Follow the Long Yellow Copy: Do Long Scrolling Sales Letters Work?

Have you ever sat through a movie and got to the point when you counted the minutes till its ending? Unfortunately, you can't speed it up or leave it for another show (although, some people do try switching movies). When long Web copy leaves your eyes glazing in that same way, what do you do?

As you read a long, scrolling sales pitch do you read it and make the buy? Read it and lose interest? Click away? Skim it and do nothing?

Welcome to salesmanship in print.

Why long copy works

Web-Source's Shelley Lowery says, "It is a proven fact that long sales copy out-sells short sales copy. However, some visitors do prefer a short sales letter. You can provide your visitors with both. For those who prefer a short sales letter, provide opportunities to click through to your order page prior to ending your sales letter."

Article after article on long sales copy state studies have indicated they work and there are proven results. Yet, no statistics can be found, although several companies have tested various campaigns and have reported that long sales copy comes out ahead. Nick Usborne of Excess Voice has posted results of an informal survey where he asks, "Do long, scrolling pitches really work?"

  • 19 percent - I don't believe that people fall for long, scrolling sales pitches
  • 75 percent - I'd never want to write that stuff myself, but I know it sells
  • 6 percent - I've written those long sales pitches, and made some big bucks
In researching this topic, these are some of the reasons why long copy works:

  • You can never provide too many details on the value the product provides (the more you tell, the more you sell)
  • They appeal to the reader by using "feelings"
  • They tell the whole story
  • They clearly state the benefits
How to make it work

Michael Fortin's article on the eight-step formula for writing long copy is frequently referenced by business people. He sums successful long copy in three steps:

  • Market
  • Objectives
  • Results
Like Web sites, writers create long copy with the audience in mind. If you're turned off by such copy, then you aren't the target market. Well-written copy fails when it doesn't get in front of the right market no matter how emotional it is. It also won't work if it puts readers to sleep.

Successful long copy has an objective in mind: to sell. It urges the reader to do something immediately, and drives results based on the target market and the objective. To develop the most compelling copy, Copywriters write multiple letters and test them with the market to see how well each does and to verify the copy isn't hypey, unbelievable or a scam. The key is to let the audience drive the approach.

Writers of long copy don't write anything and everything that comes to mind. Even Fortin says, "Make your case, tell your story and provide as much information as is needed to make the sale ... and not one word more." Even long copy can be too long.

If you want to get long copy in front of an email newsletter audience, it's best to send it in a separate special mailing or include a paragraph in the newsletter with a link to the copy's Web page.

Scrolling down the road

In the past, vertical scrolling has been a no-no, but that has changed with increasing screen resolutions, faster Internet connections and users becoming comfortable with the mouse or keyboard for scrolling. Horizontal (left and right) scrolling remains a bad thing and many recommend avoiding it.

The scrolling problem has decreased in the last few years. Jakob Nielsen, Web design usability expert, reports: "90 percent of users used to not scroll navigation pages; instead, they simply picked from the visible options. This has changed since most Web users now know that pages scroll and that important links sometimes are not visible 'above the fold.' Even so, the visible options still dominate and users sometimes overlook alternatives lower down the page."

Nielsen, however, says to minimize scrolling, especially no more than three pages' worth. Obviously, long copy works harder to entice readers to scroll below the fold for more information.

Getting and holding their attention

Businesses have experienced higher conversion rates from using long sales copy. People read all the way through it or at least enough to make the buy. That's why we see long copy in many Web sites.

Just remember that each person has different tastes, experiences and preferences. Some moviegoers walk out before the end of the movie because they've lost interest, while the rest stay put for the entire show. It's up to you to clearly write your sales pitch in a way that gets and holds the attention of those who will stay with you till the end.

