Mark Ford

A less painful path to sales and success

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“According to family tradition, my great-grandfather used to say about the mules on his farm, ‘To get their attention you have to hit them between the eyes with a two-by-four. When you have their attention, they can see what they ought to do.'”
— Jim Camp, No

Jim Camp was a top-tier negotiation coach. One of the pillars of his negotiation system was to help the other side get a crystal-clear vision of the problem, and of the pain of that problem.

​​But people don’t usually respond to the two-by-four, Camp said. You don’t want the vision of the pain to be so extreme that people become blinded.

Travis Sago is a successful online marketer. One metaphor Travis uses is called “hell island.”

​​In a nutshell, your prospects are currently on hell island. You can help them get to heaven island. You want to make that clear to them, says Travis. But you don’t want to “burn hell island down.”

That can be hard to accept. Our brains love consistency. If a little bit is good… then a lot is even better, right?

Not necessarily. At least that’s what the two shrewd dogs above are saying.

I bring this up because of my post yesterday. I was writing how one way to get motivated is to focus on all the things you will lose if you don’t succeed… and to make that vision bloody and raw.

I’ve tried this with some of my own projects. It didn’t work for me. I created a fearful and bloody vision of failure. I still quit when the going got uncertain.

So let me wrap up with one last quote for today, this one by Mark Ford:

“Human beings are designed to get better through practice. Everything we ever learn to do – from walking to talking to writing concertos – gets better through practice. […] Practice doesn’t make perfect. That’s a foolish idea. Practice makes better. And better is where all the enjoyment is in learning.”

So that’s the final thought I want to leave you with. Perhaps success is not about inhuman levels of motivation. Or about having sufficient passion.

​​Perhaps success is simply about choosing a field where you don’t mind getting better. Where the daily work is something you find enjoyable enough — or at least, not too repulsive — so you can continue to get better at it day after day.

I hope this idea will be useful to you as you navigate your career or business. But don’t worry, I won’t go on with this froufrou self-actualization stuff. Tomorrow, we will get back on track with hardcore, practical, direct response sleight-of-hand.

In case you want to get tomorrow’s email as it comes out, here’s where to subscribe to my newsletter.

Shorthand and shortcut in direct response copywriting

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Imagine the year is 1999. You are a dentist named Kurt, living in a small town in Pennsylvania.

One beautiful Saturday morning in May, you walk out to your mailbox, and you find a letter. You open it up to see a big headline that reads:

“There’s a new railroad across America”

“And it’s making some people very rich…”

Pretty intriguing, right? So you start to read.

The letter tells you how railroads made huge fortunes in the 19th century. But bankers were afraid to invest, so it was small, independent investors who connected America by rail — and got filthy-as-Johnny-Rotten rich in the process.

Finally, the letter explains what it’s selling:

A few companies are laying down a fiber-optic network to connect America by Internet in the 21st century, much like the railroad connected it in the 19th century. People who invest in the right companies have the chance to get rich like 19th-century railroad barons. Do you want to be among these shrewd investors?

Plenty of people did, back in 1999, when Porter Stansberry sent them this letter to launch his newsletter.

But imagine if Porter had written a slightly different letter. Instead of talking about a railroad, imagine he had used the headline:

“There’s a new goldmine in America”

“And it’s making some people very rich…”

This is pretty similar to the original. Another metaphor. Would it work just as well?

It’s unlikely. Here’s a relevant quote by one Linda Berger, a law professsor at UNLV:

“A reader who is asked to interpret a novel metaphor will be engaged in the creation of meaning, while the reader who is confronted with a conventional metaphor will do nothing more than retrieve an abstract metaphoric category.”

Stansberry’s “railroad” is a metaphor for an investing opportunity. Odds are, you’ve never seen this metaphor before.

A “goldmine” is also a metaphor for an investing opportunity. Odds are, you’ve seen that plenty of times before.

And that’s the difference Berger is talking about.

When you give people a novel metaphor, they start turning it around in their brains. They map aspects of the metaphor to their situation. So “railroad” becomes “Internet”… “tracks” become “fiber-optic cable”… “independent 19th-century investor” becomes “me.”

