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sales copy - Sales Copy that Sells - When Words Can Hurt You

by Chris Malta

Does your web site send the right message to potential customers? If you have a lot of traffic, but relatively few conversions, you may need to take a second look. Do your descriptions, tone, and listings generate buyer confidence? Your sales copy can have a big impact on your business - it's important it be written in a way that adds to your credibility and tells visitors they're in the right place.

Is Your Sales Copy Doing Its Job?
There are certain things your copy should do for your customers:

    1. It should present a problem and solve it.
    Don't just state what your product is, and what it does. Put forth a problem your customers can identify with, that your product solves, or create a situation where using it would be to their benefit. Recommends Phil Dunn, president of QualityWriter.com, "Lead with questions that deal with customer needs - talk about the end result they're getting from that product."

    2. Its language should reflect your target market.
    Analyze your customer base, and talk to them in a way they'll respond to. You wouldn't market office supplies with terms like "cool" or "groovy"' nor would you try to sell iPod accessories using phrases like "prestigious" or "renowned". Know the demographic you expect to sell to, and write your ads and listings to appeal to them.

    3. It should be consistent.
    Your style and demeanor should carry through your entire site, and across all your selling venues. Part of branding is creating a recognizable image, and your copy's voice contributes greatly to that image.

    4.

    It should be friendly.
    Many sellers have been burned, and as a result have rewritten their Terms of Service in an aggressive, negative manner. That kind of writing can scare off customers that were ready to transact. Rather than saying "We don't ship internationally," you might instead say, "We're pleased to ship to our customers in the continental U.S." The way you phrase something makes a big difference, so always be positive.

    5. It should be easy to read and understand.
    As comprehension drops, so do customer retention and sales conversion, so avoid anything that makes your copy more difficult to read:

    • reverse type (light type on a dark background)

    • strange fonts

    • right-justified or centered type

    • excessive use of caps

    • large text without breaks

    6. It should contain headings and subheadings that enhance readability.
    Explains Dunn, "A lot of people don't use headings in their sales copy, and they're so important." Many visitors won't take the time to read the body of your text. They'll only glance at the headings and subheadings, so make sure yours contain your main sales message. If they like what they see, they may consider reading the rest.
What Does Your Web Site Say to Visitors?
Good sales copy tells your customers you know what you're doing. It gives them a sense of security that you're the best retailer to buy from. Sometimes, just rewording a listing or a description can make you seem like a more knowledgeable or more competent source. Objectively evaluate your sales copy and see if the signals you're sending your customers are the ones you intend, or if a few simple rewrites might boost your sales and increase your revenue.
 
Archive List

ARTICLE ARCHIVE LIST

 

What's a Blog and Why Should I H...

5 Benefits of Using Feeds - How ...

Branding Your EBiz - Creating a ...

3 Things Search Engines Want to ...

What's Affiliate Marketing - For...

Email Marketing for Your Small B...

Craft Marketing - It's Still Mar...

Putting Your Business in the Lim...

Marketing with RSS Feeds - Creat...

Getting Googly - A Quick Introdu...

Good Clicks, Bad Clicks - Recogn...

Search Engine Marketing - Gainin...

10 Tips to Increase Your Search ...

Sometimes It Pays to Follow the ...

The New Face of Advertising - Dr...

Comparison Shopping - the Flip S...

More for Your Money - Pay-Per-Ca...

RSS in a Nutshell - What It Is a...

The Truth about Optimization - 6...

Sales Copy that Sells - When Wor...

The Power of Suggestion - Increa...

A Win-Win Situation - Why Affili...

Successful Affiliate Marketing -...

Sitting Pretty - How to Achieve ...

Call Me... How to Improve Custom...

A Meeting of the Minds - EBay's ...

Citizen Media - the Future of In...

Why Buy? - Writing Compelling Sa...

Untapped Marketing Resources - G...

Affiliate Criteria - 3 Things to...

Show Me the Money - Turning Your...

Something to Talk About - How to...

3 Tips for Running an Effective ...

Attracting Spiders to Your EComm...

Internet Marketing - Getting Bac...

Shaping Your Marketing Message -...

Simple SEO - How to Create Conte...

Affiliate 2.0 - How to Implement...

Show and Tell - Tapping Into the...

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