Famous copywriter Robert Collier said you had to meet the
reader where their thoughts already are. You can do this with a
headline that speaks to their problem, or to their dream. What you
need to do is begin your letter where the prospect already is in his
own head. This is a way to create agreement with your reader. It’s a
way to build rapport.
Collier wrote, “Your problem, then, is to find a point of contact
with his (the reader’s) interests, his desires, some feature that will
flag his attention and make your letter stand out from all the others
the moment he reads the first line.”
Again, this will become clearer as you go through this book. For
now, I want you to realize that the more you can meet your reader
on the mental level where they are already preoccupied, the more
you can create Hypnotic Writing that moves them to where you
want them to be: into a buying trance.
But before I explain how to persuade people through your
words, let’s stop and take a look at a formula or two for persuasion
and influence.
What Is Hypnosis?