Benefits

Who else wants to finally put an end to their prospects’ behavioral problems for good?

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… including leaving your sales page without buying… not reading your copy carefully… not taking you up on your upsells… demanding refunds… and more?

Today I started working with a business owner who has a sizable email list and a cold traffic funnel that’s driving buyers to his list.

Our deal is that I’ll help him monetize his email list better.

As a first step, he asked me for some ideas on how to improve the sales page for his cold traffic funnel.

Why not? After all, the more people we get on his email list, the better it will be for everyone long term. (I’m getting paid partly up front, partly a share of increased sales we get from emails.)

The sales page is doing well, a 3.6% conversion rate. It features the proven old headline formula:

“Get [the good] without [your main objection]”

How to improve on this?

Here’s one idea:

Earlier today, I watched a video by a very successful but very underground marketer. He shared a quick case study.

Once upon a time, he had dog training info biz — various offers to help owners teach their dogs to obey, to be house trained, even to do fancy tricks.

It didn’t work. 1 person in 666 actually bought.

This marketer put a popup survey on his sales page, asking people why they are leaving without buying. People replied:

“My dog is aggressive towards other dogs…”

“My dog chews up our furniture…”

“My dog pulls on the leash…”

“My dog nips at stranger’s heels, AND IT DOESN’T SEEM THIS IS WHAT I NEED.”

The marketer says:

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Of course all these problems were covered in our book and in our videos. We just doubled down on it, made sure that they were extra covered, extra well… added those to the sales copy… and made the headline something like:

‘Who else wants to finally put an end to their dog’s behavioral problems for good… including digging, barking, chewing, aggression, pulling on the lead, and more?’

All of a sudden it went from 1 in 666 people buying, to 1 in 90 were buying. And then eventually, with a bit more tweaking, we got it to 1 in 60 buying, and then on some search phrases as many as 1 in 10 were buying.

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You’re probably not selling dog training info. Also, it sounds like this was search traffic, whether organic or paid, and that might be different from other kinds of audiences.

Still.

1 in 666 buying… to 1 in 60 buying. That’s like an 11x improvement in sales. By talking first and foremost about the present pain rather than about future gain. It’s worth a test.

That’s my public service announcement for you. I have nothing really to promote to you today.

So let me remind you of my Copy Riddles program.

The first two rounds of that program deal with this most fundamental topic, of promises, warnings, pain, and gain… and how to use that to keep prospects from ignoring you, leaving you, and not buying.

If you’d like to find out more about Copy Riddles:

https://bejakovic.com/cr/

The curiosity mistake

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Yesterday, I wrote an email about a course I bought via the “dark marketplace” for courses.

There was some valuable and potentially profitable point in that email, but it didn’t matter much.

Because almost all the responses I got, and I got a hobuncha, said something like the following:

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I’m sure you’re getting plenty of replies like mine, but I can’t help it… what’s the course??

Not planning to buy it, just plain ol’ curiosity. It’s so weird thinking in 2025 that there’s still info that can’t be accessed immediately with just 2-3 clicks…

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I didn’t share the name of the course yesterday and I won’t share it today.

Like I wrote in my email yesterday, I bought the course without knowing anything about it, based on a recommendation alone.

I can’t recommend it to others since I haven’t received it or gone through it yet. In fact, I can’t say anything more about it other than what I have, aside from its name. But what are you gonna do with that?

Legend says that near the end of his career, direct marketer Gary Halbert quizzed a protege. Halbert asked, “The best way to get a prospect’s attention is to appeal to…”

The protege thought for a moment. “Their sense of self-interest,” he said.

“No!” said Halbert, and he whacked the protege on the wrist with a large wooden ruler. “The right answer is, their sense of curiosity.”

True true.

Now here’s the valuable and potentially profitable point of this email:

Another legendary marketer, John Caples, found that pure curiosity headlines always and dramatically underperform pure benefit headlines in terms of sales.

Sure, curiosity headlines got the attention, just like Halbert said. But Caples found that benefit headlines got the money. The best performing of all were headlines with both a benefit and an element of curiosity.

All that’s to say, idle curiosity isn’t worth much, not unless you can channel it into something else.

I’m telling you this if you’re trying to sell, and I’m telling you also in case you are not.

But on to sales, specifically of my new 10 Commandments book.

I’ve tried to make this book intriguing and curiosity-baiting up to 11. I mean, that was the whole idea behind talking about con men and pickup artists and such. But as I say at the close of the book:

“Of course, the real question is, what are you going to do with this stuff? Learning new techniques is nice, as is getting an a-ha moment, a new insight into something profound about yourself. But none of it matters much unless you put it to use and somehow apply it in your life. Will you do that?”

