I first taught this technique in 1998. While there have been tons of improvements since then, today I still see copy on so many websites, sales letters or emails using a language that only the person who wrote them understands.

People still seem to ignore their readers.

Abraham Maslow once commented, “If all you have is a hammer, everything looks like a nail.” Abraham Maslow may have been a psychologist, but he probably knew more about copywriting and particularly selling than what most people cared to admit.

Even now, most of the copy I critique disobey this important rule the most. Their sales message doesn’t communicate with their readers, particularly at THEIR level. Now, I’m not talking about a socioeconomic or educational level. I’m talking about the level at which they understand and, above all, make buying decisions.

They fail to use what I call “upwords.”

It’s an acronym that means…

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