Improve Your Copywriting Skills …
How Long Should a Sales Letter Be?

Sales letters – how long should they be? In this age of multitasking and the Internet, isn’t it more sensible for marketers to send short ones to prospective customers?

That’s the question posed by Connie Prin, an AWAIer from Grand Rapids, MI.

“As a decently educated busy parent and community volunteer trying to build a new career, I cannot, do not, and would not invest the amount of time in reading sales letters that often come to resemble written ‘infomercials,’ whether via Internet or direct mail. Only for this copywriting program do I suffer through as many as I do. MORE and more people must share this same perspective in dealing with increasing competition for our attention in this era of the ‘information availability’ explosion.

“Even Tim Ferris, author of The 4-Hour Workweek, whose writing you featured a while back in ETR, advocates nixing newspapers and uninvited e-mail completely in order to take control of productively scheduling your time.

“Wouldn’t a more effective style of copywriting concise the sales message to a page or two? Unless your intention is that more people base a letter’s credibility (and thus, their order) on the amount of content rather than actually having to read the whole thing.

“My gut tells me in order for people to read through them, effective letters will have to be shortened in the overall picture. You and your successful team know far more than I - but I can’t be that wrong about this … or can I?”

The answer, dear Connie, in a word, is yes, you are wrong. At least when it comes to want-to-know information products.

Let me explain.

There are two kinds of information products that can be sold by mail (posted mail or e-mail): need-to-know products and want-to-know products. The need-to-know products would include information about food, clothing, fertilizer (for gardeners), auto parts (for mechanics), labor law case analyses (for labor law lawyers), etc. The want-to-know products would include just about everything Early to Rise sells: how-to information on becoming healthier, wealthier and wiser.

Do you see the difference?

Need-to-know products don’t need long copy because the customer needs them. In order to sell a need-to-know product, the copywriter has to do two things: establish the product’s USP and make the offer irresistible. You can do those two things relatively quickly – usually in two pages or less. That’s why need-to-know products are so often sold by catalog and by space ads – two direct-marketing methods that don’t give the copywriter much room.

To sell want-to-know products, you need more length. That’s because you have to do something you don’t have to do with need-to-know products: you have to stir up a desire for the product where none existed. People don’t actually need another book, newsletter, or CD collection on negotiating or investing. But when a good copywriter gets finished talking to them (via a long sales letter) they think they do.

It’s counterintuitive, but it’s true: When it comes to want-to-know products, longer letters usually work better than shorter ones. That has always been true and it’s still true today – even with e-mail sales letters.

The feeling you have is based on logic and your own experience as a consumer. You are very busy. You don’t have time to read long letters. You throw most of them in the trash or delete them. Like Tim Ferris, you are annoyed by all this long copy. So if you hate long copy so much, doesn’t everybody?

Well, yes! Everybody hates long copy. At least that’s what everybody says. But the truth is that though we think we don’t like long copy, we respond to it. If you have bought any want-to-know products in the past, Connie, you probably responded to a long sales letter – even though you don’t like them. (AWAI’s Retire This Year promo is 32 pages!)

I used to do focus groups with my clients’ customers. I would ask those people which they preferred: short sales letters or longer ones. They all said they preferred shorter sales letters. Yet they had all become our customers by responding to the longer ones my clients were sending out!

I have personally overseen at least a hundred long copy vs. shorter copy tests. When the leads were the same, the long copy always did better.

I had Jason Holland, my research assistant, contact three of the top copywriters working today and ask them, “How long was your best-selling sales letter?”

John Forde said: “My most successful promo this year, measured in subscriptions sold, clocked in at 32 pages. And this, by the way, is a promo I actually wrote seven years ago and have been revising and updating ever since. It’s added thousands of readers to a resource-investing newsletter, and it’s made me a pile of cash. I have a 24-pager that’s done about $1.3 million since the start of 2008. This one, I probably could have written shorter, but not by much.”

