Copywriting

Learning Salesmanship from a Kid’s Toy

by

Today’s lesson is inspired by and based on a 47-second video. (None of this will make much sense if you don’t watch it now.)

Why Does This Ad Work?

I wasn’t able to find any verifiable figures on how this particular device is selling (or how much can be attributed to this 2-week old commercial), but according to Inc. Magazine, the company that created Nabi, Fuhu, is the fastest growing privately-held company in America this year. With 42,148% growth over 3 years, they’re clearly doing something right.

Let’s go with what we know. This commercial is:

1) Laser-targeted. Fuhu knows precisely who the main buyers of these tablets are: parents (mostly mothers) of children in their Pre-K and early school years. This commercial makes its appeal directly to them. They’re not trying to win over any other audience. The commercial is running on channels where Mom, in full parenting mode, will be most receptive to the message.

2) Emotionally-driven. The video plays on the heartstrings — and does so mostly without words. It isn’t about tech specs; it’s not even about the device itself. The quick plot focuses on the triumphant end result: your child is fearless, unstoppable, even when her peers tremble.

3) Visually compelling. Again, the words are almost an afterthought here, although they do strengthen the visuals. But if you play the video again with the volume off, it has just as much punch. Video is powerful that way.

Viewers who don’t have kids can still appreciate the impact of the message.

Parents who see the commercial are deeply moved.

Parents with kids struggling academically…well they’ve probably already gone to buy the thing.

You can make your message visually compelling even if you’re not using video. Good copy can create the exact same effect in print or audio. Robert Collier said it well:

“The mind thinks in pictures, you know. One good illustration is worth a thousand words. But one clear picture built up in the reader’s mind by your words is worth a thousand drawings, for the reader colors that picture with his own imagination, which is more potent than all the brushes of all the world’s artists.”

Your Action Steps

1) Get to know your target audience. I sound like a broken record, but this point can’t be stressed enough. You can’t make a truly persuasive marketing message if you only have a vague idea who you’re talking to and what they care about. If you don’t get anything else from this newsletter, I’d make this the thing you pay attention to.

Your ideal client is like your spouse: you can never know her too well.

2) If you are intimately familiar with a promising audience, consider customizing a product or service for them. Fuhu saw a big opportunity to market kid-friendly, drop-proof tablets (you know you always cringe when your little one grabs your iPad with his slippery, slimy fingers). They went from $279,000 in revenue in ’09 to $118 million in 2012.

Maybe there are some 9-figure doors waiting for you to open them.

3) Add emotion to your messages. Aim for those heartstrings.

You’ve got a great product with all the bells and whistles. Who cares? Potential customers want to see their own triumphant end result. Paint that picture.

4) Make sure you have a good copywriter on your team.

5) Get your laser-focused, emotionally-charged message out in places where your best buyers will see them — and be in the right state of mind to listen attentively. Maybe it’s a radio ad during drive-time. Maybe it’s a snail mail letter from someone they trust. (That’s another one of those things you’ll have to figure out with study and testing.)

How Do I Get People to Want What I Sell? Part 3

by

In Parts 1 and 2 of this short course, we’ve been talking about intensifying your potential customers’ built-in desires and directing them towards the thing that you’re selling. There’s a common thread tying together each of the points we’ve covered. Perhaps you’ve noticed.

You use your words to paint vivid, evocative images in the minds of your prospects…their response will correspond directly with their desires, motivations and priorities…

You base your marketing messages or sales pitch on the quest they’re on, the vision they have for their lives and the way they see their place in the world…

You do your best to be convincing…but those who become your customers are those who convince themselves that you can deliver the results they want.

Do you see it? Conversion is essentially a self-initiated change. All persuasion is self-persuasion.

Persuasion’s Passive-Aggressive Nature

“No matter how brilliantly an idea is stated, we will not really be moved unless we have already half thought of it ourselves.” ~ Mignon McLaughlin

If you’re honest, you know deep down that this quote speaks to real experience.

