What is included with this book?
Preface | p. 11 |
Introduction | p. 15 |
What People Really Want | p. 19 |
The Life-Force 8 | |
The Nine Learned (Secondary) Human Wants | |
How to Get Inside Their Heads: The 17 Foundational Principles of Consumer Psychology | p. 29 |
The Fear Factor-Selling the Scare | |
Ego Morphing-Instant Identification | |
Transfer-Credibility by Osmosis | |
The Bandwagon Effect-Give Them Something to Jump On | |
The Means-End Chain-The Critical Core | |
The Transtheoretical Model-Persuasion Step by Step | |
The Inoculation Theory-Make Them Prefer You for Life | |
Belief Re-ranking-Change Their Reality | |
The Elaboration Likelihood Model-Adjust Their Attitude | |
The 6 Weapons of Influence-Shortcuts to Persuasion | |
Message Organization-Attaining Critical Clarity | |
Examples vs. Statistics-And the Winner Is... | |
Message Sideness-Dual-Role Persuasion | |
Repetition and Redundancy-The Familiarity Factor | |
Rhetorical Questions-Interesting, Aren't They? | |
Evidence-Quick! Sell Me the Facts! | |
Heuristics-Serving Billions of Lazy Brains Daily | |
Ad-Agency Secrets: 41 Proven Techniques for Selling Anything to Anyone | p. 79 |
The Psychology of Simplicity | |
Bombard Your Readers With Benefits | |
Put Your Biggest Benefit in Your Headline | |
Crank up the Scarcity | |
22 Psychologically Potent Headline Starters | |
12 Ways to Lure Readers Into Your Copy | |
360 Degrees of Attention-Getting Power | |
The Reverse-Type Pitfall | |
Crush Your Competition With Extreme Specificity | |
The Famous Ogilvy Principle | |
The Psychology of Typefaces | |
Insist on the Pro-Design Difference | |
The Power of Questions | |
The "Granny Rule" of Direct Mail | |
The Psychology of "Social Proof" | |
The Guillotine Principle | |
PVAs-The Easy Way to Boost the Power of Your Copy | |
Directing Mental Movies | |
Battling Human Inertia | |
Establish Your Unique Selling Proposition | |
Buy Your Own Island | |
Authority Positioning | |
A Sales Letter in Survey's Clothing | |
Power Your Ads With Pictures | |
Grab 'Em With Grabbers | |
Long Copy vs. Short | |
Offer Testing | |
Survey Power | |
Editorial Energizers | |
The Coupon Persuader | |
7 Online Response Boosters | |
Multi-page Your Way to Success | |
Guarantees that Guarantee Higher Response | |
The Psychology of Size | |
The Psychology of Page and Section Positioning | |
The Fantastic Four | |
Consumer Color Preferences and How Color Affects Readership | |
The Psychology of Pricing | |
The Psychology of Color | |
Wrap Your Ads in White | |
Give Yourself a "Cleverectomy" | |
Hot Lists: 101 Easy Ways to Boost Your Ad Response | p. 187 |
22 Response Superchargers | |
9 Ways to Convey Value | |
13 Ways to Make Buying Easy | |
11 Ways to Boost Coupon Returns | |
46-Point "Killer Ad" Checklist | |
Epilogue | p. 193 |
Recommended Reading | p. 195 |
Index | p. 199 |
About the Author | p. 203 |
Table of Contents provided by Ingram. All Rights Reserved. |
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