Talented copywriters are able to motivate people to take action by purchasing goods or services through writing alone. You can ensure a higher conversion and click through rate simply by providing excellent copy. If your landing page is poorly written…
Category: Copywriting Secrets
Trade secrets of the most successful copywriters, exposed.
What’s the single best way to make sure you get what
you want out of the writers you’ll hire?
I’ll give you not just one but seven easy ways to guarantee a quality result, in today’s issue.
And by the way, don’t skip this if you’re the writer instead of the client… because this list could make your job infinitely easier too, simply by showing you what to ask for from anybody who hires you.
But before we jump in…
What to Know Even Before You Pick Up The Phone
First and foremost, one of the BIG reasons some businesses don’t get what they want from copywriters… is because they’re not exactly sure what it is they hope to get, right from the start.
Sure I do, you say.
I want sales.
Isn’t that pretty simple?
Yes. But be careful.
Because you can boost sales in a number of ways. Some ways are true to your product, some are not.
And a sale that’s followed by a slew of cancellations or refunds is no sale at all.
What’s more, there’s often another subconscious motivator that gets in the way of even the best marketer’s intentions.
And that is, of course, your ego.
How so? If your ego is inflated by selling more of a quality product your customers want, that’s good.
But too often, that’s now how it plays out.
Take, for instance, the jillions blown by “brand” advertisers on things like Superbowl ads.
Are those funny but pointless spots really about selling more product? Or are they more likely self-congratulatory spots set out to appeal to an advertisers sense of importance?
Ads like those let advertisers feel great about themselves, their businesses, and their brand.
They are the echelon of “hip,” the pinnacle of product entries in a pulchritude contest, the bountiful beauty in which those advertisers will bask like buffalo in a basin of… okay, I’m running out of ‘b’ words… but the point is, so-called advertising often does very little to get sales, despite all intentions to the contrary.
Ego that forces a message that offers no substance or promise to your target market is, in a word, a waste.
And finally, you need to be aware that even if you ARE sensibly focused on boosting your bottom line, there are different KINDS of sales you’ll want to make. And different strategies that precede those sales.
For instance, if you’re out to sell a high volume of a low-priced item… to a whole new set of names… that demands one kind of copy. If you’re looking to convert current customers for more sales, that’s something else (almost) entirely.
If you want to raise the price on something you’ve sold before, that’s something else. And if you’re looking to sell something high-end to previously low-end buyers, that’s something different yet again.
“Soft offer” pitches work uniquely… as do time-limited pricing offers… product launches… and even those pitches that create a whole new product category altogether.
Then… you’ve got the pitches that need to combine one or more of the marketing strategies above. And we haven’t even talked about your cost restrictions, list selections, and the rest.
You see what I’m getting at.
Bottom line, and this is important for you to soak up before I take you anywhere else: The MAIN thing you can do to better guarantee you’ll get what you want from the copywriters you hire is to figure out exactly WHAT it is you want to happen, first.
The better you know your strategy in advance, the better you can prep the copywriter before you bring him or her into the equation.
That understood, what comes next?
Now we get into the meat…
Seven Ways To Make Your Writer Write Better
In my experience, on both sides of the copy contract, here are seven easy ways to get more from your writers.
And again, writers, you read these too. Because it can’t hurt to know how good clients think, can it?
Here we go…
1) CHERRY-PICK YOUR WRITER
Let’s face it. Each copywriter, especially a good one, has his niche.
Some work with one kind of product well. Some with others. Some are great at telling stories. Others can work wonders with a track record.
If you’ve been in business any amount of time, you’ll start to know which writers have which talents. And you’ll match them carefully to your products.
Copywriters, there’s a lesson here for us too: Know your strengths and capitalize on them.
Make sure you accept the projects that fit with your talents. Unless you’re up to the challenge, avoid the projects that don’t.
2) HEAP ON THE RESEARCH
The better informed the copywriter, the better — usually — the copy he’ll crank out.
So if you’ve got the material, flaunt it.
You might resent, as I’ve seen some marketers do, the idea of doing footwork for someone you’ve hired to do just that.
But the fact is, even great copywriters will work even better if you arm with material to start the job.
Copywriters, there’s a lesson here too, albeit an obvious one: Writer’s block, fluff-laden copy, empty leads and offers and headlines… they all go away when you throw relevant specificity into your sales pieces.