As irresistible as your message may seem to you, what really matters is how it matches up with what the hearer thinks about himself (his quest)… about the problem you’re addressing or promise you’re making… about you.

For example, if he believes he was born to be an entrepreneur and that reading a book can speed up the process and increase his chances of success, he’ll actively search for those kinds of books.

If he believes that “I could never succeed in business” and that starting a business a risk reserved for richer, more educated people, “be your own boss” products won’t appeal to him.

Vision Is the Delivery Mechanism

In order to get someone to buy from you, you need him to convince himself that your product or service will give him what he wants. To do that, you have to give him the materials he needs to convince himself. That brings us back to the concept of building vision.

When you’re helping your prospect imagine all the wonderful tomorrows that are sure to come after he buys your product… when he can see himself enjoying a brighter future because of you, he’s really selling himself on your proposition. Of course you’re doing your part: feeding him the raw materials he needs to see that mental image. This is where copywriting, storytelling, demonstration and testimonials come into play.

You want him to come to a predetermined conclusion: that your product is his best option to achieve the transformation he’s looking for. Rather than stating that too explicitly (which will probably be a turn-off for most potential clients), you want to help him draw that conclusion on his own. As Blaise Pascal said, “People are usually more convinced by reasons they discovered themselves than by those found by others.”

When he decides that you’re the best choice based on his own “reasoning,” you’ve won a firmly-convinced convert.

How Do I Get People to Want What I Sell? Part 2

by
Vision USP

Don’t forget to read Part 1.

The Main Qualifier

Whether they’re aware of it or not, every single person on this planet is on a quest. This quest is defined by the person’s vision of his life, both how he interprets his past and imagines his future. It’s the lens through which he sees himself and his place in the world.

This quest can take all kinds of shapes. To be a millionaire living on a tropical island by the age of 35. A mother of two beautiful children. To be respected by his golf buddies. To “just fit in,” or to stand out from the crowd. To rock and roll all night and party every day.

Please understand, persuasion isn’t about building a vision for its own sake. The images you create with your sales and marketing messages have to complement the hearer/reader/viewer’s vision for his own life. They have to fit that vision and expand upon it. Clarify it. They have to move the hearer further along his life-quest.

For example, painting vivid mental pictures of arthroscopic knee surgery won’t convince anyone to undergo the procedure. (That would probably have the opposite effect, wouldn’t you say?) Rather, images of pain-free movement, the ability to participate in activities you’ve missed out on for years, the enjoyment of an energetic, uninhibited life – that’s what sells.

“That’s Not How I See My Life”

A number of years ago, my wife and I had a disagreement over observing a particular tradition. I wanted to abstain from observing it. She plainly informed me that she would not be married to someone who wouldn’t keep this custom.

“That’s not how I see my life,” she explained.

My bride had a vision for what her life would look like. She had a strong drive to make the vision a reality.

I was driven by the way I saw the future, too. I envisioned myself as a happily married man, and I was just as motivated to make my vision reality. Needless to say, the aforementioned tradition hasn’t been interrupted since that conversation.

That’s the importance of the quest.

Our quest dictates our priorities (in large part); our priorities determine our decisions, including what we buy.

Knowing and Playing Your Role

The kind of heroes people want are the ones who assist them in making their dreams come true. We want heroes who help us become the heroes we envisions ourselves as becoming on our life mission.

Remember: your customer is the protagonist of his own story. You’re a role player helping him overcome the conflict and reach ultimate victory. It’s your job to talk/write your way into the plot of his story.

The question is, how do you do that?

1. Get the attention of people whose story you can transform in a unique way: Your business won’t fit into everyone’s story. That’s cool because you don’t want to get involved in everyone’s story. You need to have a) a clear understanding of the value you can create for your customers, b) who those customers are, and c) how to gain their attention.

2. Paint a picture of the problem: If you talk about the “good life,” people who don’t have it will feel the sting. Alternatively, you could talk about the problem itself. Your message will resonate with those who are struggling through the challenges now, or those who have already given up in despair. If you can use language they’d use to describe their experience, you’ll really strike a chord. They see that you understand them and their difficulties. It’s much easier to trust the advice of someone who knows what you’re going through.

