Discoer how to write copy that sells enjoy

Discover how to write copy that sells

It doesn’t matter how fancy and high tech your site is, good looking graphics will

not make you sales. Many online marketers make the mistake of putting too

much time and energy into the design of their site, and not enough into

effective sales copy

credible is a major factor in selling online, but if your sales copy is not working,

you will not make money.

Writing effective sales copy is an art. Good copy writers have learned how to

produce persuasive text targeted towards their particular audience. You really

need to understand your customers’ needs and produce copy that projects

emotion, passion, excitement and benefit.

Selling is also about enthusiasm, and projecting that on to your target audience.

Being excited about the product will shine through, so avoid dry, over formal copy

and let your passion for the subject show.

writing. Producing a site that is both professional looking and

AIDA

The following is a tried and tested formula for writing effective sales copy, keep
</p>

this in mind while planning your copy’s beginning, middle and end.
</p>

A
</p>
Attention – Use a powerful headline that demands attention

I
</p>
Interest – Intrigue interest and create curiosity

D
</p>
Detail – Provide details about your product or service

A
</p>
Action – Call for action

Begin writing your copy in black easily readable font with a light background.
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Complicated fonts and dark backgrounds will make your copy difficult to read and
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will put off your visitor.
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Avoid using fancy fonts or backgrounds that will make your text difficult to read.
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Write in small blocks of text with a space between each block. There is nothing
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that will make your visitor click away faster than a sea of text – so make sure you
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use plenty of white space (see the MN guide on formatting articles effectively)
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Selling and Emotion
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The importance of emotion needs to be fully understood before embarking on a
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successful copy writing project. It is a sales cliché that customers buy benefits
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and not features. This is only partly true. To take the theory a little deeper, people
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buy because of how those benefits will make them
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key to
</p>
feel. So it is emotion that iswriting effective copy that sells.

Consider the following quote from Hal Alpiar President/CEO of Business works:
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“You may think (and have actually convinced yourself) that the SUV
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you purchased was a great investment because it allows you to sit
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high enough to see above traffic, it can provide more traction in
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bad weather, it can go off the road, it can tow trailers, it will
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take less of a hit in an accident than a sedan, it allows you to
</p>

haul more firewood and home improvement stuff, Consumer Reports
</p>

ranks it at the top of their Best Buy list, there’s tons of room for
</p>

the kids and the dogs, it can pull out tree stumps, you got zero
</p>

down and zero percent, and the service warranty is spectacular.
</p>

BUT if you think for one minute that you bought that gas guzzler
</p>

for any of those reasons (or ones like them), you’re BS’ing
</p>

yourself! You bought the SUV because you think you look good
</p>

driving it!”
</p>

So in effect, sell what the surfer really wants, and establish this through
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knowledge of basic human needs, which you are about to learn in the following
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section.
</p>

Human Motivators
</p>

Let’s now examine basic human motivators. Psychologist Abraham Maslow,
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bases human behavior around at least one basic need. His theory is that without
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you addressing a less important need, there won’t be any desire to pursue a
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more important need.
</p>

His idea is based around “the hierarchy of human needs.” Here are the five
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human motivators, as he sees them, beginning with the basic, and ending with
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the most important needs.
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Physiological
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– Basics needs include hunger, thirst, shelter, clothing and sex.

Safety (Security
</p>
) – The need for physical, emotional and financial security.

Social (Affiliation)
</p>

acceptance by their peers.
</p>
– The human need for love, affection, companionship and

Self Esteem
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– Human need for achievement, recognition, attention and respect.

Self-actualization
</p>

You should incorporate these needs into your writing. Get inside the head of
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your audience, feel their needs, wants and desires and include passion and
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emotion in your headlines and copy. So sell security (social and relationship),
</p>

independence, self-confidence, achievement and
</p>
– The need for people to reach their full potential.not what the product does:


</p>
Extra strong Lock


</p>
Reduces fat


</p>
Improves appearance


</p>

These are all features. However, how will purchasing the product make the
</p>

customer
</p>

Features and technical data can be used to back up your site’s claims – but
</p>

should not be used as the key selling tool.
</p>
Contains Xeterma B1z.feel? Concentrate on this on not features and technical specifiations.