Insist on asking for as much background material as you can get your hands on, at the very start of the assignment.
3) TALK IT OUT, AT LEAST TWICE
Talk to your copywriter at least twice — in detail — about what you’re hoping for in the first draft.
Talk once at the very start of the assignment and then ask to talk again, just to make sure the writer is on the right track.
And this, with enough lead time to make any changes before he or she turns in the first draft.
Copywriters: Realize that, as much as it’s essential to work alone and to protect undeveloped ideas, it’s also astounding what clarity you can get from a simple half-hour phone call.
If you wait for it to happen, it’s a distraction when it comes. But if you pursue the conversation, you might actually help the marketer clarify in his own mind exactly what he’s looking for.
4) PROVIDE A POINT MAN
I can tell you from personal experience, there’s nothing worse — when you’re working on selling someone’s sales copy — to have to hunt down someone, anyone, who will answer your emails to help you gather the things you need to complete the task.
Give your copywriter a gift up front — a handshake and introduction to a trusted person on the inside who will take calls and emails and attend to them promptly, as if completing the sales copy actually meant something to the organization doing the hiring.
And copywriters, don’t leave the scene of a first meeting without the name of this person.
Any client who can’t provide one, avoid working with more than once. They don’t take their marketing seriously.
5) LEARN HOW TO GIVE FEEDBACK
Patton’s quote at the start of today’s issue notwithstanding, sometimes you’re going to need a lot more in the way of first-draft feedback than, “doesn’t quite work” or “needs more” scribbled in the margins.
When I review copy, I famously almost double the original document length with my suggestions and comments. Nothing gets left to interpretation. Tell them more rather than less.
When something works, tell them that — absolutely. And when it doesn’t, tell them that too.
But tell them why.
If the writer is worth his salt, he’ll have a much better idea of how to make things right.
Copywriters, you need to push for this kind of feedback too. You’re not out to bait for praise or battle critiques. The whole process of review is to delve deeper into what your client wants — needs — from you to get the job done.
6) COME CLEAN ON DEADLINES
It might feel like courtesy to give your creative team lots of breathing room.
But, really, you’re much better off coming clean about your deadlines right up front.
Tell them what you need and when.
Some especially busy copywriters might have to turn you down. But if the time is available to work within those parameters, the pros will appreciate your clarity and efficiency.
Copywriters, this of course applies to us too.
Half of us are in this business because we like the freedom of setting our own schedules.
But to make that work, you have to… well… set them. That means making sure you know up front what’s being asked of you.
Insist on establishing this early in the game.
7) CUT THE FAIREST DEAL
The best businessmen I know don’t mess around trying to gain an upper hand. Nor do they give away the store.
They focus instead on the middle ground, making sure both sides benefit when a strategy pans out.
Between client and copywriter, that often means a royalty on sales. The better a piece performs, the more you both make.
Sure, some of the best copywriters do flat-fee only. But those fees are high… along with the quality of the copy they’ve earned a reputation for producing.
Copywriters, heed this: You’ll generally do your best work if your biggest payoff is performance-based.
Client or copywriter, I hope all that came in handy!
Republished by Blog Post Promoter
Regardless of what kind of writing you do, says a study from the National Writing Project of Louisiana, three key components seemed to have the biggest influence on how creatively productive you’ll be. What are those components?
1) A More Consistent Working Environment:
Almost all of the writers in the study had a designated ‘place’ where they did all their best writing. Simply being there gave them focus. I concur. I can write almost anywhere — but I prefer dark, quiet spaces. I travel a lot, but have a designated spot in each of the five spaces I typically find myself in during a given year.
I also need certain “supplies” to get going. A long yellow legal pad or a tab of French graph paper. Black Bic pens. My ever-present Macbook Pro.
Environment includes sound, of course. Personally, I work best with dead quiet. Or sometimes, music. But anything with lyrics is poison. I know other many other writers –including copywriters — who agree.
Classical or jazz. Bach Cello Suites or the Goldberg Variations. Chopin Etudes. Beethoven’s piano sonatas. “Kind of Blue” or “Some Day My Prince Will Come” by Miles Davis. Old Coltrane (but not the crazier, more recent stuff).
(Caveat: I know at least one brilliant copywriter who keeps the TV droning on in the background! I couldn’t do it. But it works for him.)