You can inspire those individuals that there’s still hope, and you’ve found it. You’re also the best person to lead them to the source of that hope.

3. Paint a picture of progress: When you build vision in your prospect’s mind of the progress he’s looking for but doesn’t yet have (or doesn’t know how to get), his desire intensifies. It takes on a definite shape, like liquid poured into a bottle which you design. He’ll probably feel it in his gut. He wants that progress, and if you do it right, he’ll see your solution as the best way to get it.

Last week I shared a quote from Gene Schwartz’s Breakthrough Advertising. Let me share another excerpt as an poignant example. It’s a bit lengthy, but compelling. From the Preface to the Boardroom Edition:

This book was first published in 1966…it only sold a few thousand copies. But since it was published I have had people coming to me regularly to tell me that they directly credit reading this book with their making millions of dollars.

… Here is a book that is called Breakthrough Advertising…and yet was used by men who were not in the business of advertising at all, to make more money than most of us ever dream of accumulating.

How did this happen? Why was a publisher, a financier, a manufacturer of novelties, able to make so very much money with a book that is about putting sentences together? (The financier told me that, within one year of obtaining the book, he had raised his net worth from $100,000 to $10 million). Are the sentences contained in the pages that follow actually that powerful? Can they change the fortunes of men so radically? Are they far more universally adaptable than I had first thought…so they are no longer about advertising products, but literally about opening whole new markets for them?

There is a way to develop an entirely new market for a new or an old product. That way involves a certain number of clearly-defined step. And in this book I show you every single one of those steps…

We are, in a phrase, “Market Makers”…

So, this book is not about building better mousetraps. It is, however, about building larger mice, and then building terrifying fear of them in your customers. In other words, it is about helping to shape the largest and strongest market possible, and then intensifying that market’s reaction to its basic need or problem, and the “exclusive” solution you have to offer it.

Ask Rodale Press–for whom I sold over twenty million dollars of a single book…

Creates some nice images, right? After reading the preface, it’s hard for an entrepreneur or marketer not to be excited about reading the rest of the book.

As you can see, better words paint sharper pictures. Vivid images are the holy grail of desire intensification. Don’t slack off in this area.

In Part 3 we’ll wrap up this short course on desire intensification. Until then, think about the pictures you paint. Think about how what you’re learning about your customers’ desires can make bolder, brighter and clearer visions in their minds. Then work on improving the words and sentences you use to win your customers over.

How Do I Get People to Want What I Sell? Part 1

by

How do you make people want what you’re selling? I mean, that’s the point of marketing, right?

Let me clarify one thing before we get started. I don’t believe in it’s possible to create desire. Our desires are pre-existing. Your job as entrepreneurs and marketers is to create products and services that there is already some existing desire for, then direct the desire our potential customers feel toward your offer.

Now, I hear what you’re saying. “There are companies making big money selling things people didn’t know they wanted. Just look at Apple. They’ve sold millions of devices nobody even knew they wanted.”

Steve Jobs himself said that “A lot of times people don’t know what they want until you show it to them.”

Jobs was dead wrong.

What about the auto industry? Henry Ford once said “If I’d asked my customer what they wanted, they’d have said a faster horse.” Nobody wanted cars. But in 2012, global car sales topped 80 million units.

Believe it or not, this apparent discrepancy actually proves that marketing is about selling what people already want. People may not have wanted a car, but they did want to travel faster. So Ford gave his customers what they wanted – it just came in a different package than they expected.

The same is true for Apple. Jobs and company didn’t create a brand new desire; they channeled desires that millions of people already had into a unique new line of products.

Apple didn’t invent music and inject it into the iPod. It just made it easier to access the tunes you love and carry them with you everywhere you go. Apple didn’t have to convince anybody that carrying one multi-capability device was better than hauling a music player, camera, GPS device and a phone.

The iGadgets are products appealing those already-present desires in an attractive new way.