Meryl K. Evans is the Content Maven behind meryl's notes, eNewsletter Journal, and The Remediator Security Digest. She is also a PC Today columnist and a tour guide at InformIT. She is geared to tackle your editing, writing, content, and process needs. The native Texan resides in Plano, Texas, a heartbeat north of Dallas, and doesn't wear a 10-gallon hat or cowboy boots.

In The News:

TV makers pinning hopes on India's performance in World Cup for sales growth  LivemintNEW DELHI: Television manufacturers are hoping for an exuberant performance from India in the cricket world cup to see their sales grow by around 20% in a ...
Prasad Sankaran elevated as Head-Sales & Marketing at MMTV Limited  Exchange4MediaHe earlier held the position of Regional Head-Sales, Mumbai.
2nd-gen Honda Amaze crosses 1 lakh sales milestone, company launches new Ace edition of the compact sedan  India TodayThe second-generation Honda Amaze has crossed 1 lakh sales milestone in India since its launch in the country in May 2018. With just 13 months taken to ...
Beer sales in Telangana at record high as temperature soars  MoneycontrolThe Telangana State Beverages Corporation Limited sold 61 lakh cases of beer in May, the highest-ever for the month.
Sales and deals of the day: save $300 on Microsoft Surface Laptop 2  Business InsiderWe rounded up the best sales and deals happening online today, with savings on the Microsoft Surface Laptop 2 and Foot Locker online orders.
Gold off 14-month peak as strong US retail sales data lifts dollar  MoneycontrolGold prices on Monday edged away from a 14-month peak hit in the previous session, with the dollar gaining after encouraging U.S. retail sales data tempered ...
Large-screen TV sales soar up to 100% as World Cup fever grips fans  MoneycontrolConsumer electronics makers as Sony, Samsung, LG and Panasonic have reported up to 100 pc jump in sales of large-screen TVs (55-inch and above) ...
Record ice cream sales for Mackie's over bubble tea popularity  BBC NewsMackie's of Scotland says its popularity in "bubble tea" is behind record sales in excess of £15m.
Real estate index gains the most as sales volume picks up pace  LivemintNew launches under Real Estate (Regulation and Development) Act have seen a sharp rise, leading to higher sales.The once unorganized real estate sector is ...
Pennsylvania breweries might dodge sales tax bullet set to take effect on July 1  The Philadelphia InquirerWithout relief under a bill that passed the Pennsylvania House last week and is now under consideration in the Senate, Pennsylvania brewers will have to start ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
Maruti Celerio Tops Hyundai Santro In Demand, WagonR Leads Segment In May 2019  CarDekhoThe compact hatchback segment on the whole saw a drop in MoM demand by 7.76 per cent.
Honor 20 reaches 1 million sales in 14 days - GSMArena.com news  GSMArena.comThe Honor 20 series was introduced almost a month ago in the middle of the dumpster fire that is the China-US trade war, taking Huawei as a hostage in the...
May Retail Sales Report: Relief for the Economy?  Market RealistOn June 14, the U.S. Census Bureau announced the advance estimates for US retail and food services sales in May. According to the data, consumer spending ...
Global ad sales growth continues to cool in 2019, Magna says  AdAge.comGlobal ad sales growth will continue to slow this year, according to a new report from ad forecaster Magna. Ad revenue will grow 5 percent in 2019, nearing ...
Robust home sales draw 2 new furniture stores to South Portland  Press HeraldWell-heeled home buyers are drawing attention from out-of-state furniture chains, two of which announced plans to open stores in Greater Portland.
Fashion house Chanel reaffirms its independence as sales and profits rise  ReutersLuxury fashion group Chanel, whose star designer Karl Lagerfeld passed away earlier this year, reported higher annual sales and profits on Monday and once ...
Amazon Mi Days Sale, Mi Super Sale Kick Off With Offers on Mi A2, Redmi Y2, Other Phones  Gadgets 360Amazon Mi Days Sale and Mi Super Sale have kicked off with offers on a wide range of Xiaomi smartphones such as the Mi A2 and the Redmi Y2 to name a few.
For Stricken Boeing, Paris Air Show Is About More Than Jet Sales  BloombergThe Paris Air Show is normally all about jetliner deals as Airbus SE and Boeing Co. compete to parade contracts worth tens of billions of dollars that can account ...
