If you and I both owned a hamburger stand and we were in a contest to see who would sell the most hamburgers, what advantages would you most like to have on your side?A) Superior meat to make your hamburgersB) A street corner location with high foot trafficC) The ability to offer the lowest pricesAnswer: NONE OF THE ABOVE! The best advantage of all is a STARVING CROWD.

 The Hamburger Stand

When a person first looks at something you have written it should be something that looks inviting to read.
This means wide margins, a certain amount of white space, double spacing between paragraphs, short words, short sentences, short paragraphs and an attractive, inviting layout.
Whenever you write an ad it should look, in so far as possible, exactly like a rave review written by a reporter.

Good For The Eyes

<ol><li>You must become a “student of markets.”</li><li>The first and the most important thing you must learn is what people want to buy.</li><li>The way to deduce what people want to buy is to simply observe what they DO buy!</li><li>If you want to be a top-notch marketing man, you have to know how it is. How it really is. Not how people (or you) wish it was or how they think it is. No. You must become a “student of reality.”</li></ol>

A Student Of Marketing

<ul><li>Use simple common everyday words.</li><li>Write short sentences and short paragraphs.</li><li>Use “transition” words and phrases to make your writing flow smoothly.</li><li>The key is to go through many edits, cutting everything out until cutting any more would be cutting something the customer would like to know.</li><li>Ask questions once in a while and then answer them yourself.</li></ul>

Copywriting Basics

<ul><li>Going over and over plans is a good way to make sure everyone is on the same page and remembers small things.</li><li>Write down your goals and go over them every day, not just once a year.</li><li>Sweat the details.</li></ul>

Goals And Planning

<ul><li>A fat, sloppy, or skinny and weak body tends to broadcast to the world that the owner of that body is lacking self-respect.</li><li>Defensive behaviour invites aggressive action.</li><li>Rely on your own strength instead of somebody else’s compassion!</li><li>It is important to know that often, self-reliance is the real motive of great businessmen and not money.</li><li>It doesn’t matter how much you learn if you don’t use what you learn.</li></ul>

Confidence And Self-Reliance

<ul>
<li>Money, in my opinion, especially big money, is most often a by-product of enthusiasm.</li>
<li>The money is where the enthusiasm is. Please remember this!</li>
<li>When hiring, always look for the most enthusiastic person, not necessarily the most qualified.</li>
</ul>

Passion Is Greater Than Profit

<ul><li>Try things at least twice.</li><li>Just the second attempt at anything hard will be much easier. Not a little bit but by A LOT. It is true of almost everything, not just sports.</li><li>Everyone wants to climb the mountain, but the big difference between those at the top and those still on the bottom is simply a matter of showing up tomorrow to give it just one more shot.</li><li>As someone once said, “Most of the world’s work is done by people who don't feel like getting out of bed.”</li><li>You Don’t Have To Get It Right… You Just Have To Get It Moving!</li><li>Just do it, and keep on moving on.</li></ul>

The Power Of Perseverance

The best list of all is your own customer list.
Nothing will add to your bottom line as fast as selling something new to your existing customers and sourcing new prospects.
Characteristics of “Hot” Lists
<ul>
<li>Recency (most important): 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.</li>
<li>Frequency: The more often a person buys a particular item, the higher his desire for that type of production service.</li>
<li>Unit of sale: Those who spend more money on a product.</li>
</ul>

A Hot List Of Your Best Customers

Copywriting has to be done according to a formula, a proven sequential outline like AIDA: 
ATTENTION, INTEREST, DESIRE, ACTION.
Your manuscript should:
<ul>
<li>First, get the readers attention</li>
<li>Second, get them interested</li>
<li>Third, make them desire what you are selling</li>
</ul>

The AIDA Formula To Write Better

<ul><li>Use simple, common, everyday words.</li><li>Write short sentences and short paragraphs.</li><li>Use transition words and phrases to make your writing flow smoothly.</li><li>Ask questions once in a while, and then answer them yourself.</li></ul>

How To Write Well

<ul>
<li>A good writer is one who makes things perfectly clear.</li>
<li>The best writing goes unnoticed.</li>
<li>Your ads should have a crisp, clean appearance.</li>
<li>Go the extra mile in whatever you’re doing to increase professionalism and perception.</li>
<li>Never make a decision when you are HALT: hungry, angry, lonely or tired.</li>
<li>If you offer a promotion, offer a reason to go with it.</li>
<li>"I am offering you this special deal because you (by virtue of some unique circumstance) are so special."</li>
<li>Read your writing out loud to improve it.</li>
<li>Sweat the details. And use exact details in your promotions.</li>
</ul>

