV�IXQQHO��ZKLFK�\RX�GLUHFW�HDFK�SURVSHFW�WKURXJK"5.

$UH�\RX�RIIHULQJ�WDLORUHG�VROXWLRQV�WR�HDFK�FXVWRPHU�VHJPHQW��L�H��WRS�VSHQGHUV�"7.

'R�\RX�KDYH�SURFHVVHV�WR�FDSWXUH�WKH�QDPHV�DQG�GHWDLOV�RI�\RXU�SURVSHFWV�FXVWRPHUV"9.

Who Are You Selling To?

$UH�\RX�DZDUH�RI�WKH�RWKHU�EXVLQHVVHV�\RXU�FXVWRPHUV�XVH��LV�WKHUH�RSSRUWXQLW\�WR�ZRUN�WRJHWKHU�"

'R�\RX�UHJXODUO\�VXUYH\�\RXU�FXVWRPHUV�IRU�IHHGEDFN�DQG�LGHDV"

$UH�\RX�FRQWLQXDOO\�WHVWLQJ�QHZ�VWUDWHJLHV�WR�JHQHUDWH�OHDGV��DQG�PHDVXULQJ�WKH�UHVXOWV�ORZHVW�FRVW�"

'R�\RX�JLYH�DZD\�XQVROLFLWHG�JLIWV�WR�\RXU�FXVWRPHUV�WR�EXLOG�\RXU�UHODWLRQVKLS"

$UH�\RX�FRPPXQLFDWLQJ�UHJXODUO\�ZLWK�\RXU�FXVWRPHUV"

'R�\RX�FRPPXQLFDWH�LQ�WKH�³YRLFH´�RI�WKH�RZQHU�IURQW�SHUVRQ��SHUVRQDOLW\�DV�RSSRVHG�WR�D�FRUSRUDWLRQ�"

'R�\RX�LQFRUSRUDWH�XS�VHOOLQJ�DW�WKH�SRLQW�RI�SXUFKDVH"

$UH�\RX�VHOOLQJ�RQ�WKH�EDFNHQG�E\�H[SDQGLQJ�\RXU�SURGXFW�VHUYLFH�OLQH"

$UH�\RX�VHOOLQJ�RQ�WKH�EDFNHQG�E\�RIIHULQJ�QHZ�SURGXFWV�VHUYLFHV�IURP�QRQ�FRPSHWLWLYH�SDUWQHU�EXVLQHVVHV"

11.

12.

14.

16.

18.

$UH�\RX�FRQWLQXDOO\�WHVWLQJ�QHZ�VWUDWHJLHV�WR�JHQHUDWH�OHDGV��DQG�PHDVXULQJ�WKH�UHVXOWV�ORZHVW�FRVW�"

noYes!

$UH�\RX�FRPPXQLFDWLQJ�UHJXODUO\�ZLWK�\RXU�FXVWRPHUV"

'R�\RX�LQFRUSRUDWH�XS�VHOOLQJ�DW�WKH�SRLQW�RI�SXUFKDVH"

$UH�\RX�VHOOLQJ�RQ�WKH�EDFNHQG�E\�RIIHULQJ�QHZ�SURGXFWV�VHUYLFHV�IURP�QRQ�FRPSHWLWLYH�SDUWQHU�EXVLQHVVHV"

13.

15.

17.

19.

Who Are You Selling To?

+DYH�\RX�VHW�XS�D�µJROG�SURJUDP¶�WR�UHZDUG�DQG�LQFHQWLYLVH�\RXU�WRS�FOLHQWV"

'R�\RX�KDYH�D�VWUDWHJ\�LQ�SODFH�WR�UHDFWLYDWH�ROG�FOLHQWV"

'R�\RX�DVN�IRU�WHVWLPRQLDOV�LQ�ZULWLQJ�ZLWK�SHUPLVVLRQ�WR�XVH�LQ�\RXU�PDUNHWLQJ"

,I�GLUHFW�PDUNHWLQJ��DUH�\RX�UHJXODUO\�WHVWLQJ�QHZ�DQG�UHOHYDQW�OLVWV"

'R�\RX�NQRZ�ZKDW�\RXU�OLIHWLPH�FXVWRPHU�YDOXH�LV��L�H��WKH�DYHUDJH�SUR¿�W�D�FXVWRPHU�EULQJV�WR�\RXU�EXVLQHVV�"

20.

21.

23.

24.

noYes!

'R�\RX�DVN�IRU�WHVWLPRQLDOV�LQ�ZULWLQJ�ZLWK�SHUPLVVLRQ�WR�XVH�LQ�\RXU�PDUNHWLQJ"

'R�\RX�NQRZ�ZKDW�\RXU�OLIHWLPH�FXVWRPHU�YDOXH�LV��L�H��WKH�DYHUDJH�SUR¿�W�D�FXVWRPHU�EULQJV�WR�\RXU�EXVLQHVV�"

24.

22.

Headlines and Introductions

$UH�\RX�XVLQJ�D�OHDG�LQ�WR�WKH�PDLQ�KHDGOLQH"

,V�WKH�KHDGOLQH�GLVSOD\HG�LQ�ODUJH�DQG�EROG�IRQW"

+DYH�\RX�XVHG�PXOWLSOH�KHDGOLQHV�WKURXJKRXW�\RXU�FRS\"�

+DYH�\RX�IHDWXUHG�\RXU�RIIHU�LQ�D�KHDGOLQH"

+DYH�\RX�IHDWXUHG�\RXU�JXDUDQWHH�LQ�D�KHDGOLQH"

+DYH�\RX�IHDWXUHG�D�TXRWH�LQ�D�KHDGOLQH"

+DYH�\RX�LQFRUSRUDWHG�WHVWLPRQLDOV�LQ�D�KHDGOLQH"

,V�WKHUH�D�VXE�KHDG�WKDW�WUDQVLWLRQV�LQWR�\RXU�LQWURGXFWLRQ"

+DYH�\RX�SHUVRQDOL]HG�WKH�VDOXWDWLRQ"

,I�%�%��LV�WKH�FRS\�DGGUHVVLQJ�WKH�GHFLVLRQ�PDNHU"

'RHV�WKH�LQWURGXFWLRQ�FRPSHO�SHRSOH�WR�NHHS�UHDGLQJ"

25.