Cars, trucks worst hit as auto sales race downhill in May  LivemintTumbling auto sales in May reinforce the gloom surrounding auto firms. Data released by the Society for Indian Automobile Manufacturers Ltd on Tuesday ...
This week in Auto: India watches as China EV sales cool down; car sales slump by 21%  MoneycontrolHere's a list of all the major developments in the auto space.
New private home sales drop 15.2% year-on-year in May  CNASINGAPORE: Sales of private homes by developers in Singapore fell 15.2 per cent in May from a year earlier, according to data released by the ...
Symantec’s ‘Extraordinarily Depressed’ Stock Could Rise With Job Cuts, Asset Sales  Barron'sMizuho Securities analyst Gregg Moskowitz raised his rating on Symantec stock (ticker: SYMC) to Buy from Neutral, while edging up his price target to $23 from ...
Driven by Tesla’s Model 3, electric car sales rise fast in Bay Area  San Francisco ChronicleThree years ago, Ross Marabella put down a reservation for the Tesla Model 3. He was eager to swap out his 2005 Honda Accord. Tesla finally delivered the ...
Shaky top management, puny sales, sagging brand image: Nissan India is fast running out of fuel  Economic TimesAs new products flop and dealers down shutters, Nissan struggles to stay relevant in India. The recent exit of Thomas Kuehl, head of its operations in India, will ...
Automobile sales drop 7.5% YoY in May 2019, two-wheeler worst hit: FADA  Business StandardAutomobile retail sales dropped by 7.5 per cent year-on-year (YoY) in May 2019 to 17,71,920 units from 19,14,795 units in May 2018. Earlier this week, the ...
H&M Sales Rise for Fifth Straight Quarter  Yahoo FinanceSales in the latest quarter were above analysts' estimates as compiled by Bloomberg News. The shares fell 1.8% as of 9:53 a.m. in Stockholm, having earlier ...
Watch: Ritson on how Tourism Australia used the sales funnel to boost effectiveness  Marketing WeekMarketing Week columnist Mark Ritson explains how Tourism Australia used its understanding of the sales funnel to diagnose an issue with intention and create ...
Auto firms face bleak outlook, with no end to the gloom in sight  LivemintMUMBAI: Sales of automobiles have been falling for sometime now, prompting manufacturers to cut production to align supply with retail demand and existing ...
5 Top Stocks to Buy on Solid Retail Sales  Yahoo FinanceBack-to-back gains for this key metric indicate that it's a good time to invest in retail stocks.
Huawei expects sales drop to $100 billion: Morning Brief  Yahoo FinanceMonday, June 17, 2019. Get the Morning Brief sent directly to your inbox every Monday to Friday by 6:30 a.m. ET. Subscribe ...
Production cuts restrict decline in retail sales of vehicles to 7.5% in May  LivemintNew Delhi: Retail sales of vehicles across categories declined by 7.5% to 1.77 million units in May, impacted by a slowing domestic economy and continuing ...
3rd Century Roman Coin Found in a Field Breaks Auction Sales Record  The Vintage NewsA gold Roman coin has just set a new record at auction. Many a metal detectorist is fueled by fantasy, but one 30-year-old man succeeded beyond many.
Erdoğan touts tax-free forex sales for exporters  Hurriyet Daily NewsTurkey's president on June 16 touted the benefits for Turkish exporters in their being exempt from taxes over foreign currency purchases.
Strong Retail Sales Report Counting Upward Revisions  MishTalkThe May retail sales number missed expectations slightly but the Census Bureau upgraded April from -0.2% to +0.3%.
Fresh woes for Tata Motors as Jaguar Land Rover’s sales drop across regions  LivemintJaguar Land Rover Ltd, the UK subsidiary of Tata Motors Ltd, is not out of the woods yet. The 12.2% sales decline in May makes it the twelfth consecutive month ...
In May 2019 Plug-In EV Car Sales In The Netherlands Tripled  InsideEVsThe Netherlands is currently one of the hottest plug-in electric car market in Europe, especially in terms of growth and market share.
Pharma sales growth hit 19-month low in May as product launches slowed down  Business StandardThe domestic pharmaceuticals market clocked 7 per cent year-on-year (YoY) growth in May, the lowest since October 2017, when it registered a growth of 4.9 ...
7 paid iPhone apps on sale for free on June 17th  BGRWe're starting off the new week with a terrific roundup of paid iPhone and iPad apps on sale for free for a limited time. You'll find seven different apps in today's ...
