If you’re like me, you’re not writing that banner ad, Web site, or landing page to make your English teacher proud. You’re writing to sell.

If you get an “A” while you’re at it, great. But don’t count on it. To get prospects to click, call, or buy, you’ll need to take some liberties with the English language.

As direct-response legend Herschell Gordon Lewis so aptly said, “Grammar is our weapon, not our god.”

Although copywriting requires a different approach than Strunk and White would advocate, don’t burn your grammar books just yet. It’s important to know the rules before you break them.

Following are some rules to keep and some rules to bend or break. But first an important principle.

Clarity

Next time you face a grammar grappler, ask yourself this question: Which word construction will be clearer to the prospect or customer?

Clarity comes first because it’s the prescription for fast comprehension. Copywriting that blurs meaning (which sometimes includes grammatically perfect writing) slows reading and jeopardizes interest — and sales.

WARNING: This isn’t license to play havoc with the English language. Literacy must prevail. Following are some rules to keep.

Rules to Keep

Subject and verb agreement. Whether you’re writing an infomercial or War and Peace, singular subjects take singular verbs and plural subjects take plural verbs. Always. A simple rule, execution is sometimes problematic. The key is to clearly identify the subject of the sentence.

The active voice. If you want your copywriting to have maximum punch, use the active voice at every opportunity. Active voice: I wrote the sentence. Passive voice: The sentence was written by me.

Use of Modifiers. Modifiers can cause a variety of problems. There are the questions of which and how many modifiers to use. Again, let clarity be your guide. Also, poor placement of modifiers results in confusion, your enemy. To make comprehension easy, put modifiers near the words they’re modifying.

Rules to Bend or Break

The Adventures of Huckleberry Finn by Mark Twain ushered in a new era in American literature. One of the main reasons was Twain’s use of vernacular. He wrote the way people talked, a departure from the stiff, formal English common during the Victorian period.

For copywriters, writing the way people talk is absolutely essential.

Why? Because copy that is friendly, informal and conversational stands a better chance of getting prospects to click, call or buy. Which is exactly why sacrificing the following conventions can be in the copywriter’s best interest.

Ending sentences with a preposition. To some a no-no, ending a sentence with a preposition can warm up your copywriting. Which sounds friendlier to you: “Here is the information you requested” or “Here is the information you asked for”?

Beginning sentences with a conjunction. Beginning sentences with conjunctions (and, or, but, nor) is more common, even in journalism. Not only is it the way people talk, it can shorten sentence length, a plus in delivering sales messages.

Other informal devices. Use contractions to warm up your message. Also, use sentence fragments. Not only do they shorten average sentence length, they add rhythm. And drama.

Punctuation. Use punctuation to your selling advantage. I’m inclined to use more dashes and an occasional exclamation point and ellipsis to add drama and excitement to the sales message. Commas can be pretty subjective, so I have a tendency to use the minimum amount to keep readers moving through the copy as quickly as possible.

Parting Reminder

Keep that grammar book, stylebook, dictionary and other writer’s references nearby. You’re still going to need them.

But also don’t let grammar be your god, or your next online promotion could be a giant sales flop.

(c) 2005 Neil Sagebiel

If you’re like me, you’re not writing that banner ad, Web site, or landing page to make your English teacher proud. You’re writing to sell.

If you get an “A” while you’re at it, great. But don’t count on it. To get prospects to click, call, or buy, you’ll need to take some liberties with the English language.

As direct-response legend Herschell Gordon Lewis so aptly said, “Grammar is our weapon, not our god.”

Although copywriting requires a different approach than Strunk and White would advocate, don’t burn your grammar books just yet. It’s important to know the rules before you break them.

Following are some rules to keep and some rules to bend or break. But first an important principle.

Clarity

Next time you face a grammar grappler, ask yourself this question: Which word construction will be clearer to the prospect or customer?

Clarity comes first because it’s the prescription for fast comprehension. Copywriting that blurs meaning (which sometimes includes grammatically perfect writing) slows reading and jeopardizes interest — and sales.

WARNING: This isn’t license to play havoc with the English language. Literacy must prevail. Following are some rules to keep.