So instead of asking “How do I make people want what I sell,” figure out how to channel your ideal prospects’ desires toward your product and the satisfaction they’ll experience when they buy it.

Vision, The Ne Plus Ultra of Desire Intensification

The real key to directing the desires of your potential customers is to create a vision, an image in their minds. Business gurus spend a lot of time talking about coming up with your own company vision, and that’s important. But until you’re building a vision in other people’s minds, you’ll always struggle to sell your product or service, especially if you’re not the cheapest, closest or only available option. (A precarious position at best.)

Even then, you face the danger of being overtaken by someone who does inspire visions in your customers’ minds.

Feast Your (Mind’s) Eye On This

Waikiki_beach

According to Roy Williams, the 7th Law of the Advertising Universe is this: “Engage the Imagination, then take it where you will. Where the mind has repeatedly journeyed, the body will surely follow. People only go to places they have already been in their minds.”

Think about it. When you’re making a big decision, you’ve always imagined scenarios of how it will turn out. You’ve seen yourself enjoying the benefits of action or enduring the pain of indecision. You’ve smelled the salt air and felt the warm waves soaking your feet on Waikiki.

When you keep picturing something you want, that recurring vision heaps up desire that sooner or later you have to act on. Or go crazy.

Eugene Schwartz said this in Breakthrough Advertising:

“Above everything else, advertising is the literature of desire…Advertising gives form and content to desire. It provides it with a goal. These desires, as they exist in the mind of your prospect today, are indistinct. They are blurs—hazy, ambiguous, not yet crystallized into words or images. In most cases, they are simply vague emotions, without compulsion or direction. And as such, they have only a fraction of their true potential power.

“Your job is to fill out these vague desires with concrete images… your job is to show him in minute detail all the tomorrows that your product makes possible for him.

“This is the core of advertising—its fundamental function. To take unformulated desire, and translate it into one vivid scene of fulfillment after another. To add the appeal of concrete satisfaction after satisfaction to the basic drive of that desire. To make sure that your prospect realizes everything that he is getting—everything that he is now leaving behind him—everything that he may possibly be missing. The sharper you can draw your pictures…the more your prospect will demand your product, and the less important will seem your price.“

How Do You Score?

Are your marketing materials are delivering in these areas? Are they intensifying and directing the desires of the people you really want to do business with? Are you talking about what interests you or what interests them?

In Part 2 we’ll plunge a little deeper into this topic. In the meantime, make an effort to get to know your prospects and customers better than ever. It’ll be one of the best investments you can make.

Unexpected Insights for the Christian Entrepreneur Pt. 6

by

The Necessity of Copywriting for Christian Entrepreneurs in Spiritual or Secular Businesses

“If you talk to people in a language they don’t understand, how will they know what you mean? You might as well be talking to an empty room.”– 1 Corinthians 14:9

Unexpected Insight part 5 was about writing for ministry purposes. I want to get back to talking about business.

One of the most important qualities of strong copy is clarity.

As a writer, you should be easy to understand, and you should attempt to make the world easier to understand through your writing. No one wants more complexity in their lives. Colin Powell is quoted as saying “Great leaders are almost always great simplifiers.” Donnie Bryant says that great writers are almost always great clarifiers.

Have you ever visited a website that made absolutely no sense to you? Read a letter that confused you instead of answering your questions? How does that experience make you feel about the other party?

Yet so many businesses I know spend as little time as possible putting together their messaging. They see it as a chore to get out of the way. “Let’s get to the selling!”

But confused prospects never buy.

Weak copy doesn’t answer questions, overcome skepticism, or demonstrate value.

What would happen if prospects were smarter and better-informed just for having visited your website? How much more likely are they to trust you over the guy who just threw some words on the page? How much more likely are they to believe that you understand them? How much more likely are they to connect with you and buy from you?

You must be able to write copy in an engaging, easy to understand way. Avoid trying to impress your readers. They’re not reading your message to admire your vocabulary or sentence structure. Gene Schwartz said that if someone read an advertisement and their response was “that was a great ad,” the ad was a failure. Instead, the reader should come away with a greater appreciation for, understanding of and desire for the product and the benefits that come with it.

