Copywriting

Grab attention without cheating

Chris Labs

Dear Mr. Tiberion, I am attaching a plastic baggie to the top of this letter for two important reasons: First of all, what I have to say to you is very serious and I needed some way to be sure to get your attention. And secondly, what is inside that baggie could very well be your passport to complete financial independence! Why is this? The answer is simple: You see, what is inside that baggie is a very tiny amount of what is the most valuable thing on earth. I’m talking about real estate and, in this case, Hawaiian Real … Continue reading Grab attention without cheating

Copywriting

To make sure you get a reply: use guilt

Chris Labs

“… and those pitiful children need your help right now! So please send a check immediately and send as much as possible. That’s all you have to do. I have already addressed the reply envelope and I have even gone to the expense of putting a stamp on it so you won’t have to hunt for one!” Pretty good guilt, eh? And you can also use guilt in a regular sales letter. Here’s how: Continued Tomorrow I Love You and Good Luck! Dad -The Boron Letters, Chapter 12, Gary Halbert Continue reading To make sure you get a reply: use guilt

Copywriting

Pick an audience based on Recency, Frequency, unit of sale

Chris Labs

A brief explanation follows: Recency – The more recently a person has purchased (by mail) something similar to what you are selling, the more receptive he will be to your offer. Get ’em while they’re hot! In fact, always check to see if the list you are interested in has “hotline buyers” and see if you can rent them before anybody else. Hotline buyers are the most recent buyers of all. Sometimes they will be 90-day hotline buyers or even 30-day hotline buyers. These names are extremely good prospects! Frequency – The more often a person buys a particular item, the higher … Continue reading Pick an audience based on Recency, Frequency, unit of sale

Negotation Mastery

Every negotiation, every conversation, every moment of life, is a series of small conflicts that, managed well, can rise to creative beauty.

Chris Labs

Embrace them. And so I’m going to leave you with one request: Whether it’s in the office or around the family dinner table, don’t avoid honest, clear conflict. It will get you the best car price, the higher salary, and the largest donation. It will also save your marriage, your friendship, and your family. –Never split the difference, p.243 Continue reading Every negotiation, every conversation, every moment of life, is a series of small conflicts that, managed well, can rise to creative beauty.

Negotation Mastery

Hunt for Black Swans during unguarded moments

Chris Labs

Pay close attention to your counterpart during interruptions, odd exchanges, or anything that interrupts the flow. When someone breaks ranks, people’s façades crack just a little. During a typical business meeting, the first few minutes, before you actually get down to business, and the last few moments, as everyone is leaving, often tell you more about the other side than anything in between. –Never split the difference, p.237 Continue reading Hunt for Black Swans during unguarded moments

Negotation Mastery

Your counterpart is acting not rationally (to you)?

Chris Labs

They probably have hidden interests. Your counterpart will often reject offers for reasons that have nothing to do with their merits. Ex: A client may put off buying your product so that their calendar year closes before the invoice hits, increasing his chance for a promotion. Or an employee might quit in the middle of a career-making project, just before bonus season, because he or she has learned that colleagues are making more money. For that employee, fairness is as much an interest as money. Whatever the specifics, these people are not acting irrationally. They are simply complying with needs … Continue reading Your counterpart is acting not rationally (to you)?