How To Create Successful Advertising Copy

Writing effective copy for ads, web pages, sales letters and
other marketing communications isn't difficult when you know
what works. After many years of trial and error I developed
a checklist of 7 "rules" I follow to create successful
advertising copy. These rules apply to writing copy for any
type of marketing communication.

1. DEFINE THE GOAL OF YOUR MESSAGE

Define what you want your message to accomplish before you
begin writing. Do you want to generate inquiries (leads)? Do
you want to get orders? What action do you want readers to
take? How do you want them to respond? Put your goal in
writing and refer to it often as you develop your message.
Everything you write should directly support this goal. Get
rid of anything that doesn't.

2. KNOW YOUR AUDIENCE AND WHAT THEY WANT

Maybe everybody CAN use what you sell. But one targeted
group WILL be most likely to buy it. You can discover that
group by defining the characteristics of your best
customers. Once you know your audience and what they want
you can personalize your writing to appeal to their specific
interests.

TIP: Advertising copy produces the biggest response when
each reader can believe the message was written specifically
for them. As you write, visualize you're writing to one
person instead of to a large group of people. This will help
you write in a less formal and more personal style.

3. APPEAL TO THEIR SELF-INTEREST, NOT YOURS

Customers don't care about you, your product, your company,
or your professional qualifications. They only care about
the benefit they get from buying your product or service.
The only thing a customer wants to know about your 1/2 inch
drill is that it's guaranteed to give them a 1/2 inch hole.
Keep your ad copy focused on the benefits you provide.

4. MAKE AN EMOTIONAL APPEAL, NOT A LOGICAL ONE

Your ad copy should dramatize the feeling your customers get
while enjoying the benefits provided by your product or
service. Get them emotionally involved so they want to start
enjoying those benefits immediately. Use word pictures and
real life stories to draw readers into your message.

5. DON'T GIVE THEM ANY CHOICES

You may spend a lot of time writing your sales message and
getting it "just right". Unfortunately, your prospects will
rush through it and make a fast decision. Don't slow them
down with any choices. They'll be afraid of making the wrong
choice and will protect themselves by making none. You'll
lose sales.

EXCEPTION: Offer many different ways to respond to your ad
or sales message. Customers already know whether phone, fax,
online, etc. is more convenient for them. They're more
likely to act immediately when their favorite way to respond
is available.

6. MAKE YOUR BEST OFFER

The offer is the "deal" you're promoting (free information,
special price, free bonus with order, etc.). It's the only
reason people respond to your advertising copy. The stronger
your offer the greater the response you'll get. Always
include the best offer you can afford and a reason to act
fast.

7. SIMPLIFY EVERYTHING

Simple, clear copy is easy to read and understand. It
propels your customer to the decision point with no
hesitation. After you've written your copy, edit it for
simplicity and clarity. Use lots of 1 and 2 syllable words.
Shorten sentences and paragraphs. This is especially
important for your web site where relief is just a click
away.

Follow these 7 rules the next time you write new advertising
copy. Use them as a checklist to evaluate your existing ads,
web pages and sales letters. They're a proven formula you
can use to maximize the response you get from all your
marketing communications.

About the Author

Bob Leduc is a Sales Consultant with 30 years experience in
building successful businesses.
Email: BobLeduc@aol.com Subject: "Postcards"
Phone: 702-658-1707 after 10 AM Pacific Time/Las Vegas, NV