This isn’t poetry.

Horace Greeley said that “The best style of writing, as well as the most forcible, is the plainest.” Say what needs to be said in the most consumable way possible.

You will lose a lot of readership by using big words, convoluted sentences and ambiguous statements.

Write and speak to be understood, not to impress. Not to make yourself feel smart. The Bible says that if the trumpet gives an uncertain sound, who will prepare himself for battle (1 Corinthians 14:8)?

Let there be no uncertainty in how you write. Business is no place for poetry or ambiguity. Clarity is of the utmost importance.

Spend the time necessary to write clearly and convincingly. You’ll never regret doing so. Or, enlist the help of someone you can trust to do a great job writing for you.

What’s the point of communicating if the reader doesn’t know what you’re saying?

—–

If you missed them, you can read Parts 1, 2, 3, 4 and 5 of this series.

Unexpected Insights for the Christian Entrepreneur Pt. 5

by

The Dangers of Christian Copywriting

“…preach the gospel: not with wisdom of words, lest the cross of Christ should be made of none effect.” – 1 Corinthians 1:17 KJV

“…When I came to you…not with excellency of speech or of wisdom, declaring unto you the testimony of God…And my speech and my preaching was not with enticing words of man’s wisdom…” – 1 Corinthians 2:1,4 KJV

Ministry is not business. As such, ministries should not “market” in the traditional sense.

Not everyone will agree with this, but I’ve yet to find any way to justify using the idea that churches and para-church organizations should be treated the same way as secular businesses.

I’m not saying that marketing is bad. I’m not saying that persuasion is evil. Actually, I hold the opposite opinion.

But you can’t get around Scripture. In Paul’s first letter to the church at Corinth, he says a mouthful about his preaching and his approach to ministry.

Paul was among the most educated men of his day. He was a gifted orator with a brilliant mind, and he understood people (the human condition, the heart) probably as well as anyone in history. If anyone could have utilized “excellency of speech” or the “wisdom of words” to persuade his hearers, it would have been him.

But he refused to do so.

He knew that the gospel is a demonstration of God’s power, not of the speaker’s intelligence or ability to create emotional impact. Christians must rely on the Holy Spirit to convict and teach (John 16:8, 13).

As a copywriter, I spend a lot of time learning about persuasion, and I seek to gain mastery of the English language. But as a Bible teacher, I put all of that stuff to the side (Philippians 3:6). It would be harmful for me to depend on those skills to do work only God can do by His Spirit and His Word.

All I ask is this: any copywriters who are working to grow ministries, please don’t put your trust in your skills or abilities. God will build His church (Matthew 16:18) using his method: the Spirit (1 Corinthians 12:3) working through men and women committed to sharing His gift of eternal life with a dying world.

P.S.  I don’t mean to imply that the words used to promote ministry should not be carefully chosen. They clearly do. Just listen to Ravi Zacharias or R.C. Sproul; these are brilliant men who can use language as skillfully as anyone on the planet. But they don’t rely on copywriting tricks, NLP or other gimmicks to get their points across. The content speaks, the audience listens and the Lord edifies.

——

Read Parts 1, 2, 3 and 4 of the Unexpected Insight series.

Turning the Lights On

by
Writing Turns the Lights on

Many people think of writing as putting together a series of nouns, verbs and punctuation marks. Some think of stating facts or even telling stories.

While these people aren’t wrong, their ideas about writing come far short of the truth. Writing is so much more. Consider the following quotes:

“The pen is mightier than the sword” – Edward George Bulwer-Lytton

“A mighty pen is mightier than the mightiest sword.” – Perry Marshall

“Words ought to be a little wild for they are the assault of thoughts on the unthinking.” – John Maynard Keynes

“Words are, of course, the most powerful drug used by mankind.” – Rudyard Kipling

“A powerful agent is the right word. Whenever we come upon one of those intensely right words…the resulting effect is physical as well as spiritual, and electrically prompt.” – Mark Twain

One of my favorite novelists, Ted Dekker, put it like this: “A good writer is one who can take those rather blunt instruments called words and string them together in a way that turns lights on.“ Good writers can illuminate any subject with their own special light.

