Writing Effective Sales Copy
A professional looking web site is a very important part of developing a profitable Internet business. However, your sales copy is just as important -- each will play a major role in your success.
The key to writing effective sales copy is simply learning how to write persuasive words specifically written for your targeted potential customer.
You must feel their needs and write your copy with passion, excitement and benefits. Tell them exactly what's in it for them by writing copy that evokes a specific emotion and stresses your product's benefits.
Use the following formula when writing your sales copy:
A - Attention - Use a powerful headline that demands attention
I - Interest - Intrigue interest and create curiosity
D - Detail - Provide details about your product or service
A - Action - Call for action
When you begin writing your copy, your text should be written in a black, legible font with a light background. Avoid using fancy fonts or backgrounds that will make your text difficult to read. Write in small blocks of text with a space between each block. There is nothing that will make your visitor click away faster than a sea of black text –so make sure you use plenty of white space.
A great way to write your copy and come up with new benefits is to use the "so what" strategy. After each sentence, say to yourself, "so what" and then elaborate.
Example:
XYZ computers are lightning fast. (so what) They can process information faster than any other computer on the market. (so what) Your programs will instantly load on command, (so what) saving you hours of valuable time and frustration over the life of your computer.
Remember...benefits sell not features.
Headline
The first and most important part of your sales copy is the headline. If your headline doesn't instantly capture your targeted potential customers' attention, and arouse a specific emotion, the rest of your sales copy will be useless.
In order to write an effective headline, you must learn how to use specific words to achieve a specific reaction.
Before writing your headline, you must first learn a little bit about the basic human motivators. According to psychologist Abraham Maslow, human behavior is always the result of one or more of five basic needs. He listed these needs in a sequence that he refers to as "the hierarchy of human needs."
He believes that until a less important need is met there won't be any desire to pursue a more important need. Below are the five human motivators, beginning with the basic needs and continuing to the most important needs.
Physiological - Basic human needs include hunger, thirst, shelter, clothing and sex.
Safety (Security) - Human need for physical, emotional and financial security.
Social (Affiliation) - Human need for love, affection, companionship and acceptance. Esteem (Self Esteem) - Human need for achievement, recognition, attention and respect.
Self-actualization - Human need to reach their full potential.
When you are aware of the basic human needs, you can incorporate these needs into your writing. A great headline will appeal to your potential customers' emotions. You must feel their needs, wants and desires and write your headlines with passion and emotion.
Introduction
Just as your headline is a very important part of your sales copy, the first paragraph is just as important. Studies have shown that if your headline attracts your potential customers' attention, and you can maintain their attention through the first paragraph, chances are they'll read the rest of your copy.
The first paragraph should clearly define the benefits that will be outlined within your sales copy -- identify a problem and promote your product or service as the solution.
Subheadings
Subheadings are basically just smaller headlines used to break up your text blocks. They also provide your readers with important highlights of your paragraphs.
Use plenty of subheadings throughout your copy, as not all of your visitors will read your copy word for word. They'll simply scan it and only read what catches their attention.
Remove the Risk
You must provide your potential customers with a solid, no risk, money back guarantee. In addition, provide a limited time free trial or download that will completely remove their risk. This will build your potential customers' confidence in you and put their mind at ease.
Call for Action
Once your potential customer has read your sales copy, you must direct them to your order page by asking for the order.
Use a P.S.
When your visitor scans your sales message, chances are they'll read your headline, sub headlines and your PostScript message. Place your most important benefits within your PS message.
Provide Testimonials
Testimonials provide a great way to reassure your visitors. Blend your testimonials in with your sales message. Avoid making your visitors have to click to another page to view your testimonials -- chances are, they won't. By blending your testimonials in with your sales message, you can ensure they will be read.
Long Copy verses Short Copy
It is a proven fact that long sales copy out-sells short sales copy. However, some visitors do prefer a short sales letter. You can provide your visitors with both. For those who prefer a short sales letter, provide opportunities to click through to your order page prior to ending your sales letter.
Try to keep your sales letter all on one page. Your visitors would much rather have to scroll through your letter than click through and load another page. With each additional click, you'll lose a percentage of your potential customers.
Your words should seamlessly flow together from your headline through to your order page. Every word, sentence and headline should have one specific purpose -- to lead your potential customer to your order page. The simple, well-designed web sites with killer sales copy make the sales.
How To Write A Profit Pulling Article
Having an article published is one of the fastest and easiest ways to build your credibility as an industry expert. At the end of the each article you are given the opportunity to gain free exposure for your online business or affiliate program.
As more and more people realize the true power of having your article published, the Internet has become saturated with them. Everywhere you turn there are plenty of articles to choose from, making it tougher to get yours noticed, let alone read.
