Last Updated on 1 year by Greg Noland
Here is my list of recommended books on selling and consumer psychology…
It’s always growing, but these are the ones I’m reading now or I read on a regular basis (Hot Tip: Don’t read the classics once, read them over and over..)
Copywriting and Selling
2,239 Tested Secrets For Direct Marketing Success by Denny Hatch
Direct marketing is the business of acquiring customers and getting to know them–keeping track of their transactions and then continuing to delight them by serving their current needs, creating new wants, and, above all, persuading them to act . . . to buy.
Despite its long and profitable history, no one has assembled a single collection of all the basic secrets of direct marketing. Until now. In these pages Denny Hatch and Don Jackson blitz you with the secrets, rules, and wisdom of nearly 200 of the great masters: from Claude Hopkins, David Ogilvy, and Max Sackheim to such modern greats as Jay Abraham, Dick Benson, Malcolm Decker, Bob Doscher, John J. Fleider, Jerry Gould, Bob Hacker, and Jim Rutz. This book contains the collective wisdom of the greatest practitioners of this century in relation to: Creative, Copy, Math, Space Ads, Direct Mail, Production, Management, Strategy, Lists, Testing, Offers, Fulfillment, Back-End Operations, Lead Generation, and (of course!) much, much more!
Million Dollar Mailings by Denny Hatch
Denny Hatch gives an exclusive insider’s look at the art and science of direct mail creative technique ― copy approaches, design, formats, offers ― unlike anything ever before assembled. This new and updated edition includes an overview, complete with illustrations, of new trends in direct mail.
Made To Stick by Chip Heath
In Made to Stick, Chip and Dan Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the human scale principle, using the Velcro Theory of Memory, and creating curiosity gaps. Along the way, we discover that sticky messages of all kinds—from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony—draw their power from the same six traits.
Gary Halbert Letters
A collection of classics from the greatest copywriter who ever lived. The original subscription price was $195.00 per year and, with very little promotion, Gary soon had millions of readers in more than 50 countries listening to his every word.
Boron Letters by Gary Halbert
A series of letters by history’s greatest copywriter Gary C. Halbert, explaining insider tactics and sage wisdom to his youngest son Bond. Once only available as part of a paid monthly premium, The Boron Letters are unique in the marketing universe and now they are a bona fide cult classic among direct response marketers and copywriters around the world. The letters inside are written from a father to a son, in a loving way that goes far beyond a mere sales book or fancy “boardroom” advertising advice… It’s more than a Master’s Degree in selling & persuasion…it’s hands-down the best SPECIFIC and ACTIONABLE training on how to convince people to buy your products or services than I have ever read.
The Ultimate Sales Letter by Dan Kennedy – 3rd edition
In the age of e-mail and instant communication, great sales copy is indispensable to closing a deal. But too many sales letters end up in the junk file or the wastebasket. In this new edition of his top-selling book, author Dan Kennedy explains why some sales letters work and most don’t. And he shows how to write copy that any business can use. An awesome inside look at copywriting for the price of a good pizza. A no-brainer purchase.
The Ultimate Marketing Plan by Dan Kennedy
The ultimate, no-nonsense guide to help you market your product, build buzz, and make more money than ever from marketing expert Dan S. Kennedy.
Let’s face it—the business world today is nothing like it was ten years ago. Marketing budgets are tighter, consumers are more skeptical, and social media has changed forever the way we talk to our customers.
In this new edition of his bestselling The Ultimate Marketing Plan, industry expert Dan S. Kennedy integrates such tools as social media marketing, networking, and strategic memberships into a complete plan that will strengthen your customer base without breaking your budget. Packed with updated examples, marketing techniques, and contributions from experts, Kennedy shows you how to catapult your company to the cutting edge.
Scientific Advertising
The must have collector’s edition with more than 200 original ads by Claude Hopkins.
Claude C. Hopkins, the grandfather of modern advertising, wrote Scientific Advertising in 1923. Since that year, every marketing genius, every copywriting expert, and every top entrepreneur has been reading this evergreen marketing classic. Whether you are building your career in marketing or want to better promote your business, it doesn’t really matter: start with Hopkins and only then move on to the rest.