Soaring temperatures fire up sales of ACs  Times of IndiaIndia Business News: NEW DELHI: AC sales are on fire, charged up by the scorching heat across many parts of the country.
How BMW is trying to spark plug-in hybrid sales  Automotive NewsBMW is relying heavily on its growing lineup of plug-in hybrids to cut its fleet CO2 emissions in Europe to avoid stiff EU fines.
World Car Sales Will Fall More Than 4 Million In 2019; Report  ForbesThe world car market is about to take its biggest hit since the financial crisis of 2008, according to a report from Germany's Center for Automotive Research ...
Answer Man: Garage sales limited only by the amount of junk  PostBulletin.comEditor's note: This Classic Answer Man was first published in June 2004. The school has since been renamed Lincoln K-8 District-Wide School.
US Air Ticket Sales Rose 4.77 Percent Year Over Year  Business Travel NewsThe consolidated dollar value of airline tickets sold by U.S.-based travel agencies increased 4.77 percent year over year in May, totaling $9.2 billion for the ...
Steam sale: When is the next Steam sale? When is the Steam Summer sale?  ExpressSteam Summer sale is fast approaching with PC gamers set to see money off top titles in the upcoming Steam Summer sale 2019. The next Steam sale is almost ...
Hyundai Venue Almost Neck And Neck With Vitara Brezza In May 2019 Sales  CarDekhoThe Venue's arrival has dealt a serious blow to the Vitara Brezza's monopoly in the segment.
Tesla Directors Brad Buss and Antonio Gracias Stepped Up Stock Sales  Barron'sTwo Tesla directors, Brad Buss and Antonio J. Gracias, have sold significantly more Tesla stock this year than in 2018, accounting for 73% of the insider selling ...
Jennifer Lopez 'Its My Party' Tour Tanking In Ticket Sales  Radar OnlineJennifer Lopez's 'It's My Party' Tour is tanking in ticket sales, Radar has learned.
Huawei braces for 60% fall in international sales  The Irish TimesChinese phone maker expects US sanctions to hit revenue by $30bn over next two years.
Sweltering summer is pushing up AC sales, but will margins improve?  LivemintAnalysts are pegging AC sales growth at 20-25% year-on-year in April and May, based on dealer feedback.This is welcome news for investors in these firms, ...
Auto sales go from bad to worse, fall 21% in May  LivemintSales of passenger vehicles register the steepest decline in nearly 18 years.Top carmakers such as Maruti Suzuki have been forced to close factories ...
Orlando housing prices, sales and inventory increase  Orlando WeeklyThe Orlando Regional Realtor Association released its report on May's housing market, showing that sales, median home prices and inventory are all on the rise ...
Wayfair's summer sale is happening now — here are 21 of the best deals on furniture and decor  Business InsiderWayfair always has good discounts on home furniture and decor, but it's currently having a major sale with up to 70% off. Here are the best deals.
UK charts: Sony's Days of Play sale means no change at the top  GamesIndustry.bizThe power of price promotions continues to shape the retail charts as PlayStation titles dominate the Top Ten. Sony's Days of Play sale kicked off before E3, ...
Maruti Ciaz sales surpass Hyundai Verna and Honda City in May 2019  RushLaneAmong the C Segment sedans, Maruti Ciaz, Hyundai Verna and Honda City scored at the top 3 position in terms of sales in May 2019, controlling more than 80 ...
Sales Of Nissan e-NV200 Electric Vans Up 200% In UK  CleanTechnicaJune 17th, 2019 by Steve Hanley. Electric car drivers are beset with range anxiety concerns. Even though they rarely travel more than 30 miles from home, there ...
Patanjali's global ambitions hobbled by missteps; sales plunge for 2 consecutive years  Business TodayPatanjali's sales plunged 10% to Rs 8100 crore in FY18, and in the last fiscal year, it likely deteriorated further, say analysts.
Sluggish electric car sales raise emissions challenge  The Australian Financial ReviewSlow uptake of electric cars in the domestic market means Australia's carbon emissions from passenger vehicles are likely to continue to increase until 2029, ...
Tesla Makes Last Hard Push To Break Record Sales This Quarter  OilPrice.comTesla is well on its way to having a record sales quarter, and is currently delivering a thousand cars per day on average this month.
Google appoints Stanley Chen to head Greater China sales, operations  CNAAlphabet Inc's Google has appointed Stanley Chen as its managing director of Greater China sales and operations, the company said in a statement ...
