Here’s Your Copy Writing Formula for Internet Sales
By Loren Beckart - ClickTracs.com
The key to having sales pages that convert is to be sure you include a few essential elements. There is a basic formula to writing good copy that has been tested and is proven to work. Once you’ve created a successful sales page, you own a template that you can use repeatedly, customizing it to fit other products. Your template will be like having a golden goose.
If you writing the sales copy yourself, or you are hiring a copy writer to create your online sales page, these are the necessities for it to be effective.
The Headline: Most headlines include three parts. One: the pre-head is to set up the main headline by letting your target market know you’ve got what they’re looking for. Two: the main headline. Using the largest font you plan for any part of the page, describe the product’s main benefit for the buyer. Three: the post-head. You don’t have to have a post-head unless you want to elaborate or clarify the main headline.
Introduction: The first few sentences of the letter should grab the visitor’s interest at an emotional level. The introduction draws the visitor further into the copy, allowing you to make a presentation of your product and offer. To appeal to the emotions, show the reader the benefits of your product or service by describing how they will feel or how their life will improve once they own and use the product.
Credibility: On-line, this is especially important. Some ways to build your credibility include using specific and real numbers rather than approximations. Use results-based testimonials that include at least the full name of the testifier. Give your background and expertise, if it is related to the product. Explain product test results, if applicable, or quote favorable reviews. Always give your contact information and address - it proves that you’re real. No one is going to show up on your doorstep, and if someone calls you, all the better; you learn from contact with your clients.
The Benefits: Itemize the benefits of the product in a bullet-formatted list. Put them in some order of importance and include an overload. Often, it takes only one bullet to convince a visitor to make a purchase, but you don’t know which benefit will be that visitor’s hot button, so have plenty of possibilities. Use a bulleted list because it is easy to scan.
Features and specifications: You say, in effect, “Here is what you are getting. This is what the product is.” These are the details about the product.
Bonus: Include something valuable in addition to the main product. A bonus should be something that people might order the product just for the bonuses, but the bonus doesn’t have to be costly for you. Quick start guides or tutorials are good. Or be creative and joint-venture, including a free sample of someone’s introductory product. Give a specific value to the bonuses so you can use that during the value build-up.
Build-up of value: In addition to adding in the dollar value of the bonuses, be explicit about why the product price itself is a good deal. Compare to similar products that cost more or provide less. If possible, offer a guarantee. Counter any objections that might come to the visitor’s mind. Create urgency, either because you have a limited number of inventory, a limited time period for an introductory offer, or whatever. Just make sure that your urgency is real; if you give a deadline, keep to it.
Ordering: Make this absurdly easy. Assume the visitor has never ordered on-line, and give clear step-by step instructions and several options of how to purchase. Offer a secure on-line credit card page, Pay Pal, call to order, or how to send a check, (it is rare that anyone ever actually does this). And remember, ask for the order! Write, “Order Now.”
Post Script: In effect, this is a one-paragraph summary of your sales page, including a repetition of the most important parts. Also, ask a final time for the order.
Once you’ve reviewed this list, look for good examples as you surf on-line. Of course, you would never copy someone else’s sales page, not even a line of it. Instead, look for examples that inspire you, and write come killer copy of your own!
Author Loren Beckart is Marketing Director for ClickTracs Advertising Service ,specializing in highly targeted web traffic. Find additional marketing resources and articles at: www.ClickTracs.com
Filed under: Copy Writing on June 23rd, 2008 No Comments »