Let's delve into the intricacies of sales copy within the context of a sales page.
Sales Copy: The Heart of Your Sales Page
An impeccable sales copy can spell the difference between a visitor and a customer. But what is the art and science behind crafting such a copy?
"One does not write Sales copy. Sales copy is not written, Sales copy is assembled."
This quote captures the essence of effective sales copy. I first heard Joanna Wiebe quote Eugen Schwartz and find this to be a more impactful realization than my entire seminar on effective leadership and political communication.
The sentiment behind the quote aligns with the thinking of many copywriting experts. David Ogilvy, Gary Halbert, Claude Hopkins, and Robert Bly have talked about how the process of crafting effective sales copy often involves assembling various proven elements, such as attention-grabbing headlines, persuasive body copy, compelling calls to action, testimonials, and guarantees, rather than just writing from scratch.
It isn't just about stringing words together from a collection of proven headlines or power words or following a persuasive structure; it's about strategically assembling key elements to create a persuasive narrative.
Not a narrative that comes from you, but the stories that come right from the people you want to serve, your anticipated ideal customers (dream customers) through developing tactical empathy. How do you do that? by understanding your audience (customer research).
So what makes great Sales Copy on your Sales Page?
Understanding Your Audience
Before you can persuade, you need to understand. Dive deep into your target demographic's desires, needs, and pain points.
Truly understanding your audience goes beyond just knowing their age, location, or gender. It's about diving into their psychographics - understanding their behavior, attitudes, and lifestyle. For instance, what keeps them up at night? What are their aspirations? By tapping into these deeper emotions and beliefs, you can craft a message that speaks directly to them.
Actionable Insight: Conduct surveys or interviews with existing customers to gather genuine insights.
Benefits Over Features
Your audience wants to know how your product will improve their lives. Instead of listing features, highlight the benefits those features bring.
Features tell, but benefits sell. While features are factual statements about what your product does, benefits provide the emotional and practical value to the customer. For instance, a car might have a feature of "fuel efficiency," but the benefit is "saving money on gas and reducing environmental impact."
Actionable Insight: For every feature you mention, link it to a tangible benefit for the user.
Use of Persuasive Triggers
Leverage psychological triggers such as social proof, reciprocity, and urgency to make your copy more compelling.
Psychological triggers tap into the innate human behavior and emotions, making them powerful tools in persuasion. For instance, social proof, such as reviews or testimonials, builds trust because people are influenced by the actions and opinions of others. Reciprocity plays on the human desire to return a favor, and urgency creates a fear of missing out.
Actionable Insight: Intersperse testimonials within the copy or offer limited-time bonuses to incentivize quick action.
Clarity and Conciseness
While it's essential to be comprehensive, your copy should be free from jargon and easily understandable.
In today's fast-paced digital world, attention spans are not shorter than ever, but they compete with much more. It's crucial to get your message across swiftly and clearly. While it's tempting to use industry jargon to sound authoritative, it can alienate readers who aren't familiar with those terms.
Actionable Insight: Use short sentences, bullet points, and clear subheadings to enhance readability. Consider employing the Flesch–Kincaid readability tests to ensure your content is accessible to your target audience.
Assembling the Copy
Returning to the quote, think of your sales copy as a puzzle. Each piece, from testimonials to benefit listings, assembles to create a compelling picture.
Just like assembling a puzzle, start with the edges. Begin with a strong foundation by understanding your audience and then build your way in, piecing together the benefits, triggers, and testimonials. Ensure each piece fits perfectly, leading the reader seamlessly from one point to the next.
Actionable Insight: Start with a strong headline, follow with a problem statement, introduce your product as the solution, showcase benefits, add social proof, and end with a clear call to action.
Remember, every word, sentence, and section in your sales copy should serve a purpose, guiding your readers on a journey – from mere awareness to enthusiastic conversion.
By understanding that sales copy is assembled, you can strategically piece together content that resonates deeply with your audience, driving conversions and bolstering sales.