Madonna’s Promoter Combats NY Post’s ‘Absolute Lies’ About ‘Sluggish’ Ticket Sales  VarietyAfter a New York Post story about Madonna's supposedly "sluggish ticket sales," Live Nation fought back against the paper's "absolute lies."
Mississippi sales tax holiday: When is it? What are the rules?  Hattiesburg AmericanFor one day in July, shoppers in Mississippi won't have to pay sales tax on their purchases.
Colorado has now made more than $1 billion from pot sales  CNNColorado, the pioneering state for pot peddling, has now made more than $1 billion in revenue since it legalized marijuana sales in 2014.
Tata Motors' JLR sales decline 12.2% in May on weak demand in China  Business TodayJaguar Land Rover (JLR), the UK subsidiary of Tata Motors, on Tuesday reported a decline of 12.2 per cent on year-on-year basis in retail sales in May at 42370 ...
Tata Motors Group global sales fall 23 per cent to 82,374 units in May 2019  India TodayTata Motors Group's global sales have fallen 23 per cent to 82,374 units in May 2019. The figure includes the units sold by Jaguar Land Rover (JLR) as well.
KTM Overtakes Harley-Davidson In 2018 Bike Sales  NDTV NewsKTM sold 2,61,000 bikes worldwide in 2018, selling approximately 35,000 more motorcycles than Harley-Davidson did in outright motorcycle sales. So, in ...
Two-wheeler inventories up as May sales dip 8.6%  Economic TimesMumbai:Inventories of two-wheelers at dealerships have piled up with the addition of 300,000 more units in April and May with most manufacturers avoiding ...
Nathanson Steps Off the Disney Ad Sales Ride  Broadcasting & CableIt's been a great ride at The Walt Disney Co. for senior advertising sales executive Laura Nathanson, but it was finally time to get off.
Priciest home sales in Lynbrook  Long Island Business NewsThe three highest-priced home sales in Lynbrook last month ranged from $580000 to $660000.
Private home sales climb 30% in May | Video  CNAPrivate homes climbed nearly 30 per cent month-on-month in May, but with more homes launched than sold in almost every month this year, there is ...
Facebook: Oculus Quest content sales hit $5 million in 2 weeks  VentureBeatFacebook's VP of AR/VR Andrew Bosworth reportedly said that Quest had seen $5 million in *content* sales in the first two weeks of launch.
Strong U.S. retail sales improve economy's fortunes  ReutersU.S. retail sales increased in May and sales for the prior month were revised higher, suggesting a pick-up in consumer spending that eased fears the economy ...
Median prices, home sales see jump in Nashville market compared to 2018  WZTVNASHVILLE, Tenn. --Home sales in the Nashville market saw an increase in May along with a rise in median sales prices compared to the same month last year.
Dairy firm Lacto Japan to set up sales unit in PH  ABS-CBN NewsDairy product trader Lacto Japan Co. is foraying into the Philippines to meet growing dairy demand there.
The winter sales are on ... here's what you should be buying  The AgeWhen it comes to shopping at the sales, most people can be separated into two groups: those who have a plan, a target list and stick to it; and those who are ...
Volkswagen Confirms Sales Of e-Golf In Canada In 2020  InsideEVsRelatively low availability of Volkswagen e-Golf in Canada prompted some doubt over the future of the only all-electric VW in 2020. but VW confirmed continued ...
Fed Cut Looks Less Urgent After Pickups at Stores, Factories  BloombergU.S. stores and factories reported a pickup in activity last month, suggesting the economy is humming along without an urgent need for the Federal Reserve to ...
Flipkart dominates India's online smartphone sales in 2019; Amazon leads premium segment  YourStoryMore than half of the smartphones sold online in Q1 2019 were on Flipkart. Amazon grabbed a lion's share of premium category sales with exclusive ...
French EV Sales Up 34% In May 2019  CleanTechnicaJune 15th, 2019 by Jose Pontes. The French plug-in electric vehicle (PEV) market scored 4,051 registrations in May, up 34% year over year (YoY), with fully ...
In May 2019, Plug-In EV Car Sales In Germany Increased 65%  InsideEVsGrowth of plug-in electric cars in Germany finally accelerated as plug-in hybrids rebound. In May, the total number of passenger plug-in car registrations ...
Credit rating agency backs state asset sales  The Australian Financial ReviewA further round of asset sales in NSW, Victoria and Queensland would help deliver much-needed infrastructure and be a viable alternative to cranking up more ...