26.

28.

32.

noYes!

+DYH�\RX�IHDWXUHG�\RXU�JXDUDQWHH�LQ�D�KHDGOLQH"

+DYH�\RX�SHUVRQDOL]HG�WKH�VDOXWDWLRQ"

27.

29.

31.

33.

35.

34.

30.

+DYH�\RX�XVHG�PXOWLSOH�KHDGOLQHV�WKURXJKRXW�\RXU�FRS\"�27.

+DYH�\RX�LQFRUSRUDWHG�WHVWLPRQLDOV�LQ�D�KHDGOLQH"31.

'RHV�WKH�LQWURGXFWLRQ�FRPSHO�SHRSOH�WR�NHHS�UHDGLQJ"35.

Headlines and Introductions

,V�WKH�8QLTXH�6HOOLQJ�3URSRVLWLRQ�FOHDUO\�H[SUHVVHG"

'R�\RX�H[SUHVV�\RXU�VWURQJHVW�SRLQW�EHQH¿�W�ULJKW�DW�WKH�EHJLQQLQJ"

,V�WKH�PHGLD�\RX�DUH�XVLQJ�WDUJHWHG��L�H��KHDOWK�PDJD]LQH�IRU�VXSSOHPHQW�EUDQG�"

+DYH�\RX�PDWFKHG�WKH�GHVLJQ�ZLWK�WKH�SXEOLFDWLRQ�\RX�DUH�UXQQLQJ�LQ"

36.

37.

noYes!

,V�WKH�PHGLD�\RX�DUH�XVLQJ�WDUJHWHG��L�H��KHDOWK�PDJD]LQH�IRU�VXSSOHPHQW�EUDQG�"38.

39.

Your Copywriting

,V�LW�ZULWWHQ�OLNH�\RX�ZHUH�WDONLQJ�WR�DQ�ROG�IULHQG"

$UH�\RX�ZULWLQJ�VLPSO\���DW�D�VL[WK�JUDGH�OHYHO"

'RHV�LW�UHDG�ZHOO�DORXG"

'RHV�HYHU\�VLQJOH�VHQWHQFH�SDVV�WKH�³ZKR�FDUHV´�WHVW"

,V�WKH�FRS\�ELJ�HQRXJK�WR�UHDG��ZLWK�DQ�HDV\�WR�UHDG�IRQW�OLNH�7LPHV�5RPDQ�"

+DYH�\RX�VSDFHG�DQG�LQGHQWHG�WR�PDNH�LW�HDV\�WR�UHDG"

$UH�VHQWHQFHV�DQG�SDUDJUDSKV�VKRUW"

'R�\RX�XVH�WKH�VDPH�ODQJXDJH�\RXU�SURVSHFW�VSHDNV"

,V�D�FRYHU�OHWWHU�RU�OLIW�OHWWHU�LQFOXGHG"

+DYH�\RX�SHUVRQDOL]HG�GHVLJQ�E\�DGGLQJ�QRWHV�LQ�PDUJLQ��KLJKOLJKWLQJ��HWF�"

'R�DOO�\RXU�SDJHV�HQG�ZLWK�FOLII�KDQJHUV"

40.

41.

42.

45.

46.

47.

48.

49.

50.

noYes!

'RHV�LW�UHDG�ZHOO�DORXG"42.

,V�WKH�FRS\�ELJ�HQRXJK�WR�UHDG��ZLWK�DQ�HDV\�WR�UHDG�IRQW�OLNH�7LPHV�5RPDQ�"

,V�D�FRYHU�OHWWHU�RU�OLIW�OHWWHU�LQFOXGHG"48.

43.

44.

$UH�VHQWHQFHV�DQG�SDUDJUDSKV�VKRUW"46.

'R�DOO�\RXU�SDJHV�HQG�ZLWK�FOLII�KDQJHUV"50.

Your Copywriting

$UH�DOO�IHDWXUHV�EDFNHG�ZLWK�RQH�RU�PRUH�EHQH¿�WV"

'R�\RX�SUH�TXDOLI\�WKH�UHDGHU"

+DYH�\RX�FOHDUO\�H[SUHVVHG�\RXU�SURVSHFWV¶�SUREOHP��VR�WKH\�FDQ�IHHO�\RX�XQGHUVWDQG�WKHP�"

,V�WKH�FRS\�ZULWWHQ�WR�HPRWLRQDOO\�FRQQHFW�ZLWK�WKH�SURVSHFW"

'R�\RX�WHOO�DQ�DUFKHW\SDO�VWRU\��L�H��XQGHUGRJ�FRPHV�RXW�RQ�WRS�"

+DYH�\RX�EHHQ�VSHFL¿�F�ZLWK�WKH�IDFWV��VWDWV�DQG�SURRI�WKDW�PDNH�\RXU�SURSRVLWLRQ�EHOLHYDEOH"

'R�\RX�LQFOXGH�UHOHYDQW�SLFWXUHV�DQG�LPDJHV"

'RHV�HDFK�LPDJH�KDYH�VL]]OLQJ�FRS\�LQ�WKH�FDSWLRQ"

,I�FUHDWLQJ�D�SDFNDJH��GRHV�HDFK�SLHFH�KDYH�D�KHDGOLQH"

+DYH�\RX�IHDWXUHG�WHVWLPRQLDOV��DUH�WKHLU�IXOO�QDPH��RFFXSDWLRQ�DQG�SLFWXUH�LQFOXGHG�"�

51.

