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Acknowledgments | ||
Preface | ||
1 | What Do You Need on Paper and Why? | 3 |
2 | Who Are You Really, and What Are You Selling? | 12 |
3 | Knowing Your Audience - and Your Competition | 27 |
4 | Choosing an Appropriate Voice | 44 |
5 | Culling Content for Your Materials | 65 |
6 | Informing and Influencing with Brochures, Flyers and Catalogs | 77 |
7 | Sales Letters and Direct Mail That Get Results | 94 |
8 | Newsletters and Publicity Materials That Build Your Reputation | 110 |
9 | No-Sell Selling with White Papers, Tip Sheets, Columns and Articles | 128 |
10 | Advertisements That Bring in Steady Business | 140 |
11 | Other Formats, Innovative and Traditional | 155 |
12 | Using Trade Secrets from the Masters | 175 |
13 | Editing for Crisp, Clear - and Correct - Copy | 186 |
14 | Getting Helpful Feedback and Testing Effectiveness | 198 |
15 | Legal Constraints to Be Aware Of | 207 |
16 | What Do-It-Yourselfers Need to Know About Graphic Design | 219 |
17 | How to Work with Designers and Printers | 233 |
18 | Proofreading and Its Pitfalls | 242 |
19 | Saving Money Without Losing Appeal | 249 |
20 | Articulating What's Special About Your Business | 259 |
21 | Collecting Compelling Testimonials | 266 |
22 | Finding a Creative Twist | 274 |
23 | Getting the Writing Done | 283 |
24 | Fitting into Available Space | 290 |
25 | Finding Writing and Marketing Help | 298 |
26 | Guide to Resources | 309 |
27 | Getting in Touch | 319 |
Index | 320 |
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