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When it comes to finding new ways to increase sales, most business owners focus on things like increasing website traffic or adjusting the price. Based on my experience as a marketing consultant and conversion copywriter I am here to tell you that no matter how fancy your website gets if you don’t address objections, you’re not going to increase sales.

So, if you are looking for tips to get more prospects to become customers, then this is the post for you. I have compiled a list of 9 resources that will help online entrepreneurs discover how they can generate more sales by understanding and addressing their prospects’ objections.

Obviously, there are many ways to promote and optimize your online business to boost sales, but before you put more money into social media ads, influencer campaigns or a fancy sales page, stop and take a hard and honest look at your product listings, sales pages, FAQ, and checkout.

Are you doing everything you can to address your prospects’ objections to placing an order?

Do you give potential customers enough information, reasons and transparency about the product or service they are about to buy?

Do you really know how your offer helps people?

How is your offer helping your customers save time? Make or save money? Feel more confident? Be happier? Healthier?

Do you know why prospects aren’t buying?

What kind of results are your existing customers getting with your products or services?

These are all essential questions that you need to figure out the answers to if you want to make sure that your small business is going to thrive. This is the first step to take if you want to increase your sales.

The good news is that you don’t need to be a master marketer or copywriter to identify and manage sales objections in your sales pages and emails.

However, you do need to do some research and training to make it work. So here’s what I recommend to help you get started with the best way I know to increase sales.

9 resources on how to increase sales with copywriting that every business owner needs to know

How to Write Copy That Sells: The Step-By-Step System For More Sales, to More Customers, More Often by Ray Edwards 

This book is a crash course on conversion copywriting, and it will provide you with the key fast wins necessary to enhance your text so you may increase sales. I recommend following what you’ve learned after each chapter so that you may get stuff done and see how far you’ve progressed. The techniques outlined in the book can be used for email marketing, sales pages, B2B or B2C, product or service firms. It contains both formulas and concepts that will allow you to understand what makes your target audience connect and purchase, or disconnect and ignore your offer.

$100M Offers: How To Make Offers So Good People Feel Stupid Saying No by Alex Hormozi

This is a recent read that proved so valuable it had to be a must-have for any business owner who is looking at ways to increase sales. Personally, whenever I write for a new offer I look at the different ways that specific product or service can be enhanced. Most people have boring, plain offers, which don’t really stand out from the competition and aren’t doing much to turn traffic into customers. The focus is on the price and they believe that offering a small price is enough to increase sales. It’s not.

This book shows you how to make your product or service so appealing that your prospects don’t want to say NO. Oh and by the way, this is an essential read if you believe the reason people aren’t buying your stuff is because of price.

Ask: The Counterintuitive Online Method to Discover Exactly What Your Customers Want to Buy . . . Create a Mass of Raving Fans . . . and Take Any Business to the Next by Ryan Levesque

I wrote about this book before, but I think it has its place here as well. What this book does is teach you strategy and method.

It’s things like how to survey your customers through quizzes, how to build a quiz, how to build a quiz funnel, and a lot of other neat tips. It explains a step-by-step system that uses questions, segmentation, and a customized buyer journey to figure out exactly what your customer wants—and the exact language your customer uses to express pain points, objectives, and desires.

Copywriting Secrets: How Everyone Can Use The Power Of Words To Get More Clicks, Sales and Profits . . . No Matter What You Sell Or Who You Sell It To! by Jim Edwards

This is a very actionable book that helps you understand how copywriting fits into your business and why it is so important to increasing sales, establishing trust, and delivering value.

While the focus tends to be towards developing your copywriting skills, the book is a good read for beginners who are still struggling with the idea of focusing on this area and how it can increase sales. Plus, you get a bunch of useful exercises, copywriting formulas and hacks to get you writing content that coaches prospects into sales.

Mindset: The New Psychology of Success by Carol S. Dweck

You’re probably wondering how this book fits into the picture. Oh well, remember how I said earlier that Price isn’t your prospects’ biggest objection. Price isn’t the reason they don’t buy, but it’s the first thing business owners worry about.

Understanding how people think and make decisions is one of my most time-consuming tasks, but it’s what makes the copy so good. It completely transforms a feature, even benefits-driven sales page, into a coaching experience, one that connects with your prospect exactly where they’re at. In doing so, it helps you build trust, relevancy and familiarity as your prospects realize how your product or service fits into their life. It’s the difference between talking at and talking to people.

Deadline Funnels’ Deadline Emails + Six Figure Emails with Ryan Schwartz

This course was a game-changer in my professional life as a conversion copywriter since it confirmed and improved some of the strategies I’d been employing. This course helps you grasp how your copywriting fits into your marketing, what it can accomplish, and how to use it to enhance sales when using email marketing to promote an offer.

The course looks specifically at the emails you’d send in the last 72 hours of a promotion. They are also known as going-going-gone emails (I talk more about these here) and are a very powerful way to boost sales during a launch or a promotion.

I can’t find the landing page, but there’s another course from Ryan Schwartz you can try to discover how to increase sales through copywriting, Six Figure Emails available with Copy Hackers, which you can find here.

Copy Hackers’ Blog

This is one of the best resources for learning how to write persuasive copy that addresses customers’ objections. There is a lot of free content you can use to take a deep dive into using copywriting to increase your sales. Here’s where I recommend you start:

• We used these 3 copywriting principles on a home page. And doubled ecommerce revenue. (Case Study)

• Could these 3 little-known conversion triggers jack up sales in your email campaign?

• I used cold emails to 14x my freelance copywriting business. Here’s how. (Includes templates.)

• I’ve Helped Create 150+ Case Studies. Here’s (Almost) Everything I’ve Learned.

My go-to articles for learning how to increase sales through copywriting

This is a list of resources I share with anyone who wants tips on how they can sell more without increasing their traffic, just by optimizing their offer, and how they present the benefits and ways a product or service will help people.

• How To Take Any Sales Page From Meh To WOW

• Your Secret Business Success Weapon: Define Your Target Audience

• How To Write Sales Copy Without Feeling Salesy

• How To Sell More With Copy Tailored To Your Audience’s Motivations, Not Yours

The Sales Copy Objection Mastery Bootcamp

This is my signature program where I show business owners how they can sell more by coaching customers’ objections in their sales pages and emails. It’s based on the exact process I use to generate regular 5 figures results with email promotions for done for you clients in the online course industry.

I’ve been testing and refining this process for a long time to extract the exact steps that you too can implement to get more customers move beyond the initial No.

You can learn more about this program here. It opens a few times per year, so if you want to save your spot, send me a message here.

It can be challenging to sell your products and services when you’re wearing multiple hats in your business.

Between customer service, social media, maybe even product fulfillment, being a small business owner can be exhausting.

It’s no question that it takes a lot of time and effort to figure out what works and where your efforts should be best spent, but one of the best ways to increase sales is optimizing your copywriting to make it persuasive, clear, and in line with what your prospects’ worry about.

This list of resources should help you get started thinking about how you can leverage the power of conversion copywriting in your own digital marketing strategy so you can increase sales.