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** It’s a negative to me if the first question the prospect asks I passed because I think that is a load of B.S. To write a sales letter on using astrology to make businessĭecisions. ** If you don’t like or believe in the product, pass.Įxample: I got a call a few weeks ago from someone who wanted me “Can you write a killer ad?” five times in 5 minutes. Get an immediate negative vibe from a person, don’t take them onĮxample: I got a call from a well known direct marketingĮntrepreneur who wanted, he said, a “killer” ad. ** Your instincts are right 95% of the time. Here are a few additional rules of thumb for client selection: How to find out: Ask: “What is your deadline for completing this If there is no urgency, your chances of getting Upcoming deadline date, the chances are good they will hire you Other copywriters,” that’s a sign to me that they view what I doĪs a commodity service, and it makes me lose interest in them.Ĥ-Fit … are they a good fit for you? Are they in an industry youĪre comfortable writing about? Are they the size company youĥ-Urgency … if they need the service you provide now or by an How to find out: When a prospect says “we are looking at many They want better copy than they have? Or do they view copy as a How to find out: Ask the client, “Who else is involved in makingģ-Desire … if you are a copywriter, do they value good copy? Do In your mind of what you’d like it to cost?”Ģ-Authority … can the client make the decision to hire you? Orĭoes he have to get approval from others? If they say no, ask, “Well, do you at least have a dollar figure If they say yes, ask, “Would you mind sharing with me what it How to find out: Ask the client, “Do you have a budget for this

It stands for money, authority, desire, fit, and urgency.ġ-Money … does the client have a budget? And is it big enough to

There is a formula for qualifying clients I have given before: Good client to work with or a bad client?

In other words: How do you know whether a prospect will be a Subscriber WG writes, “How do you sift the toads from the frogs

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