But what if you give a reader a conventional metaphor like “goldmine”? If Berger is right, and I suspect she is, then the reader says, “Oh, they must mean this is a big investment opportunity.” And if that turns your reader on, then he continues to read.

In other words, a novel metaphor is a shortcut between where your reader currently is… and where you want him to go mentally.

A conventional metaphor is shorthand. It can be useful to quickly express a concept in a few words. But it’s not gonna create any new insight.

Remember my post from yesterday? It turns out both Gary Bencivenga and Mark Ford were right. Cliches have their uses, and their limitations. And now you know why — and when to use shorthand, and when to create mental shortcuts.

Speaking of shortcuts, I write a daily email newsletter about persuasion. The way to sign up for it is here.

Cliches: Shooting fish in a barrel? Or yourself in the foot?

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Here’s a tough nut to crack:

Gary Bencivenga was a collossus of direct response copywriting. His sales letters made his clients hundreds of millions of dollars. On the topic of cliches, Gary had the following to say:

“I love clichés, and you should too! They are clichés precisely because everyone already believes them, so using them gives your copy greater credibility.”

Now here is a second quote, this one by Mark Ford. Mark is also an expert copywriter and a very successful marketer. Among his other ventures, Mark helped grow Agora from an $8-million-a-year company to a billion-dollar company. About cliches, Mark once wrote:

“Although everyone can relate to these expressions, they’ve been said so frequently that they’ve been stripped of their power. They no longer communicate profound ideas. And they don’t inspire people intellectually. And that’s why cliches are killers in direct mail. They make your copy seem obvious and predictable. […] Remember, as a copywriter, you’ve always got to keep your prospect from getting ahead of you. If he can anticipate what you’re going to say, he’ll assume he knows what’s coming — and you’ll lose him.”

So who’s right?

The most successful direct response copywriter of all time?

Or the direct response marketer who has overseen more promotions than probably anybody else?

Not to beat a dead horse… but like most things in the universe, the question of cliches is not simple or one-sided. Cliches have their place. But they also have their limitations.

I know that’s clear as mud. So I’ll give you the latest research on what cliches can do — and cannot do — in my email tomorrow. If you want to get that info before anybody else, click here and subscribe to my email newsletter.

Simple price negotiation with long-term clients

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Yesterday I talked to a previous client about a possible new job. He offered me to handle emails for one of his businesses on a straight-up commission basis.

At this point, a lot of copywriters would start running and screaming “Red flag!” But I got no muss with getting paid all on commission, at least with this client. I’ve worked with him already… he’s legit… and his business is making money and growing.

At issue is how much commission I would get paid. The client wrote:

“What’s the minimum amount you’d want to be making for the volume of emails that I’m proposing?”

Hmmm. That’s not a question I have a good answer to. So I thought for a minute. And I responded using a strategy that I saw described on Mark Ford’s blog.

Mark says he saw his client/partner BB (I assume Bill Bonner, the billionaire founder of Agora) using this strategy throughout his career.

It’s a way of negotiating that’s very simple, but effective if your main goal is a long-term relationship and a fair outcome for everyone involved.

I think Mark’s post explains it very well, so I won’t rehash it here. It’s worth reading if you find yourself negotiating prices with clients, and you hope to do business with them again. Here’s the link if you’re interested:

https://www.markford.net/2019/10/23/11059/?doing_wp_cron=1576003704.1623599529266357421875

Money don’t love Spruce Goose

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On a beautiful day exactly 72 years ago, Howard Hughes put down the telephone and took hold of the controls.

He was piloting the largest flying boat ever built.

I’m talking about the Hughes H-4 Hercules, aka the Spruce Goose.

In spite of the nickname, The Goose was mostly birch. That didn’t stop it from being enormously expensive for the time, and with good reason. As Hughes put it:

“It is over five stories tall with a wingspan longer than a football field. That’s more than a city block. Now, I put the sweat of my life into this thing. I have my reputation all rolled up in it and I have stated several times that if it’s a failure, I’ll probably leave this country and never come back. And I mean it.”