I hope you will. The book contains simple but powerful ideas to make you more effective in communicating, whether you want to sell, negotiate, or even seduce. If you’re curious, and if you’re looking to benefit, here’s where you can find out more:

https://bejakovic.com/new10commandments

Sell the summer, not the seed

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I’m making my way through an old issue of The New Yorker, from Mar 2023. I’m reading an article about seed and garden catalogues, which offer different strains of cabbage or beet for purchase by mail.

Fascinating, right?

Well, hold on. These seed and garden catalogues are mail-order businesses, and some have survived since the 19th century.

If you’re doing any kind of online marketing today, there’s probably something fundamental and (ahem) perennial to learn from businesses that have sold in a similar way for 100+ years.

So I pushed through the first page of the article. And I was rewarded. I read the following passage about what these seed catalogues really sell:

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Seed and garden catalogues sell a magical, boozy, Jack-and-the-beanstalk promise: the coming of spring, the rapture of bloom, the fleshy, wet, watermelon-and-lemon tang of summer. Trade your last cow for a handful of beans to grow a beanstalk as high as the sky. They make strangely compelling reading, like a village mystery or the back of a cereal box. Also, you can buy seeds from them.

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This is a great though unexpected illustration of something I read in Dan Kennedy’s No. B.S. Marketing of Seeds And Other Garden Supplies:

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As a marketer, you have a choice between selling things with ham-handed, brute force, typically against resistance, or selling aspirations or emotional fulfillments with finesse, typically with little resistance.

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Perhaps you will say that’s obvious.

Perhaps it is.

But how many businesses insist on selling seeds, or even the promise of large or fruitful plants, when in reality what their customers want is a village mystery, the coming of spring, or the tang of summer?

It’s all gotta mean something. Whatever you sell has got to go in a gift-box, and I’m not talking about cardboard or paper.

And now it’s time to sell something.

My offer to you today is my Most Valuable Email training. The seeds inside this training are a copywriting technique you can use every day to create more interesting and engaging content than you would otherwise.

But what I’m really selling is something else — a path to mastery. The feeling of growing competence with each email you write… the joy of looking and seeing patterns others don’t… the ability to transform yourself at will, from what you are right now into anything you want to be, in an instant, like Merlin in Disney’s Sword in the Stone.

For more information:

https://bejakovic.com/mve

Hot opportunity inside

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Today’s email will:

1. Amuse you
2. Tell you something personal and possibly shocking about me
3. Give you a valuable marketing idea you can use right now
4. Outrage you and give you a chance to feel superior
5. Share some saucy gossip about people you might know, at least online
6. Clue you in to a hot opportunity
7. Remind you of something valuable that you probably know but aren’t doing
8. Allow you to feel like you are making progress simply by reading
9. Give you a chance to think differently
10. Provide you with an experience of insight

Confession: Today I had absolutely no clue what to write. So I went back to a big list of good marketing ideas I’ve been collecting for years, and I found the following:

“Shortcut: Write out all the benefits you can think of before seeing the product. Then keep the ones that the product can satisfy.”

That’s from Milt Pierce, who according to according to A-list copywriter Bob Bly, was “the greatest copywriter you never heard of.”

Bob says that Milt was also one of the greatest copywriting teachers of the 20th century, which might be why I’ve heard versions of the above idea from a bunch of other A-list copywriters, including Parris Lampropoulos, Ted Nicholas, and John Carlton.

So for today’s email, I took Milt’s idea, came up with 10 possible benefits, and kept the four I could possibly deliver on.

But you might be wondering how I’ve delivered on #6, “Clue you in to a hot opportunity.”

The fact is, I heard Milt share the above advice in a special program, the “Gene Schwartz Graduate Course on Marketing.” This “Graduate Course” was more like a seminar of top copywriters and marketers, including Parris, Jay Abraham, and Ken McCarthy, going back and forth on the topic of Gene Schwartz and the marketing and copywriting lessons they squeezed out of the man.

The “Gene Schwartz Graduate Course” used to sell for hundreds of dollars. Then for many years, you couldn’t even get it at any price. But today, it’s yours free — well, “free” as in you gotta buy something, for $12.69, but then you get the Gene Schwartz course as a free bonus.

So what do you gotta buy?

If you check my list above, you won’t find “Charm you with a sales pitch” among today’s benefits. So for that, and for the full info on this hot opportunity, take a look below:

https://overdeliverbook.com/