Rules to Keep

Subject and verb agreement. Whether you’re writing an infomercial or War and Peace, singular subjects take singular verbs and plural subjects take plural verbs. Always. A simple rule, execution is sometimes problematic. The key is to clearly identify the subject of the sentence.

The active voice. If you want your copywriting to have maximum punch, use the active voice at every opportunity. Active voice: I wrote the sentence. Passive voice: The sentence was written by me.

Use of Modifiers. Modifiers can cause a variety of problems. There are the questions of which and how many modifiers to use. Again, let clarity be your guide. Also, poor placement of modifiers results in confusion, your enemy. To make comprehension easy, put modifiers near the words they’re modifying.

Rules to Bend or Break

The Adventures of Huckleberry Finn by Mark Twain ushered in a new era in American literature. One of the main reasons was Twain’s use of vernacular. He wrote the way people talked, a departure from the stiff, formal English common during the Victorian period.

For copywriters, writing the way people talk is absolutely essential.

Why? Because copy that is friendly, informal and conversational stands a better chance of getting prospects to click, call or buy. Which is exactly why sacrificing the following conventions can be in the copywriter’s best interest.

Ending sentences with a preposition. To some a no-no, ending a sentence with a preposition can warm up your copywriting. Which sounds friendlier to you: “Here is the information you requested” or “Here is the information you asked for”?

Beginning sentences with a conjunction. Beginning sentences with conjunctions (and, or, but, nor) is more common, even in journalism. Not only is it the way people talk, it can shorten sentence length, a plus in delivering sales messages.

Other informal devices. Use contractions to warm up your message. Also, use sentence fragments. Not only do they shorten average sentence length, they add rhythm. And drama.

Punctuation. Use punctuation to your selling advantage. I’m inclined to use more dashes and an occasional exclamation point and ellipsis to add drama and excitement to the sales message. Commas can be pretty subjective, so I have a tendency to use the minimum amount to keep readers moving through the copy as quickly as possible.

Parting Reminder

Keep that grammar book, stylebook, dictionary and other writer’s references nearby. You’re still going to need them.

But also don’t let grammar be your god, or your next online promotion could be a giant sales flop.

(c) 2005 Neil Sagebiel

You can use this copywriting checklist when you are copywriting - or to evaluate copywriting. It is based on what works best from over 1,200 copywriting projects we have done since 1978. It will lead to significantly more response from your copywriting.

Before writing:

1. Study the company and the product/service being sold thoroughly so you have all the information you will need.

2. Research the prospects and the market to determine what benefits the prospect wants most, secondary benefits wanted, objections, and what would get him to buy now. Key: Don’t guess; research.

3. Develop the main emotions you can touch with your copywriting for this project, and how you will do it. The strongest emotions are love, fear, greed, acceptance, survival, anger, and health.

4. Think like your prospect; and not like the marketer.

5. Develop the best offer(s) you can make to the prospect. Your offer includes pricing, terms, bonuses and guarantee.

At this point, you know the company and product, what the target prospect wants most, his objections, the main emotions you can touch, and you have developed a terrific offer.

Headline and start of copy:

6. Write at least 20 different headlines before choosing the best one.

Headline winners include a big, bold promise of the benefits the prospect wants most, specific figures, a guarantee, credibility enhancers, a special offer.

Legendary marketers John Caples and Claude Hopkins proved that one headline can pull 10 times the response as another headline … with no other changes in the copywriting.

7. Start of copy should re-enforce the main benefit(s) of the headline, elaborate, and incorporate the secondary benefits the prospect wants most.

Body of copy:

8. Develop the prospect problem and pain points. Reinforce how these problems will remain or even get worse unless he takes action, and how your product/service is the best solution.

9. Copywriting should be first person, one-to-one, conversational.

10. List the prospects likely objections to buying, and overcome those objections.

11. Sincerely flatter the prospect if you can.

12. Get the prospect to mentally “picture and enjoy” the end-result benefits of buying.

13. Use testimonials, specifics, tests, clients, studies, success stories and memberships to add credibility and believability.