52.

53.

56.

57.

58.

59.

60.

noYes!

+DYH�\RX�FOHDUO\�H[SUHVVHG�\RXU�SURVSHFWV¶�SUREOHP��VR�WKH\�FDQ�IHHO�\RX�XQGHUVWDQG�WKHP�"

53.

'R�\RX�WHOO�DQ�DUFKHW\SDO�VWRU\��L�H��XQGHUGRJ�FRPHV�RXW�RQ�WRS�"

,I�FUHDWLQJ�D�SDFNDJH��GRHV�HDFK�SLHFH�KDYH�D�KHDGOLQH"59.

54.

55.

'R�\RX�LQFOXGH�UHOHYDQW�SLFWXUHV�DQG�LPDJHV"57.

Your Copywriting

,V�\RXU�XQLTXH�SURSRVLWLRQ�VWDWHG�LQ�UHSHWLWLRQV�WKURXJKRXW"

'R�\RX�XVH�VXEKHDGV�WKURXJKRXW"

$UH�\RX�WHOOLQJ�WKH�FRPSOHWH�VWRU\"

'R�\RXU�EXOOHWV�UHIHUHQFH�SDUWV�RI�WKH�SURGXFW�SDJH�QXPEHUV"

'RHV�WKH�FRS\�IRFXV�RQ�WKH�UHDGHU��XVLQJ�ZRUGV�OLNH�\RX��\RXU�"

$UH�\RX�IHDWXULQJ�WKH�ULJKW�DSSHDO��IRXQG�WKURXJK�UHVHDUFK��VXUYH\LQJ�DQG�WHVWLQJ�"

$UH�\RX�DOZD\V�ZULWLQJ�IRU�WKH�VHUYLFH�DQG�EHQH¿�W�RI�\RXU�FXVWRPHU"

,V�WKH�PDLQ�EHQH¿�W�RU�RIIHU�VWDWHG�FOHDUO\�LQ�WKH�36"

+DYH�\RX�GHPRQVWUDWHG�RU�SURYHG�\RXU�SURSRVLWLRQ�HIIHFWLYHO\"

61.

62.

63.

66.

67.

68.

69.

noYes!

64.

65.

$UH�\RX�WHOOLQJ�WKH�FRPSOHWH�VWRU\"63.

'RHV�WKH�FRS\�IRFXV�RQ�WKH�UHDGHU��XVLQJ�ZRUGV�OLNH�\RX��\RXU�"65.

$UH�\RX�DOZD\V�ZULWLQJ�IRU�WKH�VHUYLFH�DQG�EHQH¿�W�RI�\RXU�FXVWRPHU"67.

+DYH�\RX�GHPRQVWUDWHG�RU�SURYHG�\RXU�SURSRVLWLRQ�HIIHFWLYHO\"69.

The Offer

,V�WKH�RIIHU�FOHDUO\�H[SODLQHG"�

$UH�\RX�FOHDUO\�H[SUHVVLQJ�\RXU�8QLTXH�6HOOLQJ�3URSRVLWLRQ"�

$UH�\RX�RIIHULQJ�LPSURYHPHQW�RYHU�SUHYLRXV�YHUVLRQV�RU�\RXU�FRPSHWLWLRQ"

'R�\RX�VKRZ�D�SULFH�FRPSDULVRQ�ZLWK�RWKHU�FRPSDQLHV��L�H��FRPSDULQJ�DSSOHV�WR�RUDQJHV�"

+DYH�\RX�FRPSDUHG�WKH�RIIHU�WR�RWKHU�RIIHUV�RXW�LQ�WKH�PDUNHW��WKDW�WKH�SURVSHFW�ZRXOG�EH�IDPLOLDU�ZLWK�"

,I�\RXU�SULFH�LV�GLVFRXQWHG��KDYH�\RX�VKRZQ�KRZ�PXFK�\RXU�FXVWRPHUV�ZLOO�VDYH"�

$UH�IUHHPLXPV��UHFRUGHG�PHVVDJHV��IUHH�FDOO�QXPEHUV�RU�IUHH�RQOLQH�UHSRUWV��XVHG�WR�HQWLFH�WKH�UHDGHU�WR�UHVSRQG�RU�RUGHU"

$UH�\RX�RIIHULQJ�\RXU�SURVSHFW�ELJJHU��EHWWHU��PRUH"

+DYH�\RX�VKRZQ�WKH�DGYDQWDJH�\RX�KDYH�RYHU�\RXU�FRPSHWLWLRQ"

+DYH�\RX�EURNHQ�RXW�\RX�OHDG�JHQHUDWLRQ�DFWLYLW\�IURP�\RX�RUGHU�JHQHUDWLRQ�DFWLYLW\"

70.

71.

72.

75.

76.

77.

78.

noYes!

73.

74.

79.

$UH�\RX�RIIHULQJ�LPSURYHPHQW�RYHU�SUHYLRXV�YHUVLRQV�RU�\RXU�FRPSHWLWLRQ"72.

+DYH�\RX�FRPSDUHG�WKH�RIIHU�WR�RWKHU�RIIHUV�RXW�LQ�WKH�PDUNHW��WKDW�WKH�SURVSHFW�ZRXOG�EH�IDPLOLDU�ZLWK�"

74.

