Writing effective copy is both an art and a science.
Writing effective copy is also a science, because it exists in the world of tests, trial and failure, improvement, breakthroughs, education and predictability. Scientific advertising allows you to develop an idea, and then test that idea. It’s how you know if your content marketing is working.
In bad copy, one (or both) of these elements are missing. In good copy, they are both abundant.
Read on, in the next few minutes we’ll explore ten examples of good copy living (and selling) out in the wild …
1. Plain copyThe most basic approach to writing effective copy is to simply introduce the product without gimmick or style. It’s a simple presentation of the facts and benefits.
There is no story. There is no conversation. There is no “sizzle” and no superlative claims.
Think Google Analytics.
2. Storytelling copyEveryone loves a good story.
We like hearing about people — especially interesting people. People who’ve suffered challenges we can relate to, and can tell us how they overcame those challenges.
And the moral of the story, coincidentally, is that your product was the catalyst to overcoming those odds.
You might find this storytelling technique in an email series, a landing page, or a short video. Whatever the format, you’ll get four basic traits in the story:
- Opening: Introduce the pain. Show how the character of the story had a normal life, then how that life was shattered by a change of events.
- Conflict: How is the life of the main character threatened if he or she does not respond to the problem? What does her journey look like as she tackles this challenge?
- Dialogue: People are drawn to conversations in a story. It’s human interest at its root: two people talking to each other. We are also drawn to dialogue because it’s easy to read. “Our eyes flow over dialogue like butter on the hood of a hot car,” says novelist Chuck Wendig.
- Solution: Finally, your product is introduced as the cure for your character’s problem. You increase the credibility of your product by sharing specific results (347% increase in conversion, for example).
3. Conversational copyJohn Caples calls conversational copy “You and Me.”
In this style of copy, you write as if there is a conversation between two people: the copywriter and the prospect.
The language here would be no different than a salesman sitting down for lunch with a customer and talking through a sales presentation. It’s a straightforward approach that tries to identify with the reader:
I know how you feel. I felt the same way. That all changed when I found x, y and z.Keep in mind that you don’t have to be a polished copywriter to create effective conversational copy. Often the sheer passion for what you’re trying to promote breathes off the page.
In fact, you can record a conversation about the product, transcribe that conversation, and use it as a rough draft.
4. John Lennon copyWhen John Lennon asked us to imagine there was no heaven or hell, no countries, religion or war, he was using an effective tool of persuasion: imaginative copy.
As an advertiser, you can ask your target audience to imagine a painless way to lose weight, or what it would feel like to be a successful travel writer.
Imaginative copy typically begins with words like “imagine,” “close your eyes,” “pretend for a moment,” “discover,” or “picture this” in the first paragraph of the text.
This is the concept behind AWAI’s Barefoot Writer presentation.
Then the copywriter paints a picture of achieving that ideal life through your product.
5. Long copyThe fundamental premise behind long copy is “The more you tell, the more you sell.” Ads that are long on facts and benefits will convert well.
Unlike a face-to-face conversation with a salesperson, a written ad has only one chance to convert a reader. If you get in front of the reader, you’ve got to lay it all out on the table.
Take the Google Analytics example above.
Page after page of facts and benefits are presented because the proposition isn’t simple — typical prospects are going to be asking a lot of questions. Better to anticipate those questions, and answer them in the copy.
But when you’re following the basic rules of content marketing that works, remember that you don’t have to present all the facts and benefits up front.
You can leak the presentation over a period of weeks through an email autoresponder (like our Internet Marketing for Smart People course), or a registration-based content library (like the Scribe Content Marketing library).
In this way, you’re turning long copy into short, easily-digestible snippets.
6. Killer poet copyHere at Copyblogger we love Ernest Hemingway and David Sedaris. But we aren’t so enamored by their writing abilities that we try to imitate their styles at the expense of teaching and selling.
Our goal isn’t to convince our audience that we’re smart — it’s educating and selling with our copy.
As David Ogilvy once said, “We sell, or else.” But we try to sell with style. We try to balance the killer with the poet.
Killer poet copy sees writing as a means to an end (making a sale), and the ad as an end in itself (beautiful design and moving story).
In other words, the killer poet combines style with selling. Creativity with marketing. Story with solution.
7. Direct-from-CEO copyIt’s a known fact — third-party endorsements can help you sell products.
But it’s equally effective to position your selling argument as a direct communication between the company founder and his or her customer.
This down-to-earth approach levels the playing field. It telegraphs to the customer, “See, the CEO isn’t some cold and remote figurehead interested in profit only. He’s approachable and friendly. He cares about us.”
Jeff Bezos of Amazon is a superb example:
8. Frank copySome copy will explain the ugly truth about the product.
This approach doesn’t start with the jewels of your goods — it’s going to start with the warts.
When selling a car, you might point out the endless repairs that need to be done — thin brake pads, leaky transmission, busted sway bar, and inoperable dashboard — before you introduce the leather seats, Monsoon stereo system, sun roof, brand-new tires and supercharged engine.
What you’re saying is this car will need a lot of TLC. You might even go as far as to say, “Make no mistake here — there’s much work to be done here.”
And here’s a curious thing: when you are honest and transparent about product weaknesses, the customer trusts you.
When the reader trusts you, they will be considerably more likely to believe you when you point out the good qualities of your product.
9. Superlative copyThere are also times when you can make outlandish claims.
Claims like (these are actual ads):
- “A revolutionary material from this Nevada mine could make investors a fortune in 2013″
- “Stores across U.S. selling out of what some call a new ‘miracle’ diet fighter”
- “Obey this one weird loophole to get car insurance as low as $9″
The problem with superlative copy is that it’s often hard to make outlandish claims and not sound like you are hyping it up — so use this type of copy sparingly.
Generally, it’s good to follow the “Remove All Hype” policy.
10. Rejection copyRejection copy turns conventional wisdom on its head. and tries to discourage people from being interested in your product.
This type of copy is a direct challenge to the reader that leverages the velvet rope approach — the idea that only an exclusive set of people are invited to use a product.
The American Express Black Card is a good example here — this card is reserved for the world’s wealthiest and most elite. The only way you can get your hands on one is if you are invited.
Similarly, consider the dating site Beautiful People. If you want to be part of this exclusive dating club made up of “beautiful” people, then you have to be voted in by existing members:
This approach also keys into our sense of wanting to belong. It generates that curiosity itch and activates our pride. We think, “How dare they say I might not be good enough to get into their club? I’ll show them.”
Over to you …In the end, great copy often combines several of these techniques into one ad.
The CEO of a company writes a conversational sales letter built around a story about his passion for his product (whether it is peaches or water pumps).
A copywriter writes a long rejection ad that explains why certain people are excluded from receiving an invitation to dine at an exclusive restaurant.
Or a Savile Row tailor writes a plain but elegant sales letter about his suits, which have been worn by kings and presidents.
This is the art and science of copywriting.