14. Be sure it is easy to read and “scan”. Use sub headlines with prospect benefits, short sentences, short paragraphs.

15. If any copy is dull or boring, cut it or revise it.

16. If the flow gets slowed or stopped at any point in the copy, fix it.

17. Copywriting must be passionate, enthusiastic.

18. Create urgency to get a response now.

19. Tell the prospect what he will lose if he does not respond now.

20. Tell the prospect exactly what to do.

21. Close, Close, Close. Get action now.

You can use this copywriting checklist when you are copywriting - or to evaluate copywriting. It is based on what works best from over 1,200 copywriting projects we have done since 1978. It will lead to significantly more response from your copywriting.

Before writing:

1. Study the company and the product/service being sold thoroughly so you have all the information you will need.

2. Research the prospects and the market to determine what benefits the prospect wants most, secondary benefits wanted, objections, and what would get him to buy now. Key: Don’t guess; research.

3. Develop the main emotions you can touch with your copywriting for this project, and how you will do it. The strongest emotions are love, fear, greed, acceptance, survival, anger, and health.

4. Think like your prospect; and not like the marketer.

5. Develop the best offer(s) you can make to the prospect. Your offer includes pricing, terms, bonuses and guarantee.

At this point, you know the company and product, what the target prospect wants most, his objections, the main emotions you can touch, and you have developed a terrific offer.

Headline and start of copy:

6. Write at least 20 different headlines before choosing the best one.

Headline winners include a big, bold promise of the benefits the prospect wants most, specific figures, a guarantee, credibility enhancers, a special offer.

Legendary marketers John Caples and Claude Hopkins proved that one headline can pull 10 times the response as another headline … with no other changes in the copywriting.

7. Start of copy should re-enforce the main benefit(s) of the headline, elaborate, and incorporate the secondary benefits the prospect wants most.

Body of copy:

8. Develop the prospect problem and pain points. Reinforce how these problems will remain or even get worse unless he takes action, and how your product/service is the best solution.

9. Copywriting should be first person, one-to-one, conversational.

10. List the prospects likely objections to buying, and overcome those objections.

11. Sincerely flatter the prospect if you can.

12. Get the prospect to mentally “picture and enjoy” the end-result benefits of buying.

13. Use testimonials, specifics, tests, clients, studies, success stories and memberships to add credibility and believability.

14. Be sure it is easy to read and “scan”. Use sub headlines with prospect benefits, short sentences, short paragraphs.

15. If any copy is dull or boring, cut it or revise it.

16. If the flow gets slowed or stopped at any point in the copy, fix it.

17. Copywriting must be passionate, enthusiastic.

18. Create urgency to get a response now.

19. Tell the prospect what he will lose if he does not respond now.

20. Tell the prospect exactly what to do.

21. Close, Close, Close. Get action now.

The average consumer is inundated with sales pitches. So if you’re selling a product or service to today’s ad weary consumer, if you want your sales letters to get results, you’ll need a step-by-step plan that breaks down the barriers to buying. A plan that bypasses the head and goes right for the heart.

If the heart’s in it, the brain will follow.

Buying anything is largely emotional. Whether it’s paper clips or plain paper copiers, emotions lead the purchase. Facts, specs and the like are simply used to justify the decision, once made. Which means that everything about your sales letter, every sentence, every phrase must appeal to your customer’s emotions.

What emotions?

The simple truth is, there are only two emotions that really motivate people: The promise of gain or the fear of loss–with the fear of loss being the stronger. Example: Given the choice of headlines: “Save money in legal fees.” Or “How to keep from being sued.” The latter will probably get a better response.

Supporting the promise of gain and the fear of loss are seven key emotional hooks or basic human needs. No matter what your product or service, to be effective, your sales letter must directly address as many of these basic needs as possible:

• Safety/Security

• Wealth

• Good looks

• Popularity

• Self-satisfaction

• Free time

• Fun/Excitement

So how do you get them to act? How do you go from head to heart? What’s the copy paradigm? Imagine you’re in a baseball stadium facing an audience in rows of bleachers. It’s the game of the century, ninth inning, bases loaded. And you’ve got a bag of peanuts you absolutely must sell or the boss will fire you on the spot. What would you do to get their attention? Yell “Peanuts?”

Start with a verbal “2×4”

You’ve got to hit them over the head with an emotional motivator. And that means you start with the envelope. Remember– gain or loss–it has to be right there on the outside, in bold. (When was the last time you rushed to open a plain white envelope?) Two examples:

Gain– “We Put a Money-Making Miracle in this Envelope.”

