Quick Copywriting Tip #3: Force your reader to “pick a side.” Don’t allow him to sit comfortably on the fence.
They say “desperate times call for desperate measures.”
“They” are wrong. Desperate measures are always called for. More accurately, they’re almost always necessary.
Why? Because most of your should-be customers, the ones who desperately need your product or service, are sitting on the fence. I guarantee it.
A small percentage of prospects will buy with minimal effort on your part. Most of them take more work. It’s your job to lead them into making the smartest decision.
You can’t lead them anywhere while they’re sitting up there, can you? You’re going to have to push/pull them down.
Here’s an example you’re probably familiar with: Proactiv Solution. If you’ve seen the TV commercials, magazine inserts, online banner ads and who knows what else, you know they use every tool in the shed to make you choose:
- up-close before and after photos that remind you of the pain you feel and offer relief
- celebrity spokespeople to grab your attention and win your trust
- clinical research for credibility
- showing up in your face every day, in as many places as possible
- storytelling which push emotional hot buttons like embarrassment, guilt, and even the shakiness of your romantic life (see below)
Your message should repeatedly attempt to force your audience to pick a side.
“Struggle with the problem, or choose the solution.”
Does Proactiv play dirty? Maybe. But they believe their cause is a righteous one. They believe they’re improving people’s lives — and providing jobs in the process.
The cost is too high to be soft-spoken.
Check out all 13 Quick Copywriting Tips