2) A Set Time For Working:
If you’re a freelancer, working outside of an office environment, this might be a hard truth to face. Yet, almost all the writers in the study said they wrote better if they did so at a certain time, the same time, every single day.
And best of all, if you write in the morning. I know, I know. I sympathize with anyone who says they prefer to work at night. I used to be one myself. But having young kids, who don’t understand why Dad won’t come away from the computer, has changed that. And for the better.
Not only am I much more productive when I get good work done early, but I’m happier too. And yes, all the best copywriters I know also get started early. And not just early, but make sure the first thing you do is start working on your largest project, too. No e-mails. No phone calls. Writing first, trivial stuff later.
(Remember when there was no email? Could you imagine wasting two hours a day sending and receiving faxes with your buddies? Of course you couldn’t. Just because email is more automatic doesn’t mean it’s any better for you.)
And then there’s the intelligent use of deadlines, as long as we’re talking about time for writing. Even daily deadlines. It’s the pressure — the end goal — that makes you move more quickly. Consider the famous Eugene Schwarz story. Everyday, to get himself started, he’d set his egg timer to 33.33 minutes. Then he sat down to write, even if it just meant staring at the blank page until beads of blood formed on his forehead.
3) Last, Rituals that Boost Confidence
This last component — writer’s behavior rituals — was the broadest category of observed creativity patterns.
It’s critical to how productive you are. Unfortunately, it’s the most ambiguous.
For instance, some of the rituals writers had in the Louisiana study didn’t seem to have anything to do with writing at all.
Sharpening pencils. Wearing lucky sweaters. Using a certain coffee mug. The theory was that the consistency of the rituals bred confidence, and helped melt away potential “writer’s block” anxiety.
That may be true. What seems just as true is that some rituals manage to mildly distract your senses so your subconscious can get to work.
Walking, for example, seems to work for writers. The next time you’re feeling around for an idea, fast track it by filling up your mind with information about what you hope to sell… and then stepping outside for a stroll.
If not that, then a drive. Or a shower.
4) Bonus Tip:
You say you’ve tried all that and you’re still stuck?
Try re-working your diet. The January 19 issue of “Science” reports a single protein in the brain – SCN – that controls your entire ‘master clock,’ allowing you to feel awake or tired, hot or cold, bleary or focused, etc.
Just two days of tinkering with eating schedules in lab rats threw off the SCN balance in the brain.
Eating a light, protein-centric breakfast can help you stay focused on anything. Lunch, on the other hand, should be light or even skipped. A lot of people claim they can think better on an empty stomach (yours truly included).
I hope all those ideas help.
Okay, some more last minute ways to get jumpstarted — most of them, a rehash of ideas we’ve talked about in past issues. Ready? Write out ideas on index cards. Talk ideas into a tape recorder. Sketch out the pages of your promo, even before writing a single word. Copy a strong lead paragraph two or three times. Go to bed early tonight. Study the outline behind your last great promo. Start re-reading your pile of research from top to bottom. Good luck!
“Years ago, I was using a print broker for some of my mailings. She had been referred to me by a direct marketing legend whose identity I’ll protect.
“At the same time the broker was sheperding my mailing, she was also doing a large project for “the legend”. The job was so large that she split the printing between two different printers.
“I was a seed name on the legend’s list and when I received my copy of his sales letter, it turned out that it had been stuffed with the pages completely out of order. I alerted both the legend and the print broker of the error. Checking with other seed names confirmed that one of the printers assembled and stuffed all their pieces out of order.
“But here’s the kicker: the piece that was out of order pulled a stronger response than the piece with the pages in the correct order! I told the broker at the time that I could only assume that having the pages out of order forced the reader to dig through the piece and pay more attention.
“Final point: The legend then had the gall to ask the print broker for a make-good on the improperly ordered pieces.”
Thanks Bob. Gotta love it when a mistake suddenly shows you something about the customer you never expected. And when one of my CR readers (if you haven’t signed up yet, drop your name in the email box to the right of this page) writes in with a great lesson worth sharing!
Let’s try to tackle it first with a story:
It was lunch time in Paris…
I was crossing a square by the Pompidou Center. French merchants had set up stands to snare tourists and shoppers. And most of those stands were ignorable.