$UH�IUHHPLXPV��UHFRUGHG�PHVVDJHV��IUHH�FDOO�QXPEHUV�RU�IUHH�RQOLQH�UHSRUWV��XVHG�WR�HQWLFH�WKH�UHDGHU�WR�UHVSRQG�RU�RUGHU"

76.

+DYH�\RX�VKRZQ�WKH�DGYDQWDJH�\RX�KDYH�RYHU�\RXU�FRPSHWLWLRQ"78.

The Offer

,V�WKHUH�D�IROORZ�XS�VHTXHQFH��L�H��PDLO�H�PDLO�SKRQH��PDSSHG�RXW"

'R�FRXSRQV�RU�RUGHU�IRUPV�VWDWH�<(6�«�DQG�UHVWDWH�WKH�RIIHU�LQ�¿�UVW�SHUVRQ"

+DYH�\RX�H[SUHVVHG�DOO�WKH�RIIHU¶V�IXQFWLRQDO��UDWLRQDO�DQG�HPRWLRQDO�EHQH¿�WV"

'R�\RX�RIIHU�DQ�LQFHQWLYH�WR�SD\�LQ�D�OXPS�VXP"

'R�\RX�VKRZ�VDYLQJ�LQ�GROODU�DPRXQWV��YV��SHUFHQWDJH�YV��XQLWV�"�

$UH�\RX�XVLQJ�ERQXVHV�RU�SUHPLXPV�WR�VZHHWHQ�RIIHU"

'RHV�WKH�RUGHU�IRUP�UHVWDWH�WKH�RIIHU"

&DQ�FXVWRPHUV�RUGHU����KRXUV�D�GD\"

'R�\RX�XSVHOO�HYHU\�FXVWRPHU��XVLQJ�VDOHV�VFULSWV"

'R�\RX�RIIHU�XSVHOOV�FURVV�VHOOV�XSJUDGHV�DW�WLPH�RI�SXUFKDVH"

,V�WKH�SULFH�FRPSDUHG�WR�WKH�YDOXH�RI�WKH�WRWDO�SDFNDJH��DQG�VDYLQJV�VKRZQ"

80.

81.

82.

85.

86.

87.

88.

noYes!

83.

84.

89.

90.

+DYH�\RX�H[SUHVVHG�DOO�WKH�RIIHU¶V�IXQFWLRQDO��UDWLRQDO�DQG�HPRWLRQDO�EHQH¿�WV"82.

'R�\RX�VKRZ�VDYLQJ�LQ�GROODU�DPRXQWV��YV��SHUFHQWDJH�YV��XQLWV�"�84.

'RHV�WKH�RUGHU�IRUP�UHVWDWH�WKH�RIIHU"86.

'R�\RX�XSVHOO�HYHU\�FXVWRPHU��XVLQJ�VDOHV�VFULSWV"88.

,V�WKH�SULFH�FRPSDUHG�WR�WKH�YDOXH�RI�WKH�WRWDO�SDFNDJH��DQG�VDYLQJV�VKRZQ"90.

The Offer

'R�\RX�RIIHU�ORVV�OHDGHUV��L�H�\RX�OHW�D�FKDULW\�RUJDQL]DWLRQ�VHOO�\RXU�SURGXFW�DQG�NHHS�WKH�SUR¿�W��WR�JHQHUDWH�QHZ�OHDGV"

,V�WKH�RUGHU�IRUP�VHW�DSDUW�IURP�WKH�UHVW�RI�WKH�SDFNDJH"

'RHV�WKH�RIIHU�RXWOLQH�H[DFWO\�ZKDW�WKH\¶OO�JHW"

'RHV�WKH�RIIHU�EUHDN�DSDUW�HDFK�FRPSRQHQW¶V�YDOXH"

,I�\RXU�RIIHU�LV�QHZ�RU�QHZV�ZRUWK\��GR�\RX�IHDWXUH�WKDW�KHDYLO\"

,V�WKH�RIIHU�HDV\�DQG�VLPSOH�WR�XQGHUVWDQG"

+DYH�\RX�VHW�WKH�SULFH�ZLWK�DQ�RGG�HQGLQJ�QXPEHU"

'R�\RX�RIIHU�SULYDWH�VDOHV�WR�\RXU�NH\�FXVWRPHUV��WKDW�DUHQ¶W�DYDLODEOH�WR�WKH�SXEOLF�"

'R�\RX�RIIHU�LQVWDOPHQW�SD\PHQWV"

,I�LQVWDOPHQWV��GR�\RX�GLVSOD\�WKH�SULFH�LQ�LQVWDOPHQW�DPRXQWV��YV��IXOO�SULFH"

,V�WKHUH�D�GHDGOLQH�GLVSOD\HG�RQ�WKH�RUGHU�DUHD"

91.

92.

95.

96.

97.

98.

noYes!

93.

94.

99.

100.

101.

'RHV�WKH�RIIHU�RXWOLQH�H[DFWO\�ZKDW�WKH\¶OO�JHW"93.

,I�\RXU�RIIHU�LV�QHZ�RU�QHZV�ZRUWK\��GR�\RX�IHDWXUH�WKDW�KHDYLO\"95.

+DYH�\RX�VHW�WKH�SULFH�ZLWK�DQ�RGG�HQGLQJ�QXPEHU"97.

'R�\RX�RIIHU�LQVWDOPHQW�SD\PHQWV"99.

,V�WKHUH�D�GHDGOLQH�GLVSOD\HG�RQ�WKH�RUGHU�DUHD"101.