If you can't get your article noticed, then it won't be read, therefore, no free exposure or profits. But getting your article noticed is only the beginning, you also need to hold your reader's attention with good quality content.
In this article we are going to go over the key elements of writing a succesful article and how to get them noticed. We will also go over how to turn an article into an unstoppable profit generator, even if you don't have your own product or service. That's right, you don't need your own product or service to take advantage of this golden opportunity.
Research Before Choosing A Topic
When most writers write their articles, they only write about what they want to write about. This is not an effective way to write an article. The most effective and recommended way to write an article, is to write one on a topic that your targeted market is already interested in. To find out what kind of article your targeted market is interested in, will require some research.
You should always do the research before you actually pick a topic to write about. When researching for your article you should try going to forums that cover your targeted market. Observe to see what they are talking about and even looking for. The best approach to use, is to find a problem, then write an article that resolves the problem.
By using this approach you are showing your dedication as a problem solver. When you help people resolve their problems and/or endeavors, you will strengthen your credibility and then the profits will soon follow.
Article Title
Choosing the title of your article will be one of the most important decisions you will make and will determine whether or not it will be read. You need to take your time, when it comes time for you to select an article title and it will require you to do some brainstorming.
Your article title should reach out and grab the reader's attention and compell them to want to read it immediately. The best thing to do when trying to come up with an article title is to write the biggest benefit that your reader will receive while they are reading it. The biggest benefit may not be the exact article title, but it is a good place to start.
When I choose a title for an article I write down several before I intially select a one. So don't choose just one title, write down several different ones, get the feel of the word variations, and tweak the weak areas.
Content
Most of the articles out there are nothing more than an abstracted sales pitch or material that does not contain any valuable information, therefore is useless to the reader. The best way to get your article read, is to educate the reader. Any good article will be educational to their readers and have some sort of value. If you can't sell your article, than don't publish it.
If you publish a poorly written article, then people will not read it. This will have an impact on your credibility and on any future articles you publish, so do it right the first time by educating them.
Promote
If you want to make some cash with your article, then at the end of it, will be the time to promote your product, service, or affiliate program. Make sure that the product, service, or affiliate program is relevant to the article, you'd be suprised at how many people get this wrong.
Not sure, let me give you an example, I previously wrote an article that was entitled "The Wrong Email Format Can Destroy Your Offer". In this particular article I discussed the advantages and disadvantages of text and html email formats. At the end of the article I presented an autoresponder that is capable of performing both formats.
If you promote a product, service, or affiliate program that corresponds with the article, your chances of getting a click through is very high. If you don't have a product or service that corresponds with the article, then I recommend finding an affiliate program that does.
The World's Most Powerful Marketing Tool
What marketing skill would you need "to sell sand in the desert?"
It's the same marketing skill top-dog eBiz marketers have in common.
Rudyard Kipling said it best when he wrote:
*Words are the most powerful drug used by mankind.*
The common thread running through money-making web sites: words that sell - or, copywriting.
Yet, many eBiz marketers don't seem to get it. For example, visit:
(http://inventory.overture.com/d/searchinventory/suggestion/)
and enter *copywriting* into the search box. During November, 2002, there were 3,746 searches made for *copywriting*.
Next, enter *make money online* into the search box. During November, 2002, there were 19,127 searches made for *make money online*.
But, trying to make money online, without first being able to write words that sell, is like placing the cart
before the horse.
Imagine a semi truck pulling up Behind a trailer and trying to Push the trailer down a busy highway. Kinda silly, stupid, and dangerous?
Well, no more so than trying to make money online without first discovering how to write copy that sells. How much money you make depends on how well you write for your target market. Good copywriting pulls in sales like a money magnet.
What was it about the last web page you visited that grabbed you right by the nose; then, it compelled you to keep reading to the end?
That's the power of words - that's what turns a prospect into a customer, that's what makes that customer slap down the plastic and buy from you.
That's: The World's Most Powerful Marketing Tool In Action - bar none.
The exciting news here:
Almost anyone can become a good copywriter, even an average person. So, why not start Now by visiting your
favorite search engine and entering *copywriting* into its search box.
And, when you discover a copywriting site you like, subscriber to their ezine, if they offer one.
Yes, you may also have to spend a few bucks - buy a few ebooks about copywriting. How much you spend,
however, isn't the important thing. What really matters here is what you get back from what you've spent - your ROI, Return on Investment.
And, investing in yourself will the best money you'll ever spend.
For instance, you write, test, and then run an ad campain costing you $5,000. That ad pulls $50,000 in sales. Wow, what an inexpensive investment.
By improving your copywriting skills, you're moving youself into the driver's seat - on your exciting journey to Make Money Online.
Remember: the right product - in front of the right people - at the right time - with the right message
= SALES.
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