The Ultimate Guide to Copywriting

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Walter Wellesley “Red” Smith was once asked if turning out a daily column was a chore, to which he replied “You simply sit down at the typewriter, open your veins, and bleed.”

Thomas Campbell once stated that poetry came from him drop by drop.

Thomas Wolfe referred to it as bleeding as well, as did Hemingway at some point.

Of course, they were writing poetry, novels, and fictional stories set in imaginary lands, chock full of the heightened creativity most business owners only dream of.

But they were still right. There’s a reason why there are so many searches on how to improve your copywriting. So many guides on the subject, ready to “teach” you how to weave words together in a convincing pitch.

Writing is a difficult thing to do, whether you’re doing it in a creative setting or not.

And in order to have exceptional copy on your business website, regardless of your industry or offerings, you need to have a little dash of creativity anyway.

So, let’s take a look at some tips that can possibly improve your copy, help you get in tune with your own style of creativity, and make your pitch that much more effective.

But let it be known now: this is a very detailed guide that will push you to improve your copy for several business reasons. To get the most out of it, spend some time really implementing the techniques. Patience is king.

Understand What Copywriting Does & How

Copywriting for business isn’t like novel writing, or poetry writing. It’s not the same style, tone, nor does it have the same objective. However, it does involve creativity in the sense that you have to find a way to get your potential customers to convert

And you need to find a way to get your existing customers to keep coming back.

In other words, copywriting is both an art and a science. The copy is thought out on everything from website, to ads, newsletters, tweets, etc. with one goal in mind: to sell your product or service.

If it’s too “salesman,” it turns people off. But if it’s too passive, it’s going to be the written equivalent of the person who was too shy to take a chance in life.

So, balance is key. Balance, and a solid understanding of your business, your sellable items and services, as well as a solid understanding of your customers, but more on that later.

But how is this done exactly?

Well, think of a sales team. Usually that involves several sales reps, all going out and individually selling goods and services to people. Maybe making some phone calls, or frequenting stores like Walmart and setting up shop by the front door.

That is what a sales team looks like, that’s what they do. It’s effective to a degree.

But a copywriter? That’s a one-person powerhouse, because they can reach everyone at once. Whether it’s through Facebook ad copy, blog posts, sales letters, etc. it’s all done simultaneously, in a fraction of the time that it takes a sales team.

It’s no wonder copywriters are in such high demand these days, and make a minimum of $56k a year, assuming they’re established and well-connected.

Starting Off Strong

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Think of copywriting like a romantic relationship. Unless you start off with a solid foundation, you’re bound to run into some major problems. And although you can retrace some steps, make changes, and fix things, you’re still having to take valuable time out of your day to make changes that you probably wouldn’t have had to make had you just put in the effort from the start.

Understanding the Product

The first step in a solid foundation is to understand what it is you’re selling, but in detail. It’s not enough to know that you’re selling an anti-aging cream. It’s not enough to know what it looks like, or promises to accomplish.

You need your Unique Selling Proposition (USP) to be as detailed as possible. And that means you should be looking to answer…

  1. The benefit of purchasing this product.

  2. How you solve your customer’s needs.

  3. What sets you apart from the competition (why should they purchase your item, versus any other).

Note: Your USP should be on every landing page and marketing campaign possible.

Think of the things that will appeal to your customers. Maybe you’re selling a fan. Most fans are terrible-looking, clunky, and therefore stand out in a room.

It’s a nightmare for anyone trying to perfect their home decor.

So, maybe your fan looks appealing for a change. Maybe your fan won’t stand out as an eyesore, but as a work of art. Maybe you sell a version of it in three different sizes, maybe some color options.

Suddenly, your fan sets you apart from the competition, because yours is actually pleasing to look at. And maybe you solve people’s needs this way. You provide the full functionality of a fan, but without the terrible look, so they can feel completely at ease in their well-decorated space.

The benefit? Peace of mind. The satisfaction of having put something together that looks and feels good. The comments of approval from friends and family who visit.