But one that caught my attention had two dozen bins of Italian chocolates. I didn’t want chocolates. I didn’t need chocolates. So how was it, just a few minutes later, I walked away with a half pound of them in a bag? It started the moment I stopped “just to look.” The woman behind the counter wasted no time in holding out a chocolate caramel extended in my direction. “Please,” she said, “Take and try. No charge.”
How could I refuse? After all, it was “free”… right? And it was good.
Suddenly, something changed. I felt I couldn’t leave without buying… something. The candy sample couldn’t have cost more than pennies. But I felt obligated now to shell out some cash. And I did.
Why We Sometimes Feel Obligated To Buy
Colleagues of mine call it the “Krishna Principle.” I’ve also heard it called the “Rule of Reciprocity.”
The idea is that, by giving something or offering to give something, you open up the customer to give you something in return. Does it work? All the time. Take these examples from Robert Cialdini’s famous must-read marketing book, “Influence: The Psychology of Persuasion“…
Christmas Card Obligation: In a 1976 study, a market researcher sent Christmas cards to complete strangers. What happened? He got a flood of Christmas cards in return. Not one questioned who he was or why he had initiated the relationship.
Gift-driven Supermarket Sales: Why do supermarkets have “free sample” tables? Not just to lure you into the store. But because they skyrocket sales. In one small case, an Indiana supermarket put out a wheel of cheese and a cheese slicer. “Cut your own free samples” said a sign. Result: The store sold a 1,000 extra pounds of cheese over the next few hours.
Cornell University Study: In another small study, a researcher posing as a student was asked to sell raffle tickets. To half the sample group, he offered a Coke before giving his pitch. To the other half, he just started the sales pitch without the Coke. The group that got the gift first bought twice as many tickets. Sometimes more.
Door-to-door Sales: Amway Corporation’s career manual states, “… leave the free samples with the customer for 24, 48, or 72 hours… just tell her to try the products. That’s an offer no one can refuse.” I don’t have to tell you how successful Amway is, thanks to that one technique.
Giving Throughout History: Archaeologist Richard Leakey credits a social need to give and receive as key to the sharing of technology, food, and other survival skills among our ancestors… all the way back to the caveman.
Point being, when someone gives us something valuable — or even offers to give us something valuable — the sales pitch that might follow is much harder to resist.
Not so long ago, I edited a collection of some of the best direct mail sales letters of all time.
How many focused aggressively on “free” giveaways in the offer? Roughly 65% to 70%.
This doesn’t mean “free” has to be the centerpiece of every offer you right.
But when it does, there are a few rules you’ve got to keep in mind.
1) If you have premiums, ask yourself if they’re really worthwhile. How well do they represent your client’s product? How tightly do they link your prospect’s needs to the benefits the product has to offer?
2) If the FREE part of your offer is indeed good, then ask yourself this: How well featured are your premiums featured in your sales pitch? You might try polishing that emphasis with a few earlier mentions and more prominent sidebars.
Of course, questions about how the offer and FREE gifts work will have to be negotiated by marketing managers, not just copywriters. But make sure it’s something you work out before you start writing your first draft.
I’m not unveiling any big secret by telling you that a lot of what you’ll do when selling is all about emotion. And it has to be that way.
Because we humans — the thinking animal — are perversely also designed to be jumpy, reactionary, over-zealous, anxious organisms. If it were ever in my character to use the term “hot mess,” this is where I’d use it (but it isn’t.)
However, if there is absolutely a time in any selling “event” where you cannot afford to let your prospect’s emotions get ahead of you, it’s on the order form. Yet, too often, exactly that can happen. Your prospect can become too nervous to pull the trigger and place an order.
Fortunately, this too is something you can learn to control. Today, I’ll give you fourteen things you could try.
Keep in mind, as you read through, that this list is by no means complete. Nor is it a checklist. You can try one of these things… all of them… or a mix.
And remember, the goal for each is to simply help your prospect scale that last wall of anxiety he or she might have before pulling out a credit card to order…
1) We all know putting a guarantee box on your order form can help ease worries. But in today’s age of online marketing, what about using a recorded “video guarantee” instead? Right there on the form.
2)Are their trade organizations or guilds related to what you’re selling… or if the product pitch is local, is there a trade union you could join? If yes, pay your dues and put the logo (with permission) right there on your order form.
3) Along those same lines, this is an oldie but a goodie… try adding more or larger “secure offer” icons (e.g. not just “Verisign” but “McAfee Secure” and “BBB” and a whopping big, well-designed “100% Satisfaction Guarantee” icon). Aim for at least five icons per reply page.