Loss– “Throw This Away and Work Hard for the Rest of Your Life.”

Okay. They’ve opened the letter and what do they see? A boring paragraph about your leadership in the industry? Stuffy sentences about commitment, innovation and dedication?

Whoosh. In the round file it goes.

Time to visit our key motivators–gain or loss. Again, it’s got to be there in a headline they can’t miss. And it must reinforce the headline that compelled them to rip open that envelope. Both headlines must dovetail in their message and emotional impact.

Example: “Finish reading this letter and you’re halfway to becoming rich.”

Next comes the all-important body copy. What to say to leave them begging for your product. For this we go right into the consumer’s emotions, mining for clues to the perfect selling pitch.

What’s the problem?

A while back, McDonalds was beating the pants off its competitors. So Burger King hired a big powerhouse ad agency to gain them market share. They tried everything–analyzing secret sauces, elaborate contests, toy tie-ins. Nothing worked. Finally, they sent out questionnaires, did focus groups, and literally stopped people on the street. And you know what they discovered? Not what consumers liked, but what they didn’t like about hamburgers. For on thing, the leading hamburger came practically “factory made” with everything on it. Some folks liked pickles, others hated onions or mayo. That was “the problem.” The solution was simple: hamburgers made to order, followed by the now all-too-familiar slogan “Have it Your Way.” The point is, you’ve got to find and exploit your consumer’s problem. And make your product the hero.

Life without your product–miserable

So, you’ve succeeded in getting your reader’s attention. You’ve discovered their “problem.” Now it’s time to remind them how many ways that problem affects their lives. If you’re selling a cordless electric lawnmower, you’ll want to remind them of all the headaches of their old gas powered mower. Like running out of gas, finding the gas can, taking it to the gas station, driving back with a can full of smelly gas in the car, maybe spilling gas on the carpet. Once at home, there’s the annoyance of yanking the starter until your arm feels like a wet noodle. And the fire danger of having a can of gas in the garage with kids playing near it. The point is, you want to paint a very troublesome picture of life without your product.

Life with your product&ndashabsolute bliss

Now that you’ve raised your reader’s interest by making them feel the pain of life without your product, it’s time to provide your solution. Here’s where you’ll briefly introduce yourself and your product or service. No more running out of gas, no more smelling gas cans in your new car, no more yanking that starter cord till your arm falls off. Just flick the switch and you’re ready to mow. Plug it into your electric outlet and it charges overnight. Your worries are over. You go on and on, hammering home the fact that your product or service is the perfect solution. At this point, your reader will probably ask, “Sounds interesting, but who the heck are you to think you can solve my problem? I never heard of you.”

Credentials time

Here’s where you build trust by detailing key facts that build confidence in you and your company. You could start by listing some testimonials from satisfied customers. If these come from people in the industry who your prospect is familiar with, so much the better. And if you can get photos, phone numbers and so forth, it will add even more to your credibility. This is also the time to mention how long you’ve been in business and any articles that about your company and/or its products that have appeared in the local or national media (these can be particularly valuable, since they come from an impartial source).

Now that you’ve assuaged their fears about doing business with a complete unknown, they’ll want to be totally sold about your product or service. Here’s where you go into detail. And this is the perfect time to do so, because you’ve established trust. They won’t be thinking about who you are, but what you can do for them–how you’re going to solve their problem.

Detail benefits, not features

A key caveat here. Don’t get your reader quagmired in “Featurespeak.” It’s easy to do and it’s what most unskilled writers fall victim to. Featurespeak is for your sales team, not your potential customer. Avoid things like “Our new cordless electric mower features the X9T Autoflex handle, or the PT600 Zenon Battery. Better to say, “Our new electric mower’s handle easily adjusts to your height for maximum comfort.” Or “The easily rechargeable battery lasts up to 5 years without replacement.” If your product or service has more than three major benefits, list them in bullet point form to make them easier to read.

