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Computer Help
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Writing effective sales copy |
Good copy writers have learned how to produce
persuasive text targeted towards their particular audience.
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.
AIDA
The following is a tried and tested formula for writing effective sales
copy, keep
this in mind while planning your copy’s beginning, middle and end.
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
Begin writing your copy in black easily readable font with a light background.
Complicated fonts and dark backgrounds will make your copy difficult to read and
will put off your visitor.
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 text - so make sure
you
use plenty of white space.
Human Motivators
Let’s now examine basic human motivators. Psychologist Abraham Maslow,
bases human behavior around at least one basic need. His theory is that without
you addressing a less important need, there won't be any desire to pursue a
more important need.
His idea is based around "the hierarchy of human needs." Here are the
five
human motivators, as he sees them, beginning with the basic, and ending with
the most important needs.
Physiological - Basics needs include hunger, thirst, shelter, clothing and sex.
Safety (Security) – The need for physical, emotional and financial security.
Social (Affiliation) – The human need for love, affection, companionship and
acceptance by their peers.
Self Esteem - Human need for achievement, recognition, attention and respect.
Self-actualization - The need for people to reach their full potential.
Writing an Introduction
Ok, now you have captured your visitors attention, you will need to draw
them I
not your introduction. Keep it brief and to the point. Create a value
proposition,
and let them know exactly what you are offering.
This will create the I – interest part of AIDA, and give the reader more reasons
to
read on. Give the visitor reasons as to they should read on, mention what useful
info others have got out of the site.
Writing the bulk of your copy.
You will now need to start writing the main body of your copy. Avoid
using jargon
or technical terms your visitor may not understand, this will only alienate
them.
Avoid negativity, hype and buzzwords, and write in as style that everyone can
understand. Try using prep positional phrases such as “As you know..,
Naturally…., Everybody knows….” Whatever follows these are more likely to be
accepted by the reader.
The power of words
Here are some tips on using alternative words with for better association. These
are not set in stone and open to debate, but provide an interesting insight into
the
power of words.
Speed of Loading
Ok this may be stating the obvious - You literally have seconds to grab your
surfers’ attention. So, it is very important to ensure you site loads as quickly
as
possible.
Optimize your image files for faster down load
Don’t over complicate the site
Choose a reliable host
Avoid heavy use of Flash
Target your market
A successful web site will cater specifically to the needs of your potential
customer. When designing your site, keep this in mind. Know your audience and
get inside their head, try and think like your potential customer - examine
their
hopes fears and desires.
Next, ask others, test and survey. What you think is the right approach won’t
necessarily be the same for everybody. For example of you are targeting women
and weight loss, talk to women, what’s important to them, what emotion drives
them to lose weight?.
Focus
The focus of your websites is to inform and more importantly to sell.
Don’t try to
sell lots of unrelated products on your site, keep it targeted. If you want to
feature
different products then build separate pages and areas for each one.
Avoid adding to many adsense adverts to your site, MN commissions make these
potential earnings look miniscule.
Do not stick banners everywhere in random places.
Credibility:
still be apprehensive about parting with their credit card details online. You
can
build credibility by providing detailed information on:
Policies - Such as privacy, Spam
Privacy Statement
Procedures
Real contact information and physical address.
Where possible include testimonials from customers
Research the products yourself with free samples from our selves.
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Computer Help
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