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How to Write Blockbuster Sales Lett
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Contents 1. Selling ...............
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52. Make the case for why your read
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Chapter One Selling All of us spend
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to-face than by answering a piece o
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look at what lists we mailed. We’
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Chapter Five Direct mail is about b
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2. You can target your market preci
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ut to ask your TV responders to sud
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store because of all the added spac
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You are not selling fire extinguish
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to figure out what I’m trying to
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survey report. This is usually ince
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Chapter Thirteen The nine step form
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can identify the product achieving
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you are selling. Technical specific
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purchases would be banned after tom
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today, not several days from now wh
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7. Comfort People want comfort. The
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14. Desire for meaning in life Peop
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than tall people (Thomas Jefferson,
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Unit of sale Are you selling one at
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higher interest rate. Or if there
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Free extras If you are selling a su
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* * * * The writing and creative wo
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Chapter Eighteen Figure out your un
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USP. So, in the final analysis, eve
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patience to figure out what I am tr
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college professors. Great salesmen
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can’t convey your message or offe
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importance. Every word should count
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I work best with entrepreneurs and
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we are raising your credit limit to
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“You’ve won a free trip for two
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Why is this? I think it’s because
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People also want to hear about cost
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Chapter Thirty-One You can’t sell
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Chapter Thirty-Two The P.S. After y
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“How I put excitement back in my
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Chapter Thirty-Four Force an answer
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The text in a Johnson Box is genera
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So bore the business executive at y
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on all your marketing efforts by 50
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Chapter Thirty-Nine 42 magic phrase
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29. “Because...” 30. “Better
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5. Red type in the body of your let
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Chapter Forty-Two Get rid of “tha
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to mail back this reply envelope—
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Chapter Forty-Seven How does your l
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Writing is very difficult work, men
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Editing is as painful a process as
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Many writers think they are creatin
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false, or that sounds like all the
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facts to back up what you say... BE
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eally, really scary”? No, he simp
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solve a marketing problem and then
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Chapter Fifty-Nine Raise the level
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I’ve outlined here can help impro
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turn the tables on and out-maneuver
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expecting a response rate of 2-3%,
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12” Tyvek envelope—the kind you
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How much should you spend on person
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color glossy brochure with your let
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was clear to us that he, like Clare
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Defying conventional wisdom, by def
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So not only was The Dartmouth Revie
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Chapter Sixty-Six The #1 business b
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population are givers. The rest of
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customers will ever be worth much t
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charts—or any ranking on the pop
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You would never consider showing up
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purchase and then fades over time,
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Businesses buy even paper, pens, an
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your service or business, another w
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McDonalds, Coke) know they must be
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Hold a seminar Holding a seminar in
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nominees then receive a letter sayi
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knows he’s looking for life insur
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The results of this survey will be
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• Approximately how much do you s
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Jeeves, EarthLink, Hot Bot, and oth
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for you. What counts are quality cl
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- Page 171 and 172: 7. Tailor letters to the lists you
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- Page 175 and 176: like what you’re selling. Here ar
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- Page 179 and 180: 6. Establish your “unduping” po
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- Page 183 and 184: 8. Keep an updated copy of your hou
- Page 185 and 186: 6. Use an old-fashioned typewriter
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- Page 191 and 192: month, consider printing 600,000 an
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- Page 195 and 196: well-executed letter is still, by f
- Page 197 and 198: Much of the information that appear
- Page 199 and 200: Can you think of ways to use brief
- Page 201 and 202: You’ll get the facts. No bias. No
- Page 203 and 204: I’m almost certain (though not 10
- Page 205 and 206: Popular Mechanics 250 WEST 55TH STR
- Page 207 and 208: All this, and much more, is in Volu
- Page 209 and 210: “sold” on the POPULAR MECHANICS
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- Page 215: Dear Reader: Prevention Emmaus, PA
- Page 219 and 220: Of course, I could go on and on abo
- Page 221 and 222: vogue because they are effective. S
- Page 223 and 224: The Kiplinger Letter not only keeps
- Page 225 and 226: There is no real way to precisely m
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- Page 229 and 230: direct mail—a $48,000 item. Not o
- Page 231 and 232: Marketing Boot Camp schedule for en
- Page 233 and 234: Plus, I’m holding periodic telese
- Page 235: NOTES