The Offer

'R�\RX�XVH�FRQWLQXLW\�RIIHUV"

&DQ�FXVWRPHUV�VDYH�E\�RUGHULQJ�RQOLQH�RU�WKURXJK�FUHGLW�FDUG"

'R�\RX�LQFOXGH�D�UHSO\�HQYHORSH�HQFORVHG"

,V�WKHUH�D�FRXSRQ�LQ�DG��RU�GRHV�WKH�FRS\�H[SODLQ�KRZ�WR�UHVSRQG�ZLWKRXW�D�FRXSRQ"

'R�\RX�LQFHQWLYL]H�ORQJHU�WHUP�VXEVFULSWLRQV"

'R�\RX�JLYH�FKRLFH�WR�WKH�EX\HU�E\�RIIHULQJ�VHYHUDO�SULFLQJ�OD\HUV"��EDVLF�YV��GHOX[H��HWF��

$UH�\RX�RIIHULQJ�VDPSOHV�RU�IUHH�WULDOV�WR�DWWUDFW�QHZ�FXVWRPHUV"

'R�\RX�SUHVHQW�D�FOHDU�JXDUDQWHH�ZLWK�WKH�RIIHU�DQG�RUGHU�IRUP"

,I�GLVFRXQWHG��DUH�\RX�H[SUHVVLQJ�ZK\�LW�LV�GLVFRXQWHG"

'R�\RX�XVH�D�FRPPLVVLRQ�RQO\�VDOHV�WHDP��DQG�SD\�WKHP�D�ODUJH���"

,V�WKHUH�D�NH\�FRGH�GHYLFH�IRU�WUDFNLQJ"

102.

103.

104.

107.

108.

109.

110.

noYes!

105.

106.

111.

112.

'R�\RX�LQFOXGH�D�UHSO\�HQYHORSH�HQFORVHG"104.

'R�\RX�LQFHQWLYL]H�ORQJHU�WHUP�VXEVFULSWLRQV"106.

$UH�\RX�RIIHULQJ�VDPSOHV�RU�IUHH�WULDOV�WR�DWWUDFW�QHZ�FXVWRPHUV"108.

,I�GLVFRXQWHG��DUH�\RX�H[SUHVVLQJ�ZK\�LW�LV�GLVFRXQWHG"110.

,V�WKHUH�D�NH\�FRGH�GHYLFH�IRU�WUDFNLQJ"112.

The Offer

'RHV�\RXU�RUGHU�IRUP�KDYH�D�KHDGOLQH"

'R�\RX�XVH�WKH�EDFN�RI�RUGHU�IRUPV�WR�VHOO��ZLWK�FRS\�JUDSKLFV�WHVWLPRQLDOV��HWF��"

,V�WKH�RUGHU�IRUP�GHVLJQHG�ZLWK�HQRXJK�VSDFH�IRU�FXVWRPHUV�WR�ZULWH�FRPIRUWDEO\"

113.

114.

115.

noYes!

,V�WKH�RUGHU�IRUP�GHVLJQHG�ZLWK�HQRXJK�VSDFH�IRU�FXVWRPHUV�WR�ZULWH�FRPIRUWDEO\"115.

Is It Believable?

'R�\RX�KDYH�D�GHDGOLQH�RU�OLPLW�UHDVRQ�H[SODLQHG�LQ�D�EHOLHYDEOH�ZD\"

,V�WKH�DGYHUWLVLQJ�YDOXDEOH��HGLWRULDO�DGYHUWRULDO�"

'R�\RX�H[SODLQ�WKH�PHFKDQLFV�RI�KRZ�\RXU�SURGXFW�VHUYLFH�ZRUNV"

+DYH�\RX�H[SODLQHG�ZKR�DUH�\RX��\RXU�VWRU\�"

'R�\RX�VKRZ�EHIRUH�DQG�DIWHU�VKRWV"

'R�\RXU�LPDJHV�DQG�JUDSKLFV�EDFN�XS�\RXU�EHOLHYDELOLW\"

,V�LW�ZULWWHQ�IURP�WKH�SHUVSHFWLYH�RI�D�SHUVRQ��LQVWHDG�RI�D�FRPSDQ\"

'R�\RX�GHPRQVWUDWH�WKH�UHVXOWV"

,V�\RXU�ELJ�SURPLVH�EHOLHYDEOH"

$UH�\RX�WHOOLQJ�WKH�ZKROH�VWRU\��HQVXULQJ�\RX�DUHQ¶W�PLVVLQJ�DQ\�FULWLFDO�LQIRUPDWLRQ�"

'R�\RX�DFNQRZOHGJH�GLVEHOLHI��LI�\RXU�SURPLVH�LV�YHU\�VWURQJ�"

116.

117.

118.

121.

122.

123.

124.

noYes!

119.

120.

125.

126.

'R�\RX�H[SODLQ�WKH�PHFKDQLFV�RI�KRZ�\RXU�SURGXFW�VHUYLFH�ZRUNV"118.

'R�\RX�VKRZ�EHIRUH�DQG�DIWHU�VKRWV"120.

,V�LW�ZULWWHQ�IURP�WKH�SHUVSHFWLYH�RI�D�SHUVRQ��LQVWHDG�RI�D�FRPSDQ\"122.

,V�\RXU�ELJ�SURPLVH�EHOLHYDEOH"124.

'R�\RX�DFNQRZOHGJH�GLVEHOLHI��LI�\RXU�SURPLVH�LV�YHU\�VWURQJ�"126.

Is It Believable?