Words are mighty weapons (for good or evil); they’re powerful drugs (stimulants and depressants).

A skilled writer uses words to make magic.

Abracadabra!

The goal of a marketing copywriter is to use words to sell stuff.

The most powerful marketing actually changes the product or service being sold into something else in the minds of the prospect. J. Peterman turns a mere shirt into an exciting identity. Rolex turns a timepiece into an unmistakeable status symbol.

Copywriters call this “transubstantiation,” literally turning one substance into another. Transforming features into tangible lifestyle improvements and products into unforgettable experiences.

That’s what I’m here for. I hope to help you yield mightier pen.

Maybe we can even turn it into a magic wand.

Why Your Emails Sputter and Die

by

Writing emails can be painful.

(If I’m honest, writing is always painful for me. Nobel Prize winner Thomas Mann noted that “A writer is someone for whom writing is harder than it is for other people.” That makes me feel a little better.)

It’s painful because it matters to me. Because YOU matter to me.

Sounds cheesy, but it’s the truth.

I can’t just throw some words together and send the email out. I want to give you something of worth, something you can use.

Very few of the emails I receive live up to that standard. They’re thinly-veiled sales pitches — if veiled at all — or totally fabricated stories told in an attempt to get me to take some course of action.

Excuses to stay in my face… and sorry excuses at that.

Don’t get me wrong. You should sell. When you write an email, you should have a profitable end result in mind.

But please… PLEASE… if you’re emailing your list or producing other content, say something valuable.

The profitable end result you have in mind should be mutually profitable.

Let me get to my point…

I can feel you drifting.

Last Tuesday, I gave a presentation at an entrepreneurship training program on Chicago’s west side.

During the Q&A segment, one gentleman asked me what he could do to get people to open his emails.

Good thing he asked that question because quite a few others in the room have the same difficulty.

Here’s what’s interesting. Every time Old Navy sends an email, my wife opens it and I end up spending money. Every time Ulta Beauty sends an email, she opens it. More money changes hands.

So what’s the difference?

The only reason anyone opens a letter is that he believes there’s something in it for him. That was true of snail mail a century ago and it’s true of email today.

My wife opens emails from Old Navy knowing full well that there will be a sales pitch. But she also knows there’s a good chance she’ll get a good deal on products she likes. She’s getting a deal: coupons, lowered prices, preferred customer discounts and/or a chance to see what’s hot and new.

That’s valuable to her.

(Keep in mind that not everyone feels like my wife does about Old Navy. Most people don’t open 100% of their emails.)

If you want to get people to open your emails, that’s where you start.

Develop a reputation for delivering value to the people you’re reaching out to.

Remember, value is defined by the reader. If your Dad sent you a birthday card, you’d open it right away. I couldn’t care less about it; he’s not my dad. There’s nothing for me inside that envelope.

That’s Why the Email’s From Line Is More Important Than the Subject Line

When you send messages that matter, your list will read them even if your subject lines aren’t that interesting.

If you’re known for sending fluff or irrelevant sales pitches, the From field will get your email trashed no matter how great your Subject is.

It all falls apart when it becomes apparent to your reader that you only send emails when you need something. 

No one likes to be on the receiving end of that kind of treatment.

Telling good stories is a powerful way to add value to your email marketing. And you really only need 3 ingredients to tell good stories.

Discover what they are in this video:

When Is Being Clever Inappropriate in Advertising?

by

Is it wrong to try to be clever in your marketing?

Most direct marketing experts and teachers will tell you that attempts at humor or cleverness are a bad idea. Most of them have experienced reality firsthand: people work hard to earn their money. Deciding where they’re going to spend or invest it is something they probably take seriously, not playfully.

