Posted by Scott Bywater in copywriting, Psychology Jul 26th, 2011 | No Comments »

In an interview with a reporter, J.K. Rowling, the author of the Harry Potter novels held up an envelope at the conclusion of the interview and said she had already finished the last chapter of the last book – book #7, despite the fact she had just finished book #3. She concluded, “Here is where the book ends.”

What can we learn from this?

A few things…

Firstly, whenever you are writing a sales letter – it often pays to work out how you are going to close the sales copy before you work out the rest.

This forces you to pay attention to the offer, the guarantee and the closing comments – critical elements of a sales letter. You might also like to create your order form first.

Counter-intuitive, right?


But I can tell you from experience that it works.

This J.K Rowling approach also suggests we should be thinking ahead in business…

And in the words of Stephen Covey “Begin with the end in mind.”

Assume that you can achieve all of your objectives – build the vision – and then work backwards to make it happen.

For instance, if you want to build a $10 million dollar business…

What does that look like?

How many products are you selling?

What team do you have on board?

Break it down into step-by-step chunks…

And then eat it like you would an elephant – one bite at a time.

Need more help with writing a sales letter that makes the phone ring like crazy? Then check this out.
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