+DYH�\RX�JLYHQ�D�UDWLRQDO�UHDVRQ�ZK\�WR�EHOLHYH�\RXU�ELJ�SURPLVH"

+DYH�\RX�SURDFWLYHO\�KDQGOHG�REMHFWLRQV�XVLQJ�4$V"

$UH�\RX�IHDWXULQJ�WHVWLPRQLDOV"

'R�\RX�VKRZ�SURRI�OLNH�SDWHQWV��VXUYH\�UHVXOWV��FDVH�VWXGLHV��HWF�"

+DYH�\RX�VKRZQ�KRZ�RWKHU�SHRSOH�EHOLHYH�\RX��IHDWXUHG�VRFLDO�SURRI�"

+DYH�\RX�JLYHQ�XS�RQH�RU�PRUH�GDPDJLQJ�DGPLVVLRQV"

'R�\RXU�WHVWLPRQLDOV�UHODWH�VSHFL¿�FDOO\�WR�WKH�RIIHU�\RX�DUH�SURPRWLQJ"

+DYH�\RX�SURYHQ�ZK\�\RXU�SURVSHFW�VKRXOG�EHOLHYH�\RX"

$UH�\RX�XVLQJ�D�FHOHEULW\�HQGRUVHPHQW��RU�D�FHOHEULW\�ZLWKLQ�\RXU�LQGXVWU\�"

'R�\RX�XVH�WKLUG�SDUW\�HQGRUVHPHQWV��PHGLD�DUWLFOHV��LQÀ�XHQWLDO�SHRSOH��SUHVV�PHQWLRQV�HWF��"

'R�\RX�H[SRVH�D�ELJ�KRD[�LQ�WKH�LQGXVWU\�DQG�EHFRPH�WKH�FXVWRPHU¶V�FKDPSLRQ"

127.

128.

129.

132.

133.

134.

135.

noYes!

130.

131.

136.

137.

$UH�\RX�IHDWXULQJ�WHVWLPRQLDOV"129.

+DYH�\RX�VKRZQ�KRZ�RWKHU�SHRSOH�EHOLHYH�\RX��IHDWXUHG�VRFLDO�SURRI�"131.

'R�\RXU�WHVWLPRQLDOV�UHODWH�VSHFL¿�FDOO\�WR�WKH�RIIHU�\RX�DUH�SURPRWLQJ"133.

$UH�\RX�XVLQJ�D�FHOHEULW\�HQGRUVHPHQW��RU�D�FHOHEULW\�ZLWKLQ�\RXU�LQGXVWU\�"135.

'R�\RX�H[SRVH�D�ELJ�KRD[�LQ�WKH�LQGXVWU\�DQG�EHFRPH�WKH�FXVWRPHU¶V�FKDPSLRQ"137.

Is It Believable?

+DYH�\RX�VKRZQ�WKH�QXPEHU�RI�SHRSOH�ZKR�KDYH�DOUHDG\�ERXJKW"

'R�\RX�H[SODLQ�VSHFL¿�F�GHWDLOV�WKDW�PDNH�\RX�PRUH�FUHGLEOH"

138.

137.

noYes!

Are You Working a Guarantee?

'R�\RX�JXDUDQWHH�WKH�UHVXOWV�RI�\RXU�FXVWRPHUV"

'R�\RX�UHIXQG�VKLSSLQJ�DQG�KDQGOLQJ�LQ�WKH�HYHQW�RI�D�UHIXQG"

'R�\RX�ZRUG�WKH�JXDUDQWHH�LQ�D�FUHDWLYH�ZD\"

'RHV�WKH�SURGXFW�KDYH�D�ZDUUDQW\"

'R�\RX�FOHDUO\�H[SUHVV�WKH�YDOXH�RI�WKH�JXDUDQWHH"

'R�\RX�RIIHU�D�PRUH�WKDQ�PRQH\�EDFN�JXDUDQWHH"

,V�JXDUDQWHH�FOHDUO\�VWDWHG�RQ�WKH�RUGHU�IRUP"

'R�\RX�OHW�FXVWRPHUV�NHHS�WKH�SUHPLXPV�DIWHU�UHIXQGLQJ"

'R�\RX�OHW�WKH�FXVWRPHU�XVH�WKH�SURGXFW�DQG�VWLOO�JHW�D�JXDUDQWHH"

$UH�WKHUH�PXOWLSOH�JXDUDQWHHV"

'RHV�WKH�JXDUDQWHH�VWDQG�IRU�D�VXUSULVLQJ�DPRXQW�RI�WLPH"

140.

141.

142.

145.

146.

147.

148.

noYes!

143.

144.

149.

150.

'R�\RX�ZRUG�WKH�JXDUDQWHH�LQ�D�FUHDWLYH�ZD\"142.

'R�\RX�FOHDUO\�H[SUHVV�WKH�YDOXH�RI�WKH�JXDUDQWHH"144.

,V�JXDUDQWHH�FOHDUO\�VWDWHG�RQ�WKH�RUGHU�IRUP"146.

'R�\RX�OHW�WKH�FXVWRPHU�XVH�WKH�SURGXFW�DQG�VWLOO�JHW�D�JXDUDQWHH"148.

'RHV�WKH�JXDUDQWHH�VWDQG�IRU�D�VXUSULVLQJ�DPRXQW�RI�WLPH"150.

Are You Working a Guarantee?

'R�\RX�H[FHHG�WKH�LQGXVWU\�VWDQGDUG�JXDUDQWHH"

,I�\RX�H[FHHG�LW��GR�\RX�XVH�LW�DV�D�VHOOLQJ�SRLQW"

151.

152.

noYes!

Do You Offer Bonuses?