On the other hand, most multimillion dollar image ad agencies can’t resist conjuring up the slickest ideas possible. Some of them will quote statistics “proving” how effective those 7- and 8-figure campaigns have been. Maybe they’re right, in some cases.

While I can’t state categorically that cleverness will ruin your the effectiveness of your marketing message, know for sure that you’re taking a pretty big risk.

Bacon-What?

A few days ago I saw a TV commercial advertising what seems to be a major event at Denny’s: Baconalia.

Being the dreadful nerd that I am, I realized that this was a attempted play on the word bacchanalia. Knowing the kind of person who reads this blog, there’s a good chance you noticed it, too. Wikipedia defines bacchanalia as “wild and mystic festivals of the Greco-Roman god Bacchus (or Dionysus), the wine god. The term has since come to describe any form of drunken revelry.” Just replace the wine with bacon and you have a good time waiting for you at Denny’s.

Here’s the problem: How obvious that play on words? What percentage of Denny’s average customers get it?

You know what probably happened. Some bookworm adwriter (who never had the responsibility to actually sell something with his ads) saw a chance to flex his creative muscles and he couldn’t help himself.

Granted, this advertisement may not hurt sales, but does the name Baconalia capture the attention and crystallize the desire for salty pigmeat in the minds of the people who see the commercial? More likely, it causes a moment of confusion. And as I say so frequently, confused people don’t buy.

Maybe I’m more upset about this than I should be. Maybe I’m being overly sensitive. But it seems like this happens way too frequently. Marketers and entrepreneurs think puns fill cash registers. They put too much emphasis on being clever.

Like Barefeet Shoes. Does that even make sense as the name of a shoe store?

Kill The Cleverness

Bill Bernbach, widely regarded as one of the 20th centuries most influential advertisers, said this: “Our job is to sell our clients’ merchandise … not ourselves. Our job is to kill the cleverness that makes us shine instead of the product. Our job is to simplify, to tear away the unrelated, to pluck out the weeds that are smothering the product message.”

Another of the greats, David Ogilvy said that “A good advertisement is one which sells the product without drawing attention to itself.”

This is where so many marketers get it wrong. The advertisement isn’t about the marketer — he shouldn’t be trying to win awards or show off his brilliance. The ad isn’t about the company selling the product, or even about the product itself. In the final analysis, the ad must be about the buyer and how his life will be changed for the better by purchasing the item advertised.

Marketing should be a spotlight in a darkened theater; content to be unseen, focused solely on creating the proper perspective for the product, enabling an audience to see the benefits available to them.

The copy you write should be transparent, invisible. If a potential client reads your copy and says, “Man, that was a great advertisement!” you’ve failed. You succeed when he asks urgently, “Where can I buy this product?”

The Most Important Exception

Cleverness is a great characteristic for a copywriter or marketer to have. Coming up with unique ideas and new ways to communicate them is essential. But that quick wit must be subjected to self-control and humility. All of those clever ideas have to take a back seat to selling power.

In your ads, you may need to be clever. But your cleverness must be invisible. Kinda like Seal Team 6, doing its job without being seen and disappearing into the night.

Here’s the short version: don’t sacrifice clear, effective communication in an attempt to be witty. Unless you’re selling tickets to a comedy show.

Struggles and Success as a Marketing Copywriter

by

Michael Zipursky interviewed me the other day about the struggles and successes I’ve experienced as a copywriter and consultant for his Business Consulting Buzz podcast.

We talked about:

  • the power of guest posting to build credibility and find an audience (instead of having to build one from scratch)
  • the crucial mindset you must have to sell anything, in any medium — it’s a simple switch, but human nature makes it a perpetual struggle
  • some of my early inspirations as a copywriter (I still love all of ’em)
  • how I got my first clients
  • one thing anyone can do to automatically boost the persuasiveness of their sales copy.

The recording has vanished, but here’s where you can check out the transcript of the interview to Direct Response Copywriter and Consultant: Interview with Donnie Bryant (thanks to the Wayback Machine).

Thanks!