Here are the worksheets to use when applying Michel Fortin’s G.O.A.L. method. You can simply use the tables below as a model to guide you. You can use them on a sheet of paper, in your journal, or on your computer.

But if you do prefer the printable version, you can download this book in digital PDF format by clicking here. Most browsers have the PDF plug-in already installed.

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“I practiced the art of getting more things done rather than getting the really important things done well.”
– Alec MacKenzie

“We can no more afford to spend major time on minor things than we can to spend minor time on major things.”
– Jim Rohn

Now is the time to set your GOALs. Your “guides” are goals that will most likely stem from your personal values because, having gone through the process so far, you will have a pretty good idea of what kind of goals you truly want. Take a new sheet of paper and write at the top the words “My Guides.” Then, write down what you want to be, do, or have.

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Scarcity is a tactic often used in copywriting to create a sense of urgency and convince the “on-the-fence” customer to make a purchase decision. Above all, the goal is to prevent prospects from procrastinating.

As online consumers become wise to these direct-response copywriting tactics, one question often arises:

“What about digital products and electronic downloads, like ebooks and software? How can you create a sense of urgency for something that, in itself, is limitless (or perceived as such)?”

Here’s how to use scarcity selling effectively with digital products:

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The other day, one of my coaching students emailed me about his dilemma — something that’s all too common in our business.

“Too many times,” he said, “I’ve known what I needed to do, and I always end up waiting weeks on end to do it.” He asked, “How do you cope with procrastination?”

Procrastination is indubitably the copywriter’s most stifling problem. Since our job is fraught with deadlines, procrastination can be one of the costliest problems in the copywriting business. It can murder your reputation…

… And your career!

So, how do you cope with procrastination? Even better, how do you overcome it? Here are six tips I use, which helps me to get more done faster.

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My wife and I are shopping for a new home. We’re quite excited as one house has caught our eye, and we’re making an offer on it as I type this.

With the excitement comes a bit of trepidation, however, since we know we’ll have to start packing, making moving preparations and, of course, go furniture shopping in order to fill some of the “extra space.” (Our new home is double the size of our current one.)

This reminds of the last time I went shopping for furniture when I bought my previous house. Why? Because something strange occurred that reminded me of the power of applying pressure in copywriting.

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Takeaway selling, for the uninitiated, is a way to limit the supply of a product or service in some way to increase scarcity of an offer. Because it’s a proven fact that scarcity sells. It’s the age ol’ law of supply and demand.

The less the supply, the greater the demand, as people don’t know how much they want something until it’s about to be taken away from them.

As Jim Rohn once said, “Without a sense of urgency, desire loses its value.” Why? Because procrastination is the biggest killer of sales — particularly online where the chances of a prospect staying on or returning to a website (in order to think about buying), in today’s click-happy world, are scarce.

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