So what?
</p>

An excellent technique for improving your sales copy is to ask yourself “So
</p>

what?” after each benefit claim. For example:
</p>


</p>
Guaranteed to help you lose weight”

So What?
</p>


</p>

while achieving your goals of a better body
</p>
…so you can invest in confidence” or “….so you can have peace of mind”

Headline
</p>

The headline is the first and most important factor in your sales copy. This is the
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A
</p>

to read on. Around 5 times as many people will read the headline than the copy
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body.
</p>

So unless your headline sells your product immediately, the rest of your copy will
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be useless. Use the headline to immediately capture your audience’s attention,
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and to stimulate a specific emotion,
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“Feel embarrassed about your weight?”
</p>

“What would a slimmer body mean for you?”
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part of the AIDA model – you must grab the readers attention and compel themas emotion sells.

Asking a question is a good way of provoking thought and drawing the reader in.
</p>

Try using imperatives:
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“Lose weight quickly and easily with product X”
</p>

“Imagine the relief of reducing your debt today”
</p>

Some tips for writing powerful headlines:
</p>


</p>
Write 20-30 different headlines.


</p>

and choose the best
</p>
Take days break to give your self a fresh perspective and review again,


</p>

objectives.
</p>
Ask your self how they can be improved, are they addressing your

Writing an Introduction
</p>

Ok, now you have captured your visitors attention, you will need to draw them I
</p>

not your introduction. Keep it brief and to the point. Create a value proposition,
</p>

and let them know exactly what you are offering.
</p>

This will create the
</p>

read on. Give the visitor reasons as to they should read on, mention what useful
</p>

info others have got out of the site
</p>
I – interest part of AIDA, and give the reader more reasons to.

Writing the bulk of your copy.
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You will now need to start writing the main body of your copy. Avoid using jargon
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or technical terms your visitor may not understand, this will only alienate them.
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Avoid negativity, hype and buzzwords, and write in as style that everyone can
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understand. Try using prep positional phrases such as “As you know..,
</p>

Naturally…., Everybody knows….” Whatever follows these are more likely to be
</p>

accepted by the reader.
</p>

The power of words
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Here are some tips on using alternative words with for better association. These
</p>

are not set in stone and open to debate, but provide an interesting insight into the
</p>

power of words. Every word counts, so ensure you incorporate potency:
</p>

Buy
</p>

try using
</p>
— This implies people have to pay money — experiment with alternativeclaim eg “click here to claim your membership to … ) or invest

(Visit mywebsite.com to
</p>

marketing
</p>

alternatives where applicable, within the body of your text for example.
</p>
invest in a better future … ). This is contrary to themust having a clear call to action ie “buy now” so only use

Learn
</p>
— This implies there is work involved – try using discover “discover

the secrets behind…. … “
</p>

Tell
</p>
— Nobody like to be told what to do – use reveal “This site will reveal

the effectiveness of…..”
</p>

Avoid lazy words like the following:
</p>
we will show you…”

Things
</p>
— EG “Show you things” — Instead use tips, tricks & techniques

(
</p>
.. discover tips, tricks & techniques that will … “

Stuff
</p>
— EG “ …show you stuff, tell you stuff ” — Use some thing juicier, like –

insider secrets
</p>
(We will reveal insider secrets that only the … )

Creating effective web copy will not win you any creative writing prizes or
</p>

journalism awards but
</p>

but highlight the power of words in turning your visitor on or off.
</p>
it will make you money. These tips are open to debate

Use Plenty of Subheadings
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Your next step will be to add subheadings. Subheadings are basically just
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smaller headlines used to break up your text blocks. They also provide your
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readers with important highlights of your paragraphs.
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Use plenty of subheadings throughout your copy, as not all your visitors will read
</p>

your copy word for word. They’ll simply scan it and only read what catches their
</p>

attention. So give each section a juicy subheading and a reason for the visitor to
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read on.
</p>

Create USP’s
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You need to set the product you are promoting apart from every other competitor
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in a positive way. Using a
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more valuable than competitors and negate the need for the surfer to shop
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around. This will make up part of the
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A strong USP is an absolute must in giving your audience a compelling reason to
</p>

buy from your site. A great way to develop a USP is by commencing: “Unlike the
</p>

majority of its competitors….
</p>
Unique Selling Proposition will make your offeringD details of AIDA