Attributes Of A Good Writer

<ul><li>Compel him to take whatever action is needed to get whatever it is you are selling.</li><li>Describe benefits the prospect gets if he buys our product or service, and remember, you must do even the obvious.</li><li>When you write bullets, the basic pattern should be specific/blind fact, benefit.</li><li>Re-write (by hand) famous ad and marketing copy to get a feel for it.</li></ul>

Advice On Better Marketing Copywriting

<ol><li>Most of the time, a person will never alter his original impression. Most of the time he will simply “edit” all new info that comes to him and “process” it in such a way as to validate his original opinion.</li><li>Make sure your promotion has a “crisp” look about it. In other words, the layout should be clean, there should be a lot of contrast, and it should look easy and inviting to read.</li><li>If you use pictures they should be, as a general rule, of an upbeat nature.</li></ol>

A Good First Impression

When it comes to accomplishing things, most people fail to even try. There is no benefit in dealing with people who have nothing but negative things to say.
Sometimes there is no use wasting time and energy fighting established beliefs by arguing, and it is better to just silently go about proving or accomplishing your goal.
When most people tell others of any plan to make money, they are met with instant negativity. Once you set out to actually do something which may elevate your status, many people will tell you it can’t be done, or simply isn't worth it.

Overcoming Negativity

<ul><li>The first thing to do in the morning? Get outside and get walking.</li><li>Fast one day per week.</li><li>To figure out what people want to buy? Just look at what they do buy.</li><li>Segment your marketing - be specific in who you are targeting, and custom tailor your ads to them.</li><li>Work on subjects you love - the enthusiasm will make it easy.</li><li>Keep two lists - one of tough tasks and another of tasks you can do regardless of mood. That way you can be productive regardless of your state.</li><li>Work in the library, or somewhere else people are working - as social animals, it’s hard for us not to work in places like this.</li></ul>

General Life Advice 

<ol><li>Mind follows the body. A regular exercise routine is not only good for your health, but also clears your mind to set you up for a productive day.</li><li>Find a hot market first. Only then should you begin to look for a product to sell.</li><li>A good writer makes things perfectly clear. Use simple words, short sentences, and many transitions to make your copy flow.</li><li>Get their attention. It doesn’t matter how good your copy is if nobody bothers to read it.</li><li>Use specific details and emotional descriptions. Both will increase your reader’s interest in what you have to say and boost your credibility.</li></ol>

Five Key Takeaways From The Boron Letters

When you get stuck or emotionally jammed up one of the ways to get yourself unclogged and flowing again is just to keep moving. Run. Walk. Jog. Write. Do the dishes.Write from start to finish in one sitting so your different moods on different days don’t seep into your copy and make it disjointed.After the initial copy dump where I pound out all my thoughts for a sales letter on a keyboard, I re-read whatever I wrote and apply the “so what” test.In your attempts to stand out, try and fight any urge to sound like a cliché and use phrases that a reader could finish on their own.

The Copywriting Primer

A Beautiful collection of copywriting, marketing and life advice taken from letters written from prison.

A series of letters by history's greatest copywriter Gary C. Halbert, explaining insider tactics and sage wisdom to his youngest son Bond.Once only available as part of a paid monthly premium, The Boron Letters are unique in the marketing universe and now they are a bona fide cult classic among direct response marketers and copywriters around the world.The letters inside are written from a father to a son, in a loving way that goes far beyond a mere sales book or fancy "boardroom" advertising advice...It's more than a Master's Degree in selling & persuasion...it's hands-down the best SPECIFIC and ACTIONABLE training on how to convince people to buy your products or services than I have ever read. The Boron Letters contain knowledge well beyond selling. The letters also explain how to navigate life's hurdles.This marketing classic is personal and easily digestible. Plus... immediately after reading the first chapters, you can go out and make money and a real, noticeable difference in your marketplace. There are very few successful direct response marketers (online or off) who don't owe something to Gary Halbert...and for many of them, The Boron Letters is the crown jewel in their collection.Copywriters and marketers read and re-read The Boron Letters over and over again for a reason.These strategies, secrets and tips are going to be relevant 5, 10, even 100 years from now because they deal honestly with the part of human psychology which never changes, how to convince and convert folks into buyers.Bottom line? Read the first chapter. Get into the flow of Gary's mind. Then read the second. I dare you to NOT finish the entire darn thing. After you put a few of the lessons into practice, you too will find yourself reading The Boron Letters again and again like so many of today's top marketers.If you don't already have your copy get it now. I promise you won't regret it. My best,Lawton Chiles