Try to eliminate as many decisions as possible. Always assume the customer will eventually buy the product or service. Don't use the words, "if" and "maybe" which invite the possibility of a negative response from the customer.

Never ask open-ended questions in a brochure. Make sure you phrase any questions in such a way that the answer can only be "YES".

Companies always want to list the many important features of their products. The problem is that customers could care less about any feature unless there is a clear benefit to them. A "feature" is what a product has. A "benefit" is what a product does. The more the product does, the more attractive it becomes. "This car has four doors." So what? Compare that to: "I notice you have three children." "You'll love the convenience of having four doors when the children are with you."

You want your brochure to sound and look professional. You can accomplish this without using "stiff phrasing" or a formal tone. To most readers, "professional" is just plain boring. Pick your best customer and pretend you are speaking only to him/her. Get a tape recorder and tape a conversation telling them the points you want to cover in the brochure. Your brochure shouldn't be a textbook, it should be a conversation between friends.