4) Test placement of these trust logos from the last tip. Some research says that the single best place isn’t at the top of the page or at the bottom, but rather right under or next to the “Place Your Order” button.
5) Try putting a callout box containing a testimonial — with photo — right next to submit button on the form.
6) In fact, if you’re selling online, try putting a recorded video testimonial or testimonials on the side of the reply page.
7) Here’s a twist on the “100% Satisfaction Guarantee” that might work with mid-priced items and higher: “100% + a Buck.” That is, offer a total refund if requested, plus a dollar. It’s just an extra and not too costly twist to up the ante on your guarantee.
8) If your current order form has a lot of “buy now” urgency in the language, try testing it against a “Take your time to decide, there’s no pressure — that’s what the full money back guarantee is all about” version. Urgency is good, but not so much it forces paralyzing panic.
9) Try posting a box on the order form that lists shipping/other service costs… then slashes through them in red and says prominently “Please do not worry about shipping or other service costs. We will assume that responsibility entirely.”
10) Try the same as in the last tip, but even simpler, with a callout logo that says “Free shipping on all orders, guaranteed.”
11) If there’s a discount on the offer, show it graphically and make it actionable. e.g. Instead of just saying “Get 20% Off!” before detailing the deal, say something like “Click Here to Get 20% Off” or even more official “Redeem Your 20% Savings By Clicking Here” and maybe even add a better deal with “Redeem Your 25% Savings By Clicking Here” as a second option.
12) Again especially for online offers, but when the reply page opens — or on the page, in a box — flash a callout that says, “Use this discount code to get 10% off on a two year order: LS4736.” And then auto enter that code on the order form, as though someone typed it in for your buyer.
13) Again with the reply-page testimonials, try testing between reassuring testimonials about the product… and ones directly about the shipping process, e.g. “I got my reports instantly, minutes after I ordered” or “When my order arrived, it was all there as promised… and I really liked the bonus gift you included.”
14) Before we show the reply page, flash a box that says simple, “Before we help you process your order, what name would you like us to call you during the process?” and then personalize the order form that follows according to the name they provide.
Again, just a few ideas.
Feel free to add to the list using the comment email address in the footer of this issue.
Hope you find ’em useful!
Does sex really sell?
In a poll that showed up on BizReport.com, the older the prospect you’re targeting, the more likely they are to dislike s*xy ads.
I say that, by the way, thinking it’s more complicated than people being offended. After all, a lot of men told the Adweek pollsters that they wanted to see more skin, not less.
But that doesn’t mean the ads themselves will be more effective. Just more fun to look at. And there’s a difference.
Here’s another way such copy/marketing decisions can be complex: I remember years back, hearing from some marketing consultants that worked with a clothing catalog company.
The target customers were older men of means. Golf wear, cruise wear, and the like. On the cover of one catalog, they showed a 60-or-so year old guy in his sailing clothes, on the deck of a sailboat.
As a test, they tried putting a trim and shapely 30-something woman at his side. She was, in a word, a babe. Did it help sales?
Quite the opposite. Response plunged.
Why? The consultants asked customers and got back the answer that (a) it was the wives of the men who did most of the catalog shopping for their husbands and (b) those wives thought the woman in the photo looked like a mistress.
The company tested the cover again, this time with an attractive woman of a more appropriate age. And maybe, if I remember, standing a little closer to the helm.
It boosted sales considerably.
“Writer’s block?” I said. “What’s that?”
Seriously, I don’t much believe in writer’s block. Oh, there have been times I don’t know what to write. And even times I’ve felt a little desperate about that. But I’ve never been afraid or unaware of how to plow right through it. Why? Because I don’t think blocked writing is where the problem originates.
See, most of the time, I believe what stops a writer from writing isn’t a lack of output at all. It’s a lack of input.
When I find myself losing steam, I stop and read. Then I start taking notes. Before I realize it, I’m chasing a new and original idea all over the page. And more often than not, an idea that doesn’t appear at all in the thing I first picked up to read for inspiration.
That’s the most immediate “cure-all.” Then, like any ailment, there are long-term steps you can take. Some include other ways to get more input. Like making sure you stick around people who will talk intelligently about what you’d like to write about. Pick up the phone, raise the topic in the right company, invite smart people to lunch and get them chattering.
