Some people have asked me to give a few tips and tricks they can start using right away to apply some of the strategies I wrote about in my “Death of the Salesletter” report, without resorting to audio or video.

Aside from the various technology you can start applying to make your sales experience more dynamic, there are some very simple things you can do to your salesletter, right now, to improve its readership. And ultimately, its response.

It’s easy, it’s fast, and it’s proven to increase results.

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Writing copy is usually the easiest part of my work. But figuring out what to say is often a whole lot harder than knowing how to say it. That requires a lot of research, creativity and, of course, “sales detective work,” as my friend John Carlton calls it.

But when I know what to write, the question I’m often asked is, “Do you start with the headline, or do you work the headline last?”

Let me share with you a formula I use. First, when I write new copy, I tend to start with the copy itself, then create the headline and headers (some people call them “subheads”).

With existing copy however, it’s the other way around: I start with a better headline (after reading the copy and questionnaire replies from my clients), then the rest. Why? Because…

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