If you’re struggling to answer the questions above, try following these steps:

  1. Create a product description document

    • Highlight the product features

      1. Anything special about it?

      2. Benefits of each feature

      3. What issue does it solve?

    • How it works

    • What it looks like

  2. Create a customer research document

    • Figure out who is currently buying your product

    • Who do you think would like to buy your product?

    • But what does a typical customer look like? Note, this is easier to answer if you have a brick and mortar retail space. Otherwise, hopefully you attend conventions and other public events where you’ve run into your average customer.

    • Time and time again, what have you heard people say about your product (both pros and cons)?

    • What are the 1-2 things you keep hearing customers love about your product?

What’s interesting here is that although you may create a customer research document, you may not have a completely honest understanding of them. It’s a common issue entrepreneurs come across: thinking your target audience is one group of people, when in reality it’s another group entirely.

That’s why we’re diving into customers next.

Understanding Your Customers

In order to really understand your customers, you need to know what they need and what they want.

In other words, what matters to them?

Although you’ve already written (hopefully) a customer profile in the steps above, you only have a small snapshot of your customer base.

And it may not even be entirely accurate.

So, think of that as your starting line, your best guess, your origin. By the time you’re done with these next steps, you’ll see some level of progression either in detail, accuracy, or both.

Using A Survey

Surveys are amazingly helpful tools that you should absolutely be using. They reach out to people directly, and get honest responses about the things that you need to know more about. This eliminates the guesswork, and puts you in the seat of listener, without having to be there personally.

Ideally, you want to get plenty of people to take your surveys, since the more answers you get, the more insight you’ll be able to get. That helps when making deductions, rather than theories based on assumptions.

However, 1,000 survey takers is probably too much, so get however many survey responses you know you will realistically be able to read yourself. If you absolutely need a range, aim for 30-50 people.

Just remember, that means you have to incentivise 30-50 people somehow. Many entrepreneurs opt for creating contests out of it, where every survey taker gets a chance to win something in high demand, like a free subscription, an electronic device, etc.

Here are some things to keep in mind when you create the survey:

  • Open ended questions are the best, because qualitative responses provide more insight, which can then be used for your copywriting. You want to hear about your product in their words.

  • Always send the link to the survey to as many of your customers as you can. Ideally, you want to start by sending it to your most recent customers, however, people who have bought something from you in the last month. Blog subscribers are also inclined, since they actively take time out of their day to read your latest posts.

  • Give people time to reply. Life gets busy, and it’s easy to forget about the things that aren’t directly in front of you sometimes. Just remind them after three days to take a survey for a chance to win X or Y.

Evaluating Responses

When the time to read through the responses comes around, you’ll need to pay attention to a few things:

  • Answers that get repeated over and over again by several of the survey takers. This is especially true if the bulk of the survey takers express this view.

  • Phrases that clearly share some insight on how these people talk about your product. Sentences that start with “I liked how…” or “I really enjoyed that…” should always be noted.

Logically, this means that some questions are going to have some more insightful answers than others. Some questions will set the stage just right for valuable insight you wouldn’t otherwise get.

Pay close attention to the answers to the following:

  1. How would you describe the product to a friend or coworker?

  2. What questions did you have before buying the product? And did anything almost prevent you from buying it in the first place?

  3. What finally convinced you to purchase the product?

  4. Which features really caught your attention?

  5. Did this product deliver on what you hoped that it would?

The Concluding Story

Once you have all of your answers, you’ll be able to know exactly what they think about your product, in their own words.

And you’ll be able to fully understand the things they would like changed, and the things they love the most about it.

You’ll even have clear insight on what the most popular opinions are.

From there on, you can choose what to do with this information. You could make improvements, and release a version 2.0, that you write excellent copy for. Or you could simply improve existing website and ad copy by drawing attention to the things that your established customers are declaring from the rooftops already.

Because ultimately, that’s what matters. If you’re selling that anti-aging cream, and your copy focuses on the organic ingredients, but all the survey takers could talk about was the actual results, then… you need your copy to reflect that.