Well, I guess Hughes didn’t mean it all that seriously. Because he didn’t leave the country, even though, by all practical measures, the Goose turned out to be a failure.

After all, once Hughes lifted The Goose above the sparkling waters off Long Beach, CA, it flew for less than a minute, for less than a mile.

That was its one and only flight.

And even this one lousy flight came well after the end of World War II, even though The Goose was designed to be a war transport plane, and even though the whole point of building The Goose out of spruce (or birch) was the wartime restriction on materials such as aluminum.

So yeah, the Spruce Goose remains a great illustration of a massive, optimistic, and very impractical and useless project.

The point being, don’t be like Howard Hughes.

Because money don’t love Spruce Goose.

Money loves speed.

(I’ve tried to track down who coined that saying, but I don’t have a definitive answer. The farthest back I’ve been able to go is to direct marketer Joe Vitale, who is mentioned in Mark Ford’s Ready Fire Aim as promoting the idea that fast is more profitable than perfect.)

Of course, I’m not saying to cut corners and be sloppy in your work.

​​But if you put the sweat of your life into one project, and roll up your whole reputation into one thing, odds are you’ll wind up with a multi-million dollar goose on your hands. And the bitch won’t even fly.

Marketing devil-inspired price negotiation tactics

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A girl I met this summer wrote me yesterday to ask for advice on pricing a copywriting project:

“Wassup busy bee? 🙂 i need professional advice. How much should i ask to write anarchist articles for commercial purposes (meaning to sell t-shirts) :))? Is 100 dollars per 500+ words too much or fair? How much would u ask for?”

Anarchist articles?

To sell t-shirts?

At $100 for 500 words?

That’s not the pond that I play in.

Because I made a deal with the marketing devil a long time ago.

Yes, I sold my soul to him. In exchange, I get a series of ever-higher-paying contracts, working on ever-more interesting projects.

So the particular rates I would charge at this moment are really no use to this girl, or to you in case you’re wondering what you should be charging for your work.

But I told her something that the marketing devil taught me. And you might find it useful as well.

It’s a super simple price negotiation tactic. It works 100% of the time to get you an outcome you can be happy with. And it goes like this:

1. Ask yourself, “How much would it take to honestly make this worthwhile for me?”
2. Make your potential client this offer.
3. If it works for them, great. If not, or if they try to haggle with you, tell them, “Thanks, but it’s not right for me.”

But maybe I hear you complaining, “This isn’t negotiation at all!”

And it’s certainly not the kind of nickel-and-diming, car-lot tactics you can read about in hundreds of Medium listicles. But like legendary copywriter and entrepreneur Mark Ford wrote recently:

“The difference depends on understanding that in business there are two fundamentally different kinds of negotiation: transactional and relational.”

In other words, if you use my simple devil-inspired price negotiation tactic, and you end up doing business with this client, you’re on good footing to form a long-term relationship that both sides are happy with.

And if you don’t end up doing business with them, for whatever reason (they can’t afford you, or they don’t value you enough, or they are simply lowballing jackasses), then you don’t really have a negotiation problem.

You have a lead generation problem. Which is another topic, for another day. For today, let me just say I solved my lead generation problem in the beginning by going where everybody says you shouldn’t go.

And that’s Upwork.

In case you want to see how I made very good money by dealing with quality clients that I actually landed on Upwork, then check out the following:

https://bejakovic.com/150-dollar-per-hour-freelancer

A legendary copywriter tells you where to shove your USP

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A few years back, I got hired to write a home page for an innovative company.

They were selling “European-style” windows to Americans.

These windows could be opened in all sorts of ways… they offered better sound and temperature insulation… and they looked hella European.

In other words, this was a superior product that would sell itself if described in detail.

So I wrote up the home page to explain the main advantages of these windows, and to back them up with facts.

“It’s ok,” the client said when I delivered the copy, “but I was hoping you could make the copy more like what I see in ads for Apple.”

This is one of my pet poofs.

