Boron - Chapter 14

Do you know why? That's right. I don't want him to realize that I want to sell him something until I am well into my pitch. Here is something else you should know: Many people, when they read an ad, read it like this... What they do is, they read the headline first and then they go right to the order coupon.

The same is true with direct mail letters. If your reader sees your order card as soon as he opens your envelope, he will read it first to see what the deal is.

And, that's not good for us. It is true, of course, that we do want him to read our order card but we want him to read it at the proper time! And the proper time is after he has read our letter.

Comprende?

Now, how in the world do we include an order card and/or a sales brochure in our envelope and still hide it (temporarily) from our reader?

Believe it or not, it took me years to figure this out. And, just like the paperclip, it is so simple, you wonder why you didn't see it instantly.

Here's how I do it: What I do is, take an 8-1/2x11 piece of paper and cut it in half long ways.

(cut here)

- - - - -

Next I fold the cut pieces in thirds like this:

(fold here)

- - -

(fold here)

- - -

Now, turn the piece around and write this on the back:

NOTE: Open this paper to find the special info mentioned in my letter.

OK, now, that which I have just written should be printed in blue ink and appear to be handwritten. Notice that it refers him to my letter and it is personalized with my initials.