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Why Freelance Copywriters Go Hungry
So instead of being well-fed and content, they often go hungry. Why is this? I believe it comes down to three fundamental deficiencies. I observed these in myself when I was getting started a few years ago. I have continued to observe them in other copywriters who are launching new freelance careers.
How Riches Come To You
You cannot give everyone more in cash market value than you take from him, but you can give him more in use value than the cash value of the thing you take from him. The paper, ink, and other material in this book may not be worth the money you pay for it, but if the ideas suggested by it bring you thousands of dollars, you have not been wronged by those who sold it to you. They have given you a great use value for a small cash value.
Being Specific
People recognize a certain license in selling talk as they do poetry. A man may say, “Supreme in quality” without seeming a liar, though one may know that the other brands are equally as good. One expects a salesman to put his best foot forward and excuses some exaggeration born of enthusiasm. But just for that reason general statements count for little. And a man inclined to superlatives must expect that his every statement will be taken with some caution.
Headlines
The purpose of a headline is to pick out people you can interest. You wish to talk to someone in a crowd. So the first thing you say is, “Hey there, Bill Jones” to get the right persons attention. So it is in an advertisement. What you have will interest certain people only, and for certain reasons. You care only for those people. Then create a headline which will hail those people only.
Mail Order Advertising
This puts men on their mettle. All guesswork is eliminated. Every mistake is conspicuous. One quickly loses his conceit by learning how often his judgment errs — often nine times in ten. There one learns that advertising must be done on a scientific basis to have any fair chance of success. And he learns that every wasted dollar adds to the cost of results. Here is a tough efficiency and economy under a master who can’t be fooled. Then, and only then, is he apt to apply the same principles and keys to all advertising.
Offer Service
The best ads ask no one to buy. That is useless. Often they do not quote a price. They do not say that dealers handle the product. The ads are based entirely on service. They offer wanted information. They site advantages to users. Perhaps they offer a sample, or to buy the first package, or to send something on approval, so the customer may prove the claims without any cost or risks. Some of these ads seem altruistic. But they are based on the knowledge of human nature. The writers know how people are led to buy. Here again is salesmanship. The good salesman does not merely cry a name. He doesn’t say, “Buy my article.” He pictures the customers side of his service until the natural result is to buy.
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Possibly the Internet's best copywriting ebook on how to write proven sales copy for the Internet, from writing and web design, to testing. Highly recommended! 
When I say that you do not have to drive sharp bargains, I do not mean that you do not have to drive any bargains at all or that you are above the necessity for having any dealings with your fellow men. I Mean that you will not need to deal with them unfairly. You do not have to get something for nothing, but can give to every person more than you take from him.
Platitudes and generalities roll off the human understanding like water from a duck. They leave no impression whatever. To say, “Best in the world,” “Lowest price in existence,” etc. are at best simply claiming the expected. But superlatives of that sort are usually damaging. They suggest looseness of expression, a tendency to exaggerate, a careless truth. They lead readers to discount all the statements that you make.






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