I understand the temptation to want to imitate Apple. Apple products are everywhere, the company is hugely successful, and there’s a mystique to their marketing.

​​But none of those are reasons for a tiny business to try to ape Apple’s copywriting or advertising. ​​I think many of the arguments why are obvious, so I won’t drag on the point here.

I just wanted to bring this story up because of an interesting article I read recently.

The article was written by copywriting and marketing legend Mark Ford. Mark is one of the people responsible for making Agora the giant direct response business that it is today.

​​He’s also the author of many books on business and marketing and copywriting (including Great Leads, which I highly recommend).

Anyways, Mark was asked how copywriters should come up with a USP — a unique selling proposition — to help them position and market themselves.

After all, every business, even a one-man service business, needs a USP, right?

Maybe, and maybe not.

If you’re a copywriter — or you have any other kind of small business — then I think Mark’s article is worth a read.

It tells you where you can shove your USP, though of course Mark doesn’t use those words, because he’s a very classy man. Here’s the link to the article:

https://www.markford.net/2019/08/21/8720/

7 low-key marketers who are worth your attention

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Below you will find a list of 7 un-famous men.

Odds are, you won’t know all of them, or maybe even most of them.

At least that’s how it was for me, for a good number of years into my copywriting and marketing career.

Which is odd, because all of these guys are very successful, either as copywriters or marketers or both.

The thing is, most of them don’t do a lot of self-promotion. But I believe they are worth your attention. And that’s why I advise you to track down everything they may have put out into the public sphere, whether paid or not.

​​Anyways, here goes:

#1. Travis Sago

I’ve mentioned this guy multiple times in my emails. He started out as an affiliate marketer 15 years ago, then became one of the leading Clickbank sellers in the “Get him back” space, and today earns millions of dollars by teaching other marketers his clever and very simple techniques.

#2. Dan Ferrari

I’d first heard of Dan as a success story for the Copy Hour course. Since then, Dan went on to be one of the top copywriters at the Motley Fool, and when that wasn’t enough, he started his own marketing agency providing marketing and copywriting to some of the biggest names in the health and financial spaces.

#3. Michael Senoff

Michael doesn’t fit 100% in this list, because he still does a reasonable amount of self-promotion. But as a marketer from a pre-Facebook generation, he might not have crossed your radar yet. My main reason for putting him in this list is that his site is an incredible rabbit hole into other very successful copywriters and marketers you have probably never heard about (it’s through Michael that I first heard of Travis Sago).

#4. Ted Nicholas

Ted Nicholas is supposed to be the most successful direct marketer in history, responsible for $6 billion in sales — more than even Jay Abraham. But he did all of this a generation or two ago, and while he has written several books about his strategies, they don’t get the same adulation that other copywriting classics (eg. Joe Sugarman’s books) get today. Still, do you think he might teach you a thing or two?

#5. Parris Lampropoulos

One of the most successful copywriters of the past several decades and somebody I’ve written about frequently, Parris mostly focuses on his work and doesn’t do almost any self-promotion. But if you search around, you can find a few podcast interviews he’s done — and each is packed with really A-list copywriting secrets.

#6. Million Dollar Mike Morgan

Mike is another very successful copywriter, who has a public online footprint that might even be smaller than Parris has. But if you search around, you might find an offer Million Dollar Mike is running right now (I think it’s still up), where he’s sharing some of his biggest insights and secrets in exchange for a donation to a good cause.

#7. Mark Ford

Mark Ford has written a dozen books about copywriting and marketing, plus he started and ran one of the biggest business and self-improvement blogs on the Internet (Early To Rise). Oh, and he helped Agora become a billion-dollar company. So why is he on this list? Well, because in my experience, in spite of all that Mark Ford has done and all the great info he has shared, many people still don’t know who he is.

That’s all I got for today.

But if you have more questions on how to become a successful copywriter or marketer, you might look here:

https://bejakovic.com/upwork-book-notification-list/

Why I don’t stress about the “big idea”

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Once upon a time, I read a thought-provoking article by multimillionaire copywriter, marketer, and investor Mark Ford.