Make them an offer they can’t refuse

This is the crucial part of your sales letter. Your offer should be compelling, irrefutable and urgent. You want your reader to say, “This is a great offer, I’ve got nothing to lose but my problem.” Try to combine the big 3 in your offer–irresistible price, terms, and a free gift. For example, if you’re selling a cordless electric mower, your offer might be a discounted retail price, low interest rate, and a blade-sharpening tool. Try to raise the perceived value of your offer by adding on products or services–for electric mowers, it might be an extended warranty or safety goggles. Augment this with compelling benefits these additional products or services will provide.

Assuage with a guarantee

There’s a little voice in the back of every customer’s head that whispers, “Buy this and you’ll be sorry.” So make your offer bulletproof. Take the risk out of the purchase. Give the absolute strongest guarantee you can. It tells your reader you’re confident in your product or service. Enough so to back it up with a strong guarantee. Don’t be afraid to make this final commitment.

Motivate the procrastinators

So they’re reading your letter and are pretty convinced that your company and your product or service can solve their problem. They want to buy. The mind is willing but the flesh is weak. Time to bring in our key motivator&ndashfear of loss. One way to tap into this fear is by convincing your reader that because this is such a good deal, only a scant few mowers remain. Or that the extended warranty is being offered only for the next few days, or for the next 50 customers. Our old motivator–gain–can be used here as well. Example: “Buy now and get a $20 gift card–FREE!”

Call to action–KISS

You and your staff know what readers need to do to buy your product or service, but your readers are inundated with offers every day. And each offer has a different procedure for buying. Give them a break and walk them through the order/purchase process. And KISS (keep it simple stupid). Use simple action words like “Pick Up the Phone and Call Now!” If your phone number spells out a catchy slogan or company name, always add numerical phone numbers. If they need to fill out a form and mail it, say so. And if possible, use large type on your form&ndashespecially if you’re selling to seniors. Be clear on what they’re ordering and for what price.

ABC!

Follow Alec Baldwin’s admonition in the movie Glengarry Glen Ross&ndash“ABC…Always Be Closing.” Sprinkle your call to action throughout your letter. Ask for the order. Then when you give the call to action at the end of the letter, it won’t come as a surprise, but just another reminder. Better still, if they’re ready to order halfway through your letter, they’ll know what to do.

Postscripts are magic

Nobody reads postscripts, right? Wrong. The P.S. is the third most read element of a sales letter&ndashafter the headline and any picture captions. The top wordsmiths use several (P.P.S) in their letters. It’s one of the best places to remind readers of your irresistible offer. But you have to be brief and compelling, establishing urgency and value, and drawing on your key motivators of gain and loss.

Drive it home on the order form

The order form is where some of the greatest sales are won or lost. It’s where that little voice in the back of your customer’s head comes alive once again and says, “You’ll be sorry” or “You sure you want to buy this now?” It’s what I call Preemptive Buyer’s Remorse.” Time to bring in our top gun persuaders–gain and loss–one last time. Use the same persuasive arguments as before–only be brief, more compelling and urgent.

Do you want the steak knives or the El Dorado?

Okay, you’ve got the prized Glengarry leads. And the formula for writing a winning sales letter. Start by knowing your prospect’s problem, then drive home key benefits using the emotional motivators I’ve described. And don’t forget Alec Baldwin’s other maxim, AIDA–Attention. Interest. Decision. Action. Get their attention, build their interest, convince them it’s the right decision, and finally, urge them to act. Good luck. You’ve got 26 letters in the English alphabet. How you use them can make all the difference …between getting the steak knives or the Cadillac El Dorado.

The average consumer is inundated with sales pitches. So if you’re selling a product or service to today’s ad weary consumer, if you want your sales letters to get results, you’ll need a step-by-step plan that breaks down the barriers to buying. A plan that bypasses the head and goes right for the heart.

If the heart’s in it, the brain will follow.

Buying anything is largely emotional. Whether it’s paper clips or plain paper copiers, emotions lead the purchase. Facts, specs and the like are simply used to justify the decision, once made. Which means that everything about your sales letter, every sentence, every phrase must appeal to your customer’s emotions.

What emotions?

The simple truth is, there are only two emotions that really motivate people: The promise of gain or the fear of loss–with the fear of loss being the stronger. Example: Given the choice of headlines: “Save money in legal fees.” Or “How to keep from being sued.” The latter will probably get a better response.