'R�\RX�RIIHU�DGGLWLRQDO�SURGXFWV�WR�JLYH�DZD\�DV�ERQXVHV"

'R�\RX�RIIHU�FRXSRQV�GLVFRXQWV�IRU�WHVWLPRQLDOV�RU�VXUYH\V"

$UH�WKH�ERQXVHV�OLQNHG�WR�VXSSRUW�WKH�PDLQ�SURGXFW"

'R�\RX�XVH�ERQXVHV�EHIRUH�SXUFKDVH�WR�LQFUHDVH�FRQYHUVLRQV"�

'R�\RX�XVH�ERQXVHV�DIWHU�SXUFKDVH�WR�UHGXFH�UHIXQGV"�

$UH�WKH�ERQXVHV�\RX�XVH�SHUFHLYHG�DV�KLJK�YDOXH"

$UH�WKH�ERQXVHV�OLPLWHG�WR�LQGXFH�VFDUFLW\��¿�UVW�[�EX\HUV��OLPLWHG�TXDQWLW\��HWF��"

$UH�\RX�RIIHULQJ�IUHH�RU�UHGXFHG�FRVW�VKLSSLQJ"

'R�\RX�LQFHQWLYL]H�D�GHOX[H�SURGXFW�RSWLRQ�ZLWK�ERQXVHV"

,I�\RXU�FXVWRPHU�UHIXQGV��GR�\RX�DOORZ�WKHP�WR�NHHS�WKH�ERQXVHV"

Do you offer information based ‘how to’ bonuses that address your prospect’s key SUREOHPV"

153.

154.

155.

158.

159.

160.

161.

noYes!

156.

157.

162.

163.

$UH�WKH�ERQXVHV�OLQNHG�WR�VXSSRUW�WKH�PDLQ�SURGXFW"155.

'R�\RX�XVH�ERQXVHV�DIWHU�SXUFKDVH�WR�UHGXFH�UHIXQGV"�157.

$UH�WKH�ERQXVHV�OLPLWHG�WR�LQGXFH�VFDUFLW\��¿�UVW�[�EX\HUV��OLPLWHG�TXDQWLW\��HWF��"159.

'R�\RX�LQFHQWLYL]H�D�GHOX[H�SURGXFW�RSWLRQ�ZLWK�ERQXVHV"161.

Do you offer information based ‘how to’ bonuses that address your prospect’s key SUREOHPV"

163.

Do You Offer Bonuses?

'R�\RX�RIIHU�GLVFRXQWV��JLIW�FHUWL¿�FDWHV�RU�FRXSRQV�WR�\RXU�FXVWRPHU¶V�IULHQGV"164.

noYes!

Reducing Refunds?

$UH�UHIXQGHUV�DVNHG�IRU�IHHGEDFN�DV�WR�ZK\"

+DYH�\RX�WLHG�LQ�FRQWHVWV�RU�UHZDUGV�IRU�VWLFNLQJ�ZLWK�\RXU�SURGXFW"

'R�\RX�KDYH�KHOS�GHVNV�YLD�H�PDLO�DQG�SKRQH"

$UH�WHVWLPRQLDOV�PDLOHG�ZLWK�WKH�SURGXFW"

,V�WKHUH�D�UHFRJQLWLRQ�V\VWHP�VRFLDO�SURRI�DUHD�IRU�SHRSOH�ZKR�VWLFN�ZLWK�\RXU�SURGXFW"

,V�WKHUH�D�OR\DOW\�SURJUDP�WR�DZDUG�IUHTXHQW�SXUFKDVH"

'R�\RX�GHYHORS�FKDQJHV�EDVHG�RQ�IHHGEDFN��GR�\RX�H[SUHVV�WKDW�WR�\RXU�FXVWRPHUV�"

,V�WKH�VKLSSLQJ�FRQWDLQHU�³UHIXQG�IULHQGO\´��WRR�HDV\���RU�DV�VHOI�GHVWUXFWLQJ�DV�SRVVLEOH"

'R�\RX�IROORZ�XS�ZLWK�SKRQH��HPDLO�RU�OHWWHU�WR�FKHFN�RQ�FXVWRPHUV�UHVXOWV"

'R�\RX�LQFOXGH�D�ZHOFRPH�OHWWHU"

'R�\RX�SURGXFH�D�PRQWKO\�QHZVOHWWHU�WR�VXSSRUW�\RXU�FXVWRPHUV"

165.

166.

167.

170.

171.

172.

173.

noYes!

168.

169.

174.

175.

'R�\RX�KDYH�KHOS�GHVNV�YLD�H�PDLO�DQG�SKRQH"167.

,V�WKHUH�D�UHFRJQLWLRQ�V\VWHP�VRFLDO�SURRI�DUHD�IRU�SHRSOH�ZKR�VWLFN�ZLWK�\RXU�SURGXFW"169.

'R�\RX�GHYHORS�FKDQJHV�EDVHG�RQ�IHHGEDFN��GR�\RX�H[SUHVV�WKDW�WR�\RXU�FXVWRPHUV�"171.

'R�\RX�IROORZ�XS�ZLWK�SKRQH��HPDLO�RU�OHWWHU�WR�FKHFN�RQ�FXVWRPHUV�UHVXOWV"173.

'R�\RX�SURGXFH�D�PRQWKO\�QHZVOHWWHU�WR�VXSSRUW�\RXU�FXVWRPHUV"175.

Reducing Refunds?