But one of the best “curatives” many writers overlook is to simply try writing — anything — more often. How’s that? So many writers, especially newbies, imagine they get blocked when they pour out too much of their best stuff onto the page. They think of the well containing a limited quantity of ideas.
Nothing could — or at least should — be farther from the truth.
What really happens when you write often, preferably on a fixed schedule, is that you get more accustomed to the habit of writing and your brain is mixing and matching all those inputs you come across, in constant preparation for the next scheduled session in front of that blank, blinking screen.
Try it. You’ll be surprised.
David Ogilvy sets the record straight.
Watch and learn…
Quick — what do testosterone, estrogen, dopamine, norepinephrine, serotonin, oxytocin, and vasopressin all have in common? They’re the chemicals of “true love.”
Yep, some jerk has reduced romance to a science.
What’s this got to do with selling? Plenty, it turns out.
Just ask Prof. Robin Dunbar of Liverpool University. Dunbar — according to the BBC — spent the last half of the 1990s studying personal ads. And no, not because he was lonely.
Rather, Dunbar discovered that the copy used in all kinds of personal ads, from people of all different kinds of backgrounds, shared a strikingly similar subset of “hot button” words. And virtually all those words fell into just five categories: Wealth, Commitment, Sexiness, Social Skills, or Attractiveness.
These are, of course, some of the same basic drivers we lean on when we write copy for “products” other than a date with a significant other (“Double Your Income in Less Than a Year,” “Win Friends and Influence People,” “Look Sexier This Spring”… and so on).
But here’s where Dunbar’s research gets even more interesting…
Once Dunbar had the categories, he then asked 200 men and women to rank the appeal of ads that contained a mix of the most common buzz words.
Women responded most to “Commitment” heavy ads. Then, in order, ads that emphasized Social Skills, Resources, Attractiveness, and — last — Sexiness.
Men put attractiveness at the top of the list. Perhaps no surprise. Was sexiness second? Not at all. Instead, they focused on ads that suggested Commitment followed. Then Social Skills, Resources, and — last again — Sexiness.
Surprised? Other than men putting “attractiveness” at the top of the priorities, the lists are virtually the same. And even the ad copy personal ad writers created for themselves — to attract mates — reflected that, pitching the traits they instinctively knew would be important to their prospects. But then, in follow-up interviews with the men and women in the study, Dunbar found deeper shades of difference.
For instance, both men and women in the study placed high value on “a sense of humor.” But to each gender, it meant different things. Women said it meant they wanted someone witty and quick to make others laugh. The typical man, however, said he mostly wanted someone who could get his jokes so he would seem like a funny guy.
Which actually works out well for both parties.
Likewise, the average woman wanted a man about five years her senior. The average man, on the other hand, wanted women that at least looked younger — with smooth skin, glossy hair, and the like. Not coincidentally, say the researchers, they’re all signs of high estrogen levels.
But here was something surprising. Older women that looked younger had a better appeal to men then women with a fresher birth certificate. Possibly, say the researchers, because the younger looking women just seemed like they came from a better gene pool.
(Hey, I’m just reporting the results here!)
Younger guys, in general, have less wealth to offer. They also seem to have lower requirements than older men. Likewise, older women polled suggested they were more open to less handsome or wealthy men. But younger women, on the other hand, have lots of youthful beauty as an asset. And, it happens, end up being the choosiest of all.
And all this, it turns out, adds up pretty neatly to creating ideal conditions that work best for cranking out offspring. Which is, after all, how the species survives. Cold, perhaps, but that’s over a decade of research doing the talking. Kinda puts a different light on that romantic candlelight dinner you had planned for tonight, doesn’t it?
One last thing: The one thing both men and women wouldn’t stand for in the ads… but encounter all the time… was lying. Instinctively, match-hunting advertisers know what prospects want. They will even bend the facts to promise it. But it almost always backfires in the end. Just like it would in any other kind of advertising.
Do I personally believe love and romance are as cold and scientific as all that? Well, let’s just say I would LIKE to believe it’s not so simple as all that. The heart, said Pascal, has its reasons which reason knows not of. And Dickinson, the fact that love is all there is is all we know of love.
I’ll agree… but can’t promise you that it’s not just the oxytocin talking.
Happy Valentine’s Day!