“Unlike the majority of weight loss products “product Z” will help
</p>

Lose up to 6 pounds of body fat per week – without the use of
</p>

harmful synthetic appetite suppressants”
</p>

“Unlike other extenders, SizeGenetics is a combination of 2 systems
</p>

that are proven to give you the most noticeable size gains”
</p>

The main purpose of a USP is to address a hole in the market place that the
</p>

product can really fill. Don’t forget that a USP can be incorporated into a headline
</p>

or sub header in your copy writing.
</p>

Limit the Risk
</p>

All MoreNiche/Lativio products come with a rock solid money back guarantee for
</p>

6 months. You must hammer this home as it makes for a soft easy sell. Display
</p>

the guarantee in bold text and highlight with a graphic – 6 months is longer than
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most products in the online industry, point this out and make a unique selling
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point. The more you remove the risk, the more chance of the sale.
</p>

You may also want to highlight the secure ordering processes, data protection
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and privacy, and discreet packaging.
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address them, build your potential customers’ confidence and put them at
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ease
</p>
Pre-empt their objections to buy and.

Use a Post Script
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Visitors scan your copy on websites, they will read your headline, sub-headlines
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and the PostScript message more than anything else. Place your most important
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benefits within your P.S. message. Summarize the main points, the benefits &
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the emotions that these will –
</p>
it will be read.

Call for Action (CTA)
</p>

Ask for the business!.
</p>

online marketers is not asking for the business at the end of a pitch. Don’t just
</p>

hope they decide to buy – prompt your visitor to buy with
</p>

don’t ask you won’t get!. At the end of each review page, article, or product
</p>

feature
</p>
The crucial A part of AIDA. A common mistake witha clear CTA – if youalways, always include a clear link to order here are some examples:

“Take control of your size, order your SizeGenetics today”
</p>

“Discover how to lose weight easily, visit the X Product site today”
</p>

Some General Tips for a successful site
</p>

Speed of Loading
</p>

Ok this may be stating the obvious –
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surfers’ attention
</p>

possible.
</p>
You literally have seconds to grab your. So, it is very important to ensure you site loads as quickly as


</p>
Optimise your image files for faster down load


</p>
Don’t over complicate the site


</p>
Choose a reliable host


</p>
Avoid heavy use of Flash

Target your market
</p>

A successful web site will cater specifically to the needs of your potential
</p>

customer. When designing your site, keep this in mind. Know your audience and
</p>

get inside their head, try and think like your potential customer – examine their
</p>

hopes fears and desires.
</p>

Next, ask others, test and survey. What you think is the right approach won’t
</p>

necessarily be the same for everybody. For example of you are targeting women
</p>

and weight loss, talk to women, what’s important to them, what emotion drives
</p>

them to lose weight?
</p>
.

Focus
</p>

The focus of your websites is to inform and more importantly to sell. Don’t try to
</p>

sell lots of unrelated products on your site, keep it targeted. If you want to feature
</p>

different products then build separate pages and areas for each one.
</p>


</p>

potential earnings look miniscule.
</p>
Avoid adding adsense adverts to your site, MN commissions make these


</p>
Do not stick banners everywhere in random places.

Credibility
</p>

More money is being spent on the internet than ever. Potential customers can
</p>

still be apprehensive about parting with their credit card details online. You can
</p>

build credibility by providing detailed information on:
</p>


</p>
Policies – Such as privacy, Spam


</p>
Privacy Statement


</p>
Procedures


</p>
Real contact information and physical address.


</p>
Where possible include testimonials from customers


</p>

can then say that your organsiation has tested the products.
</p>

Some of these factors will also assist in your google quality score and drive your
</p>

Adwords PPC cost down.
</p>
Research the products yourself with free samples from our selves. You

Ease of Navigation
</p>

Ok, again, it may seem obvious but the quickest way to kill a sale is to present a
</p>

confusing web site. Surfers are impatient and easily frustrated. If they can not
</p>

find what they are looking for quickly they will go elsewhere. So keep your
</p>

navigation:
</p>


</p>
Simple


</p>
Clean and easily readable


</p>
Accessible from every page of the site.

They ask for apples give them apples.
</p>

Don’t try and con your surfer. If you offer a link to “top reviewed weight loss pills”
</p>

then don’t just link to a product site. Your surfer will be looking for a comparison,
</p>

so send to a review page or feeder site that will give them the “top reviewed
</p>

weight loss pills”. Not giving the surfer what they are asking for is a sure shot way
</p>

to get them to hit the red X.
</p>

</p>

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