Mark’s article was titled, “Why Every Copywriter Needs a Big Idea”.

As you might know, the BIG IDEA is a very hot and trendy topic in copywriting circles these days. Mark even says the big idea might be the “best direct-marketing technique of them all.”

Woof! ​​So what exactly is it?

Well, let me give you a few examples. There are a couple of “big idea” promotions that almost everyone agrees on —

1. Mike Palmer’s “The end of America” (the growing debt of the US government will lead to catastrophic consequences, buy our investment newsletter to figure out how to protect yourself)

2. Porter Stansberry’s “New railroad” (the rail made fortunes in the 19th century, fiber-optic cables can do it today, buy our investment newsletter to get our stock picks)

Those two promotions most often get hoisted up on the flagpole of the Republic of the Big Idea.

However, explaining what exactly makes a big idea big depends on who you ask. For example, Mark gives the following four-part definition:

A big idea is important, exciting, beneficial, and leads to an inevitable conclusion.

Sounds reasonable.

But when it comes to applying this definition in practice, that’s when things seem to get almost mystical, or as Mark puts it, Yoda-like.

​​(​​At one point, Mark even makes a distinction between a “big concept” and a “big idea”. Unravel that for yourself.)

The upshot is that I personally don’t stress about the big idea.

One reason is that I’m not sure what it really means.

Another is that I get the sneaking suspicion that a big idea is simply an idea that worked — which copywriting teachers, gurus, and coaches then retroactively mystify as part of their job.

Finally, I think that the big idea, as illustrated by the examples above, is only NEEDED in markets in the end-stages of sophistication — those markets that are so wary of hearing anything resembling a pitch that they need to be seduced and lulled by a new and surprising approach.

For example, that’s how the financial newsletter market is, like in the examples above.

But those aren’t the kinds of that I often write in.

So instead of stressing about the big idea, I simply look to come up with a hook — a story, a big benefit, a metaphor, a conundrum — to suck the reader in and to get him reading more.

​​And many times, whether that qualifies as a big idea, a big concept, or merely a sales hook, it’s good enough for me to make sales, even on cold, unfriendly traffic.

So if that’s something you do — running offers to cold traffic — then I hope you have reached an inevitable conclusion by now.

​​And I hope you want to talk about important and exciting ways to benefit your business.

​​If so, simply write me an email and we can take it from there, on a new railroad across America.

Fear and loathing in Facebook advertising

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I listened to a webinar a few days ago put on by two big name marketers.

The webinar was all about how to squeak more out of your marketing on Facebook, now that Facebook is cracking down on direct response ads.

The answer that these two big marketing guns had was to water down your copy. To change the main triggering words. To replace disgusting images with generic ones.

To me, this was code for more of the same, disguised in a way to make it palatable to Facebook.

And, again to my mind, underlying this new marketing approach was a continued emphasis on the emotions of fear and greed — and a bit of contempt for the customer.

Don’t get me wrong.

This marketing approach obviously works, and it’s definitely one way to get rich as a marketer. It’s also something I’ve been guilty of myself as a copywriter.

And yet, this is not the only way to succeed.

You can appeal to other emotions than fear and greed.

You can choose to make a good product rather than hyperactive marketing the core of your business.

You can look out for your customers rather than treat them with contempt.

And none of this has to be driven by altruism. As Mark Ford has written:

“Proponents of the fear-and-greed approach often argue that the smart thing to do is to follow a fear-based lead with an appeal to the prospect’s greed.

“But I have found that if you do that, you wind up attracting the kind of customer you don’t want: someone who is gullible and greedy.

“You can’t build a business by selling to the gullible and greedy. You can make scores, sometimes big scores. But you will never have a sustainably profitable business.”

This quote of Mark’s is something I keep coming back to often recently, and a kind of sign post I keep working my way towards.

And if you are a business owner or a copywriter, I think it’s a worthwhile idea to consider.

Anyways, if you have a business selling a good product and you want some help in marketing it — using copy that works in the interest of your customers — then you might like the following:

https://bejakovic.com/profitable-health-emails/