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Here's the scenario: your company has made the final cut, and you and a partner are scheduled to make the Big Presentation to the purchasing committee; close the deal, and the two of you will split a high five-figure commission, with significant residual income throughout the life of the contract.

No question about it, you and your partner are going to spend a substantial amount of time preparing, organizing and rehearsing your presentation. You'll make sure that you cover every key benefit and give extra time and attention to those features and benefits of particular importance to your prospective client.

And because you've been told that every presenter will be given exactly 90 minutes, you'll take pains to see that you have a tightly organized presentation, and each point quickly and smoothly transitions to the next.

Make the effort to make your copy flow.

Here's my point: if you want your direct mail program to be successful, you'll be sure to put forth the same effort on every sales letter you write. (After all, it well may have been a sales letter that triggered your prospective client's initial inquiry and ultimately led to the Big Presentation.)

Just as in the Big Presentation, you should pay careful attention to ensure that each point in your sales letter quickly and smoothly transitions to the next. A sales letter that has an easy and natural flow to it is more likely to be read and acted on.

Giving the thoughts and ideas expressed in your letter a smooth and easy flow may be as simple as beginning a sentence with “and” or “so.” Here's an example from my own files:

Ouch! Renewing your property lease in a tight market can be painful. And let's face it, we both know that's the type of market we're in right now.

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ABOUT THE AUTHOR
image of Ernest Nicastro

Ernest Nicastro is an award-winning B-to-B freelance copywriter who is also equally adept at crafting B-to-C content. For more information, and to review samples of his work, visit Positive Response.

LinkedIn: Ernest Nicastro

Twitter: @enicastro