Marshall Ronco of Westport, Massachusetts was still working his way through the Accelerated Copywriting Program when a local dentist asked him to create a patient survey. In addition to the survey, Marshall also developed a letter thanking the people who responded – which was actually a sales letter meant to increase the dentist’s sales of non-essential services.
The letter did so well that the dentist hired Marshall to do a complete sales package – including letter, brochure, and business card – for $3,000.
Marshal’s secret to success: Before writing the initial thank-you letter, he developed a checklist of all the AWAI sales letter components. That checklist helped him make sure he had included everything he needed to produce a successful letter.
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