Supporting the promise of gain and the fear of loss are seven key emotional hooks or basic human needs. No matter what your product or service, to be effective, your sales letter must directly address as many of these basic needs as possible:

• Safety/Security

• Wealth

• Good looks

• Popularity

• Self-satisfaction

• Free time

• Fun/Excitement

So how do you get them to act? How do you go from head to heart? What’s the copy paradigm? Imagine you’re in a baseball stadium facing an audience in rows of bleachers. It’s the game of the century, ninth inning, bases loaded. And you’ve got a bag of peanuts you absolutely must sell or the boss will fire you on the spot. What would you do to get their attention? Yell “Peanuts?”

Start with a verbal “2×4”

You’ve got to hit them over the head with an emotional motivator. And that means you start with the envelope. Remember– gain or loss–it has to be right there on the outside, in bold. (When was the last time you rushed to open a plain white envelope?) Two examples:

Gain– “We Put a Money-Making Miracle in this Envelope.”

Loss– “Throw This Away and Work Hard for the Rest of Your Life.”

Okay. They’ve opened the letter and what do they see? A boring paragraph about your leadership in the industry? Stuffy sentences about commitment, innovation and dedication?

Whoosh. In the round file it goes.

Time to visit our key motivators–gain or loss. Again, it’s got to be there in a headline they can’t miss. And it must reinforce the headline that compelled them to rip open that envelope. Both headlines must dovetail in their message and emotional impact.

Example: “Finish reading this letter and you’re halfway to becoming rich.”

Next comes the all-important body copy. What to say to leave them begging for your product. For this we go right into the consumer’s emotions, mining for clues to the perfect selling pitch.

What’s the problem?

A while back, McDonalds was beating the pants off its competitors. So Burger King hired a big powerhouse ad agency to gain them market share. They tried everything–analyzing secret sauces, elaborate contests, toy tie-ins. Nothing worked. Finally, they sent out questionnaires, did focus groups, and literally stopped people on the street. And you know what they discovered? Not what consumers liked, but what they didn’t like about hamburgers. For on thing, the leading hamburger came practically “factory made” with everything on it. Some folks liked pickles, others hated onions or mayo. That was “the problem.” The solution was simple: hamburgers made to order, followed by the now all-too-familiar slogan “Have it Your Way.” The point is, you’ve got to find and exploit your consumer’s problem. And make your product the hero.

Life without your product–miserable

So, you’ve succeeded in getting your reader’s attention. You’ve discovered their “problem.” Now it’s time to remind them how many ways that problem affects their lives. If you’re selling a cordless electric lawnmower, you’ll want to remind them of all the headaches of their old gas powered mower. Like running out of gas, finding the gas can, taking it to the gas station, driving back with a can full of smelly gas in the car, maybe spilling gas on the carpet. Once at home, there’s the annoyance of yanking the starter until your arm feels like a wet noodle. And the fire danger of having a can of gas in the garage with kids playing near it. The point is, you want to paint a very troublesome picture of life without your product.

Life with your product&ndashabsolute bliss

Now that you’ve raised your reader’s interest by making them feel the pain of life without your product, it’s time to provide your solution. Here’s where you’ll briefly introduce yourself and your product or service. No more running out of gas, no more smelling gas cans in your new car, no more yanking that starter cord till your arm falls off. Just flick the switch and you’re ready to mow. Plug it into your electric outlet and it charges overnight. Your worries are over. You go on and on, hammering home the fact that your product or service is the perfect solution. At this point, your reader will probably ask, “Sounds interesting, but who the heck are you to think you can solve my problem? I never heard of you.”

Credentials time

Here’s where you build trust by detailing key facts that build confidence in you and your company. You could start by listing some testimonials from satisfied customers. If these come from people in the industry who your prospect is familiar with, so much the better. And if you can get photos, phone numbers and so forth, it will add even more to your credibility. This is also the time to mention how long you’ve been in business and any articles that about your company and/or its products that have appeared in the local or national media (these can be particularly valuable, since they come from an impartial source).

Now that you’ve assuaged their fears about doing business with a complete unknown, they’ll want to be totally sold about your product or service. Here’s where you go into detail. And this is the perfect time to do so, because you’ve established trust. They won’t be thinking about who you are, but what you can do for them–how you’re going to solve their problem.