In this timeless classic, the father of modern marketing Claude Hopkins outlines how to get (and measure) results with advertising.
A must-have gem for anyone navigating the restless seas of business, sales, and marketing: in this short volume Hopkins anticipates every trend in modern marketing, explaining what drives us to buy and what leads to sales.
The Robert Collier Letter Book by Robert Collier
The Robert Collier Letter Book shows the best solutions for copywriting and sales letters, explaining techniques, methods and the theory of letter writing which prove to be transferable to completely different times. The author presents plentiful examples of promotional letter writing from a bygone era which show the principles underlying the actual writing. Collier also discusses the interplay between marketing and business strategy, including accounting and product development. His samples provide highly relevant guidance for marketers.
Tested Advertising Methods by John Caples
A legend in advertising for more than 60 years, John Caples still serves as a guide to generations of creative marketing people. Now his classic work on how to create successful advertising has been updated by respected advertising consultant Fred Hahn. It retains all the clarity, candid analysis, time-tested experience and invaluable award-winning ideas from the original, while bringing it right up-to-the-minute on the many new changes in the field.
Break-Through Advertising by Eugene M. Schwartz
The most important book ever written about persuasion… copywriting… marketing… and human behaviour. One of the most sophisticated books on advertising ever written. Virtually every master-level direct-response copywriter has read this book once, and most read it every year, only to discover new insights. Be warned: This is an extremely dense read…but beneath the verbiage are profound insights that have stood the test of time.
RAMIT SETHI
Lazy Man’s Way to Riches by Joe Karbo
Based on the classic teachings of the late Joe Karbo, who helped millions start on their way to Riches – this completely revised, updated, expanded and illustrated version of ” The Lazy Man’s Way to Riches ” is more complete, as it includes all of the lessons learned by Dr. Nixon and Mr. Karbo from over twenty years of reader and seminar attendees feedback, since writing the original ” Lazy Man”.
7-Steps To Freedom by Ben Suarez
Canton, Ohio man, Benjamin Suarez, discovered the secret of escaping the American rat race. His seven simple rules allowed him to make $145,000 in his first year without any money or experience. It is not a salesmen job. You do not need to buy or rent buildings. You can do it anywhere. All you need to do is follow the instructions of his seven-step plan and see it through to completion.
Adweek Copywriting Handbook by Joseph Sugarman
Great copy is the heart and soul of the advertising business. In this practical guide, legendary copywriter Joe Sugarman provides proven guidelines and expert advice on what it takes to write copy that will entice, motivate, and move customers to buy. For anyone who wants to break into the business, this is the ultimate companion resource for unlimited success.
How To Write A Good Advertisement by Vic Schwab
Call it advertising, call it promotion, call it marketing, but whatever you call it, every business and organization depends on words with impact. You need to grab the attention of potential customers, clients, or supporters and call them to action. Few among us are born talented copywriters, that rare combination of both facile wordsmiths and natural salespeople. We all need some help to improve our copy. Victor O. Schwab was one of the greats. Considered a marketing master during his 44-year career, he was the copywriter who propelled Dale Carnegie’s How to Win Friends and Influence People into a mega-seller.
Words That Sell by Richard Bayan
More than 6,000 words and phrases that make the difference between “yadda-yadda-yadda” and copy that sells
Looking for a better way to say “authentic?” Words That Sell gives you 57 alternatives. How about “appealing?” Take your pick from 76 synonyms. You’ll even find more than 100 variations on “exciting.” Fully updated and expanded, this edition of the copywriting classic is packed with inspiration-on-demand for busy professionals who need to win customers–by mail, online, or in person.
Psychology
check out any books by Dan Kennedy in his NO BS series to be honest (I have every single one) …
(Hot Tip: You’ll get any of these books for under $20 but they contain pure gold, that is often covered in $5,000 programs, if you’re on a budget, and let’s face it, who isn’t, these books are an awesome place to start)
Influence by Robert Cialdini
The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold!
In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.
You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts
Final Thoughts on Essential Books on Selling and Customer Psychology…
There you have it. A fantastic collection to keep you away from Netflix for a very long time. Be prepared to skyrocket the quality of your copywriting.