Mike Palmer said: “The best package I wrote in the past year was a 52-page bookalog, which translates to at least a 25-page letter. You know, I hear this all the time from new copywriters - ‘Why can’t we write shorter copy?’ One important reason, I tell them, is because good copy must ‘startle’ your reader with an idea he’s never heard before. That’s the only way to have a breakthrough promotion. And an idea that truly startles your reader takes a lot of explaining … proof … answering objections. You simply need a lot of space to get your point across.”

Paul Hollingshead said: “My best mailing recently was a financial package that ran about 22 pages. In fact, when I look back at most of the financial packages I’ve written, they typically fall within the 20- to 24-page range. The main reason, I think, is because that’s how long it takes to get in all the needed elements of a strong financial sales letter - your promise, your credibility, the track record, the offer, bonuses, and whatnot. Also, I tend to write in a more conversational ‘chatty’ tone, which can lengthen a letter. And I make an effort to keep paragraphs very short so there’s a lot of ‘white space’ in my copy for easier reading.”

You see, direct-response marketing is not about fitting your sales pitch into the small amount of space most people will read. It’s about finding the one person in a hundred who will give you the time you need to sell him.

Have you ever walked down a city street and seen people canvassing for some charitable, political, or religious cause? What do they do? They say something – a short, catchy sentence - to get you to stop and listen to their pitch. In most cases – perhaps 99 out of a hundred – passersby won’t give them the time they need to make the sale. They listen for a few seconds and then shake their heads and go on. But those canvassers are pros. They don’t worry about the people who don’t have time for them. They focus on the ones who do stop and listen, because those are their prime prospects.

Imagine if, instead, they tried to fit their entire sales pitch into the 10 or 15 seconds they could get by following a prospect partway down the block. What chance would that strategy have?

It all boils down to this fact: the Internet has changed the world, but it has not changed human psychology. If you are going to convince someone that he needs something that he really doesn’t need – you need time to do it.

So, Connie, don’t resist this part of the copywriting program. Go with it. Later, after you’ve proven yourself as a master of long copy, you can try shorter copy and see if it works.

By the way, you should know that copywriters who can write long copy (i.e., want-to-know copywriters) make about twice or three times the money that need-to-know copywriters make. Keep that in mind as you go through the AWAI program.

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The Professional Writers’ Alliance

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Average: 4.5
Published: April 7, 2008

15 Responses to “Improve Your Copywriting Skills … How Long Should a Sales Letter Be?”

  1. Intriquing, because I assumed that the average guy threw anything that was more than two pages away. And they do, of course. But when you hook some person, they need the whole picture. However, twenty pages...that's far beyond belief.

    M M Wagner

  2. I also felt two pages would be the maximum. But after reading the explanation between need-to-know and want-to-know, it makes sense. However, I throw 99.9% of junk mail out without ever opening the envelope, so I'm not a good prospect, short or long. But for the 2-3 % of prospects that do read junk mail, long makes sense in the want-to-know category.

    Brian Dunn

  3. I have always been fascinated by lengthy, well written promotional letters, by the claims made, by the strategies employed in making their arguments. A one or two pager would leave me unsatisfied, inadequately educated about the product and its possible benefits. Its the long, irresistible ones I keep and read a second, and frankly sometimes a third time before acting on the recommendation or discarding it.

    Luis C

  4. I think the better proof is AWAI's programs. All programs from the Catalog are really long and normally when I read the short preview version I am unsatisfied and need to know more... As Luis I get disappointed when the copy is too short...

    Rodolfo Oliveira

  5. Im Conflicted...(is that cliche or what???) You want to reach the masses and make mega bucks and yet you have to feel free to let the 'masses" slip through your fingers...walk away from the sales pitch and concentrate instead on the few that are actually still engaged and listening, focus on them, proceed and end up closing the deal. It seems a bit counterintuitive when you want to reach the 'top' but I best be willing to learn what works and put intuition on the back burner.