Detail benefits, not features

A key caveat here. Don’t get your reader quagmired in “Featurespeak.” It’s easy to do and it’s what most unskilled writers fall victim to. Featurespeak is for your sales team, not your potential customer. Avoid things like “Our new cordless electric mower features the X9T Autoflex handle, or the PT600 Zenon Battery. Better to say, “Our new electric mower’s handle easily adjusts to your height for maximum comfort.” Or “The easily rechargeable battery lasts up to 5 years without replacement.” If your product or service has more than three major benefits, list them in bullet point form to make them easier to read.

Make them an offer they can’t refuse

This is the crucial part of your sales letter. Your offer should be compelling, irrefutable and urgent. You want your reader to say, “This is a great offer, I’ve got nothing to lose but my problem.” Try to combine the big 3 in your offer–irresistible price, terms, and a free gift. For example, if you’re selling a cordless electric mower, your offer might be a discounted retail price, low interest rate, and a blade-sharpening tool. Try to raise the perceived value of your offer by adding on products or services–for electric mowers, it might be an extended warranty or safety goggles. Augment this with compelling benefits these additional products or services will provide.

Assuage with a guarantee

There’s a little voice in the back of every customer’s head that whispers, “Buy this and you’ll be sorry.” So make your offer bulletproof. Take the risk out of the purchase. Give the absolute strongest guarantee you can. It tells your reader you’re confident in your product or service. Enough so to back it up with a strong guarantee. Don’t be afraid to make this final commitment.

Motivate the procrastinators

So they’re reading your letter and are pretty convinced that your company and your product or service can solve their problem. They want to buy. The mind is willing but the flesh is weak. Time to bring in our key motivator&ndashfear of loss. One way to tap into this fear is by convincing your reader that because this is such a good deal, only a scant few mowers remain. Or that the extended warranty is being offered only for the next few days, or for the next 50 customers. Our old motivator–gain–can be used here as well. Example: “Buy now and get a $20 gift card–FREE!”

Call to action–KISS

You and your staff know what readers need to do to buy your product or service, but your readers are inundated with offers every day. And each offer has a different procedure for buying. Give them a break and walk them through the order/purchase process. And KISS (keep it simple stupid). Use simple action words like “Pick Up the Phone and Call Now!” If your phone number spells out a catchy slogan or company name, always add numerical phone numbers. If they need to fill out a form and mail it, say so. And if possible, use large type on your form&ndashespecially if you’re selling to seniors. Be clear on what they’re ordering and for what price.

ABC!

Follow Alec Baldwin’s admonition in the movie Glengarry Glen Ross&ndash“ABC…Always Be Closing.” Sprinkle your call to action throughout your letter. Ask for the order. Then when you give the call to action at the end of the letter, it won’t come as a surprise, but just another reminder. Better still, if they’re ready to order halfway through your letter, they’ll know what to do.

Postscripts are magic

Nobody reads postscripts, right? Wrong. The P.S. is the third most read element of a sales letter&ndashafter the headline and any picture captions. The top wordsmiths use several (P.P.S) in their letters. It’s one of the best places to remind readers of your irresistible offer. But you have to be brief and compelling, establishing urgency and value, and drawing on your key motivators of gain and loss.

Drive it home on the order form

The order form is where some of the greatest sales are won or lost. It’s where that little voice in the back of your customer’s head comes alive once again and says, “You’ll be sorry” or “You sure you want to buy this now?” It’s what I call Preemptive Buyer’s Remorse.” Time to bring in our top gun persuaders–gain and loss–one last time. Use the same persuasive arguments as before–only be brief, more compelling and urgent.

Do you want the steak knives or the El Dorado?

Okay, you’ve got the prized Glengarry leads. And the formula for writing a winning sales letter. Start by knowing your prospect’s problem, then drive home key benefits using the emotional motivators I’ve described. And don’t forget Alec Baldwin’s other maxim, AIDA–Attention. Interest. Decision. Action. Get their attention, build their interest, convince them it’s the right decision, and finally, urge them to act. Good luck. You’ve got 26 letters in the English alphabet. How you use them can make all the difference …between getting the steak knives or the Cadillac El Dorado.

by Karon Thackston