'R�\RX�GHOLYHU�PRUH�WKDQ�WKH\�WKRXJKW�WKH\�ZHUH�EX\LQJ��RYHU�GHOLYHU�RQ�YDOXH�"

+DYH�\RX�LQFOXGHG�FOHDU�LQVWUXFWLRQV�RQ�KRZ�WR�XVH"

'RHV�WKH�FXVWRPHU�UHFHLYH�WKH�SURGXFW�DV�IDVW�DV�SRVVLEOH"

'R�\RX�FRPPXQLFDWH�WR�\RXU�FXVWRPHUV�DW�OHDVW�PRQWKO\"

'R�\RX�VXUYH\�FXVWRPHUV��GR�\RX�LQFHQWLYLVH�UHVSRQVH�"

:KHQ�\RX�VXUYH\�FXVWRPHUV��GR�\RX�RIIHU�LQFHQWLYHV�WR�LQYLWH�WKHP�EDFN"

'R�\RX�XVH�SRVW�VDOH�FRPPXQLFDWLRQV�WR�EXLOG�WKH�UHODWLRQVKLS"

176.

177.

178.

181.

182.

noYes!

179.

180.

'RHV�WKH�FXVWRPHU�UHFHLYH�WKH�SURGXFW�DV�IDVW�DV�SRVVLEOH"178.

'R�\RX�VXUYH\�FXVWRPHUV��GR�\RX�LQFHQWLYLVH�UHVSRQVH�"180.

'R�\RX�XVH�SRVW�VDOH�FRPPXQLFDWLRQV�WR�EXLOG�WKH�UHODWLRQVKLS"182.

Building Business Through Referral

$UH�WKHUH�NH\�LQGXVWU\�VSRNHVSHRSOH��RU�DGYRFDWHV��L�H��NH\�EORJJHUV�FULWLFV��WKDW�\RX�WDUJHW�WR�LQÀ�XHQFH��L�H��RIIHU�IUHH�WULDOV�"�

$UH�\RX�WKH�µRI¿�FLDO�SURYLGHU¶�L�H��&KLUR�IRU�D�VSRUWV�FOXE�DQG�RIIHU�D�VSHFLDO�JLIW�GHDO�WR�WKH�KRVW�FRPSDQ\�RUJDQL]DWLRQ¶V�FXVWRPHUV"

'R�\RX�IHDWXUH�D�UHIHUUDO�OLVW�LQ�D�SURPLQHQW��HDV\�WR�VHH�ORFDWLRQ"

Do you have relationships with non-competing businesses that give your entry level SURGXFW�V��DZD\�DV�ERQXVHV�WR�WKHLU�FXVWRPHUV"

'R�\RX�DFWLYHO\�SXUVXH�RWKHU�EXVLQHVVHV�WR�UHIHU�FXVWRPHUV�WR�\RXU�EXVLQHVV"

'R�\RX�MRLQW�YHQWXUH�ZLWK�SHRSOH�RUJDQLVDWLRQV�WR�PDUNHW�WR�HDFK�RWKHU¶V�FXVWRPHUV"�

Do you incentivize other salespeople or organizations that serve your target market to UHIHU�\RX"�

$UH�FXVWRPHUV�RIIHUHG�UHFRJQLWLRQ�IRU�UHIHUUDOV"

'R�\RX�VSRQVRU�LQIRUPDWLRQ�EDVHG�DFWLYLWLHV��L�H��VHPLQDUV��OXQFKHV�ZLWK�VSHDNHU��HWF��"

183.

184.

185.

188.

189.

190.

191.

noYes!

186.

187.

'R�\RX�IHDWXUH�D�UHIHUUDO�OLVW�LQ�D�SURPLQHQW��HDV\�WR�VHH�ORFDWLRQ"185.

'R�\RX�DFWLYHO\�SXUVXH�RWKHU�EXVLQHVVHV�WR�UHIHU�FXVWRPHUV�WR�\RXU�EXVLQHVV"187.

Do you incentivize other salespeople or organizations that serve your target market to UHIHU�\RX"�

189.

'R�\RX�VSRQVRU�LQIRUPDWLRQ�EDVHG�DFWLYLWLHV��L�H��VHPLQDUV��OXQFKHV�ZLWK�VSHDNHU��HWF��"191.

Building Business Through Referral

'R�\RX�DVN�IRU�UHIHUUDOV�LQ�PRUH�WKDQ�RQH�ZD\��ZULWLQJ��LQ�SHUVRQ��HWF��"

'R�\RX�SRVLWLRQ�UHIHUUDOV�DV�D�JLIW�IURP�\RXU�FXVWRPHU�WR�WKHLU�IULHQG��L�H��\RXU�FXVWRPHU�JLYHV�WKH�UHUHUUDO�DQ�KRXU�RI�\RXU�WLPH�"

'R�\RX�KDYH�SRLQW�RI�SXUFKDVH�VLJQV�VLWWLQJ�LQ�UHODWHG�UHWDLO�VWRUHV"

'R�\RX�LQWHUYLHZ�LQÀ�XHQWLDO�SHRSOH�ZLWKLQ�\RXU�LQGXVWU\"

$UH�FXVWRPHUV�LQFHQWLYL]HG�IRU�UHIHUUDOV��FDVK��JLIW�FHUW���OR\DOW\�SRLQWV��HWF��"

'R�\RX�GR�VRPHWKLQJ��DPD]LQJ��DERYH�DQG�EH\RQG��VKRFNLQJ��WKDW�QDWXUDOO\�PDNHV�FXVWRPHUV�ZDQW�WR�WDON�DERXW�\RX"

192.

193.

194.

197.

noYes!

195.

196.

'R�\RX�KDYH�SRLQW�RI�SXUFKDVH�VLJQV�VLWWLQJ�LQ�UHODWHG�UHWDLO�VWRUHV"194.

$UH�FXVWRPHUV�LQFHQWLYL]HG�IRU�UHIHUUDOV��FDVK��JLIW�FHUW���OR\DOW\�SRLQWV��HWF��"196.

top related