This Weekend's Best Sales: H&M, Wayfair, Urban Outfitters & More  E! NEWSWe love these products, and we hope you do too. E! has affiliate relationships, so we may get a small share of the revenue from your purchases. Items are sold ...
Florida Company Sued Over Sales of Skimpy Health Plans  The New York TimesA lawsuit accuses Health Insurance Innovations of defrauding consumers who were misled into buying plans that left them with thousands of dollars in medical ...
Daily Deals: FF7 Pre-order, Apple Deals and Awesome Father's Day Sales  IGNBy Shawn Saris and IGN Staff Welcome to IGN's Daily Deals, your source for the best deals on the stuff you actually want to buy. If you buy something through ...
Mercedes elevates Santosh Iyer as head of sales and marketing  MoneycontrolIyer, who is currently Vice President of Customer *Service* and Corporate Affairs succeeds Michael Jopp who assumes the new responsibility of head of sales and ...
Tractor sales plunges for fourth consecutive month in May  ETAuto.comThe industry pins hope on the upcoming union budget New Delhi: Signaling no relief to rural woes, tractor sales continue to decline in double digits in May 2019.
Car Sales Down By 20.55 Per Cent In May 2019 As Automakers Try To Control Inventories  NDTV NewsThe wholesale and production numbers in May 2019 have seen a huge drop compared to retail numbers which is the biggest indication that automakers are ...
Chinese auto sales post worst-ever monthly decline as trade war intensifies  Economic TimesBEIJING/SHANGHAI - China reported the worst-ever monthly sales drop in the world's largest vehicle market on Wednesday, exacerbating concerns over the ...
Sales dip by up to 8% as agents in difficult areas told to under-cut if they want to sell  Property Industry EyeProperty supply and sales are sliding right across the country, Rightmove reveals this morning. However, there is a distinct north/south divide. Rightmove says ...
After a poor start, Tesla CEO Elon Musk predicts record output, sales in Q2  LivemintMountain View (US): Tesla CEO Elon Musk is assuring the company's shareholders that the electric car maker is on pace to set manufacturing and sales records ...
AVA Group eyes Rs 500 crore sales volume from Medimix brand  MoneycontrolDiversified conglomerate AVA Group, which retails the Medimix range of products, has set itself a target of achieving Rs 500 crore sales volume this fiscal.
Car sales skid again in May as consumer demand remains sluggish  LivemintTata Motors reported a drop of 26% in its domestic sales in May 2019.Maruti Suzuki India said its overall sales for May declined by 22%
Ford Freestyle Sales Down By A Whopping 75 per cent  GaadiWaadi.comCompared to May 2018, sales of Ford Freestyle last month witnessed a drop by whopping 75 per cent, while 30 per cent drop in sales compared to April 2019.
Maruti Swift Demand Improves In May 2019; Hyundai Grand i10, Ford Figo Sales Drop  CarDekhoThe mid-size hatchback segment did not see drop in sales in April, but it seems to have lost that momentum in May.
Car sales in India at its lowest in 18 years  Autocar IndiaThe Indian automobile industry has reported a slowdown in sales in May 2019 as well. Click here for more details.
Thomson eyes 300,000 product sales, Rs 500 crore revenue in FY20  MoneycontrolFrench consumer appliance firm Thomson is eyeing sales of 300,000 television units in FY20 and revenue of Rs 500 crore by the end of this fiscal in India.
ICR Integrity names new sales chief after $2m Middle East wins  The ScotsmanEnergy services provider ICR Integrity has racked up almost $2 million (£1.6m) of project awards in the Middle East this year, leading to the appointment of a ...
Two-Wheeler Sales At Dealerships Offer Hope Amid Auto Gloom  BloombergQuintDemand for two-wheelers at dealerships offered some hope even as wholesale volumes of automakers continued to decline in May amid a consumption ...
Apple iPhone Sales Could Struggle in Light of Broadcom’s Troubles  Barron'sChip maker Broadcom's full-year sales guidance reduction may point to poor iPhone sales, according to Bank of America Merrill Lynch. Apple is Broadcom's ...
Professor Brian Cox breaks own world record for show ticket sales  Irish ExaminerProfessor Brian Cox has broken his own Guinness world record for the most tickets sold for a science show. The physicist saw a total of 11,433 tickets sold for his ...

