Copywriting Information

Dissolving Buyer Scepticisim ... A Lesson In Copywriting


When making a purchasing decision, people have their "rip off radars" on high beam. They're wary and so they should be -- after all, they're about to spend money so they want to be sure they're not going to get ripped off, AND they want to be sure they're going to get the absolute best return on their advertising dollar.

Anyone can claim something generates great results. And they often do.

Here are some ways to dissolve scepticism and prove your claims:

1. Testimonials

You can never underestimate the power of testimonials. Testimonials will add enormous power to your copy. Because a 'real' third person is backing you up, your claims have much more credibility. The best testimonials to use are ones that tell about specific results a client has achieved. eg.

"Our turnover has more than DOUBLED in the last financial year, during a recession and much of that has been due to your great service."

"I lost 16 kgs in just 6 weeks and it was so easy"

2. Test results

Prove to your prospects that your product or service really works by including any test results that prove that or position you above your competitors. Make sure that they are independent tests so they are seen as being reliable. Statistics can also work wonders in backing up your claims.

3. Money back guarantee

When prospects are deciding between companies and between products there is always a conscious or subconscious fear in the back of their minds... a fear that they are going to be ripped off, or the product isn't going to live up to its promises. After all, your prospect is about to hand over money so he/she wants to make sure it is money well spent.

There are many ways (including the ones mentioned in previous sections) to prove to your customers the reliability and quality of your service or product but none of them compare to offering a guarantee.

If you offer a powerful money back guarantee, you are showing your prospect that you are willing to stand behind your product. You are willing to put your money where your mouth is. You are willing to risk a refund because you believe in the product so much.

You've probably seen some businesses using a half hearted approach at offering guarantees. These simply don't work. eg. Personal service guaranteed. A guarantee is useless unless you offer a refund or replacement as a result of not living up to that guarantee. You need to state these terms in your guarantee.

4. Case studies

Give an example of a before and after situation relating to one of your clients. This helps build credibility and it also helps your reader picture themselves owning the product.

5. Comparison chart

If the features and benefits of your product are proven to be better than that of your competitors, use a comparison chart which illustrates this.

Your sales arsenal

So you're about to meet with a prospective client to sell them your products or services. You're fairly clear on what to say to them to excite them about doing business with you but unless you're in a position to ensure that they sign up on the spot or if there are the minute they leave your premises.

If your prospective client needs to go back and think about your proposition and/or if there's another decision maker involved, it's very important that you leave them with something that will ensure they stay excited about using your services. Not only that, it's also important that the information they take away helps handle any objections they may have.

* Professional looking corporate profile which gives details of your company history, your products and services and most importantly, the benefits of doing business with you. The more professional this document looks, the more professional your company will look in the eyes of your prospect.

* What clients say ... a list of testimonials with punchy headlines (the more the better)

* Imagine getting results like these - a sharp list of results you've achieved for clients (a paragraph or two on each one)

* Client Success Stories - This is a more comprehensive case study document which gives a before and after picture.

* Quality colour copies of any press coverage you have received

* Frequently asked questions document which addresses the most common objections or fears felt by prospects.

About The Author

Kris Mills of Words that Sell is a seasoned copywriting professional and author of "How to Create a Sales Explosion With Every Ad and Letter You Write". More information on this popular guide can be found at http://www.synergie.com.au/explosion.htm or check out more of Kris' many copywriting articles at www.advicegalore.com.

Kris@wordsthatsell.com.au


MORE RESOURCES:
This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news


TNW

Copywriters command big paychecks, and this $19 training package will get you there
TNW
Copywriting Masterclass: Writing That Sells (a $200 value): Breaking down the way you communicate, this course will have you doubling conversion rates, goosing your click-through numbers and spiking sales. Copywriting: How to Be a Crazy Good Copywriter ...



Big brand turns over email subject line copywriting to AI
BizReport
In a nutshell, Phrasee uses AI to generate marketing language that out-performs humans in a much, much shorter time than had briefs and copywriters been involved. Advanced technologies, such as natural language processing and generation, Markov Chain ...

and more »


Boing Boing

4 courses to kickstart a freelance copywriting career
Boing Boing
Knowing how to write isn't just handy for keeping embarrassing typos out of your emails. The truth is that companies are in dire need of talented copywriters who can tell the story of their brands, and they're willing to pay top-dollar. You can join ...



Mashable

Learn how to start a career as a copywriter for less than $25
Mashable
Heads up: All products featured here are selected by Mashable's commerce team and meet our rigorous standards for awesomeness. If you buy something, Mashable may earn an affiliate commission. Have you ever wondered if your writing hobby could actually ...



TNW

Launch a professional copywriting career for just $24
TNW
Copywriting Masterclass – Get an introduction to the factors that are influenced by strong ad copy, like conversion rates, sales, click-through-rates, and more. Copywriting: How To Be A Crazy Good Copywriter – Learn strategies for crafting focused ...



The Drum

Why tone of voice gurus drive Porsches
The Drum
Andy Maslen has been persuading people to think, feel and act differently since 1986, when he first started working as an in-house copywriter. He is managing director and head copywriter at Sunfish, the writing agency he founded with creative director ...



Cambridge Network

AI and copywriting: do androids dream up eclectic tweets?
Cambridge Network
My favourite thing about copywriting agency-side is the scope of clients we work with. There's always something new on the horizon, and I like to think I'm an open-minded dude who can turn his hand to most subjects. Compared to even a modest AI, though ...



The Daily Dot

Learn how to launch a career in copywriting for under $25
The Daily Dot
Good sales copy sells. It's literally as simple as that. If you want to amp up your copywriting style in 2018, do yourself a favor and dive into this Copywriting Mastery Bundle deal. A new freelance writing career may await you at the end of these four ...



PR Daily

7 characteristics of brilliant copywriting
PR Daily
Brilliant copywriters know what they want to say and how to get it down on the page in a logical sequence. Their words make a clear point right from the get-go and use an introductory paragraph to hint at what is coming. This is especially important ...

and more »


Copywriting for Tech Companies
Business 2 Community
Copywriting for tech companies can come with its own set of veritable challenges. There is often a gap between what a technology company does, and what its ideal consumer may understand. If you try to market your company using the same language you ...


Google News

home | site map
© 2006