    Rita Minner

  6. Stunning. Does the evangelist on the street follow up with 10,000 words before getting to the point? Or, the same idea, do you really think that once you've got me reading to find out what you are offering, that it motivates me more to go on and on for 10 or 20 or 32 pages without saying anything helpful? When I read that stuff, if I really thought it reflected the mind of the principal, it would undermine his credibility for me. Have you tested anything like a middle path?


  7. If you've got something important that's what talking about, then talk about it... Let the prospect decide if they want to listen and if its important to them.

    If they deem it important and are sold by the idea, then they'll say so with their wallet.

    Donald C Obii

  8. I found Michael Masterson's explanation helpful. I agree with Paul Hollingshead in several places, yet I rarely read an entire 24 pages of Any sales letter. I may have bought everything I have from AWAI as a "response" to a Long copy, but I guarantee you that every single time I read at most 1-2pgs.,then scrolled as fast as I could to the end where the price determined the affordability. Before I ever heard of copywriting, I was an avid reader of James Patterson. He draws me in within the first page, often within the first Short paragraph! No matter how interested I am,(or not)if an author draws me in within the first paragraph,I'm Hooked to know more,but I make the decision to buy within the first 2 pages,the "bottom line" & the "push".

    Guest (Mara Rose-Morales)

  9. I am curious (and skeptical too).
    Exactly when did long copy start out-selling short copy..because all the copy classics, the ones that are mandatory reading for AWAI programs like The American Express Card, Newsweek, International Living etc - are between 2 to 8 pages; and they delivered!
    Whoever heard of a 32-page classic, except for a Victorian play?
    Quite frankly, what you can't sell in 2 or 3 pages, you can't sell in 20.
    I have not been able to read through a single contemporary AWAI copy


  10. I can be chatty and I can be short and to the point. Then that's why I am here to learn what AWAI knows.

    Wanda F Sewell

  11. Hi,

    My understanding about DR Mail just got a wake up call!!?

    All this while my impression was that DRM is about selling through persuasion techniques. Then, what does Michael Masterson mean when he says that there are two kinds of 'information products'...the 'need to know' products and the 'want to know' products that are dealt with in Direct Response sales Letters?

    I'm sorry if I've misunderstood something. Kind Regards


  12. Hi,

    Continuing with my earlier query: if there isn't a desire for a want - to - know product, then who is being addressed by the sales letter?

    To begin with, would the product even have been manufactured?

    Your clarification please.

    Thanks and Regards


  13. ...They don’t worry about the people who don’t have time for them. They focus on the ones who do stop and listen, because those are their prime prospects.

    This was indeed profound for me...the way i look at it is if you have done your research properly and know your prospect, then your copy whether long or short should appeal to them but a long copy means more proof, more promises, more benefits and i think the more the better


  14. I understand what is being said about "how to" copy. Sometimes that just needs to be a lengthy letter. I know that I personally responded to a Dickens novel when I signed up for the Accelerated Progam... but once I realized what the letter was about, I had pretty much decided that this was what I wanted to do. I totally admit to skipping ahead to find the price of the program. Now, I read everything no matter how long it is because it's good practice and I end up learning something, but there have been plenty of times in the past that I have abandoned something even when the benefit would have solved my problem completely. I abandoned it because the copy was longer than the fricking bible. I don't just hate long copy. I despise it.


  15. Because people don't like to be "sold", most will simply not tolerate being sold for 20-30 minutes or longer.


    In my experience, when I'm looking for an info product I NEED long copy. I want to know everything about what I'm going to learn. In those cases, short copy KILLS the sale for me.

    I've seen a lot of info products designed for the mass audience, with short to-the-point copy, which to me just seems superficial and lacking in credibility.

    If I'm going to invest some of my hard-earned money, I want to know every friggin detail.

    Yet, most people I know think long copy is absurd. I have friends who own businesses and attended commercial schools, and they always say long copy is a no-no... so I get confused.


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