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Selling: an art of a skill?

Selling is as much an art as it is a... Read More

How to Generate Leads on the Internet

In the last decade, the Internet has become a major... Read More

Another Warm Lead

Saturday morning, I sat in my pajamas, sipping strong, black... Read More

How to Sell: Selling Tips of Master Moms

"If you don't think well of yourself, no one... Read More

Business Lessons Learned At The Mall

Normally in this column I dispense highly-intelligent small business advice... Read More

Packaging Maketh the Person

The multi million pound cosmetics industry is acutely aware of... Read More

How A Simple Greeting Or Post Card Can Turn Into Cash ? Guaranteed

I've been using a technique that has helped me to... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Handshake Intimidation

In some situations, attempting to intimidate the other person will... Read More

The Most Important Word in a Business Letter

What do you think it is? Many experts insist it's... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

How Can a White Paper Support Sales and Marketing?

A white paper supports PR, marketing and sales because it... Read More

What Do Mobile Auto Detailers Clean When it Rains?

A mobile auto detailer and their profits are tied to... Read More

Telephone Techniques

TELEPHONE TECHNIQUESSelling face to face is different from selling on... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

Is Cold Calling Dead?

Is cold calling dead? And if laws are being passed... Read More

How Can Fundraising Consulting Help Us Raise Money?

If you need to hold a fundraiser and don't know... Read More

How to Give Your Customers a Choice Between You and the Competition and Have Them Choose You

Instead of giving your customers or potential customers a choice... Read More

How to create your own Unique Selling Proposition

Why would a prospect buy from you rather than from... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More