| Preface | p. 11 |
| Introduction | p. 15 |
| What People Really Want | p. 19 |
| The Life-Force 8 | |
| The Nine Learned (Secondary) Human Wants | |
| How to Get Inside Their Heads: The 17 Foundational Principles of Consumer Psychology | p. 29 |
| The Fear Factor-Selling the Scare | |
| Ego Morphing-Instant Identification | |
| Transfer-Credibility by Osmosis | |
| The Bandwagon Effect-Give Them Something to Jump On | |
| The Means-End Chain-The Critical Core | |
| The Transtheoretical Model-Persuasion Step by Step | |
| The Inoculation Theory-Make Them Prefer You for Life | |
| Belief Re-ranking-Change Their Reality | |
| The Elaboration Likelihood Model-Adjust Their Attitude | |
| The 6 Weapons of Influence-Shortcuts to Persuasion | |
| Message Organization-Attaining Critical Clarity | |
| Examples vs. Statistics-And the Winner Is... | |
| Message Sideness-Dual-Role Persuasion | |
| Repetition and Redundancy-The Familiarity Factor | |
| Rhetorical Questions-Interesting, Aren't They? | |
| Evidence-Quick! Sell Me the Facts! | |
| Heuristics-Serving Billions of Lazy Brains Daily | |
| Ad-Agency Secrets: 41 Proven Techniques for Selling Anything to Anyone | p. 79 |
| The Psychology of Simplicity | |
| Bombard Your Readers With Benefits | |
| Put Your Biggest Benefit in Your Headline | |
| Crank up the Scarcity | |
| 22 Psychologically Potent Headline Starters | |
| 12 Ways to Lure Readers Into Your Copy | |
| 360 Degrees of Attention-Getting Power | |
| The Reverse-Type Pitfall | |
| Crush Your Competition With Extreme Specificity | |
| The Famous Ogilvy Principle | |
| The Psychology of Typefaces | |
| Insist on the Pro-Design Difference | |
| The Power of Questions | |
| The "Granny Rule" of Direct Mail | |
| The Psychology of "Social Proof" | |
| The Guillotine Principle | |
| PVAs-The Easy Way to Boost the Power of Your Copy | |
| Directing Mental Movies | |
| Battling Human Inertia | |
| Establish Your Unique Selling Proposition | |
| Buy Your Own Island | |
| Authority Positioning | |
| A Sales Letter in Survey's Clothing | |
| Power Your Ads With Pictures | |
| Grab 'Em With Grabbers | |
| Long Copy vs. Short | |
| Offer Testing | |
| Survey Power | |
| Editorial Energizers | |
| The Coupon Persuader | |
| 7 Online Response Boosters | |
| Multi-page Your Way to Success | |
| Guarantees that Guarantee Higher Response | |
| The Psychology of Size | |
| The Psychology of Page and Section Positioning | |
| The Fantastic Four | |
| Consumer Color Preferences and How Color Affects Readership | |
| The Psychology of Pricing | |
| The Psychology of Color | |
| Wrap Your Ads in White | |
| Give Yourself a "Cleverectomy" | |
| Hot Lists: 101 Easy Ways to Boost Your Ad Response | p. 187 |
| 22 Response Superchargers | |
| 9 Ways to Convey Value | |
| 13 Ways to Make Buying Easy | |
| 11 Ways to Boost Coupon Returns | |
| 46-Point "Killer Ad" Checklist | |
| Epilogue | p. 193 |
| Recommended Reading | p. 195 |
| Index | p. 199 |
| About the Author | p. 203 |
| Table of Contents provided by Ingram. All Rights Reserved. |