That is how you effectively give people what they want. You listen to the things that drew them to your product over someone else’s. They know your true selling points.

How to Grab People’s Attention

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Of course, if you’re going to draw attention to these selling points in your copy, you’re going to need to know how.

And it all starts with a punchy headline. Without that, they won’t even read the first line of your copy. And without that first line, they won’t care about the rest. It’s like a domino effect.

If you’re thinking that’s too dramatic, that surely it can’t really be like that, then pay attention: one single word can cost you, or make you a 46% profit increase.

So when I stress that your headline and first line of copy are important, I mean they can make an ad, a homepage, a website, a newsletter, an infographic, you name it. These lines will either resonate with your audience and draw them in, or they won’t convert well.

The Power of Persuasion

Your headline’s objective is to get the first line of copy read. And your first line of copy’s objective is to get everything else read. But through and through, all of your copy should be exceptional, from start to finish.

Here are the ultimate four rules to keep in mind:

  1. Your headline needs to be unique.

  2. It should be ultra-specific and audience targeting.

  3. It needs to convey a sense of urgency, to keep people reading.

  4. And it absolutely needs to be useful.

If you can’t accomplish all four in a headline, don’t stress out too much. It’s more of an ideal, not something regularly attained. But you should be striving to meet as many of those rules as possible each time you write a headline.

Let’s dive into each rule to get a better idea of what they mean.

Unique

You want your headline to be unique because you want to emphasize how different you are from competitors. Otherwise, if you sound like everyone else, then you must have nothing new to offer. At least, that’s what your potential customers think.

And they have a right to be that picky for several reasons. For one thing, they are constantly bombarded by advertisements. If they browse Instagram, if they check their Snapchat, if they still have cable, if they have the basic plan on Hulu, they see ads. Even browsing the internet results in ads.

And they are always seeing the same message with each and every ad: we have what you need. It’s always a variation of “Buy now with three low payments of $19.99.” Or of “What are you waiting for? Order today and stop ____.”

So, they’re jaded, they’re skeptical.

Another thing is, not everyone has a grand amount of disposable income these days. People need to be picky about how they spend their money, and unless your product seems worth it, they will opt for a cheaper alternative. This is especially true if you seem like everyone else.

Specific

This means that the headline should let customers know whether what you’re offering is actually interesting enough for them. Otherwise people have to kind of guess, and that requires time and effort, which most aren’t going to expend when there’s another 20 things on their to-do list.

Although boring, consider the following headline:

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“Free financial software for small businesses… Track your expenses, send invoices, get paid and balance your books with Wave.”

Immediately from the start, without wondering, people know who Wave’s target audience is: small business owners. They also know what to expect: everything from tracking expenses, to balancing books.

Urgent

The thing about conveying a sense of urgency is that by doing so, you capture people’s attention quicker. It’s innately built within us all to react when something seems urgent.

The best way to implement this strategy is to start off with something compelling, something that gives people the feeling of missing out if they don’t take the time to read it.

And what do people find more compelling than the possibility of doing something really wrong? For instance, the statement “Are you leaving profits on the table by not using abandoned cart software?” is compelling. Why? Because most business owners, to this day, do not understand that you can re-engage customers who leave items in their cart. And without re-engaging those people, you’re not capitalizing on their clear interest (they took the time to shop around, they’re interested, but need a push).

Another tactic is to state a shocking fact, something they may not be aware of. In doing so, it instills a sense of urgency, because they will likely realize they have something to tend to if they wish to improve their business.

For instance, “Did you know that doing something about your abandoned carts can lead to 15% more sales?”

Useful

Finally, you want your headlines to be useful. In a world where your average entrepreneur has to juggle fifty things at any one time, it’s nice to finally read a headline that just helps out.

That means that if you currently have a witty headline that doesn’t shed a light on the benefit of purchasing that product, you have some rewriting to do. It’s better to go with the boring, helpful headline, than the witty one that doesn’t offer any benefits upfront.

Ideally though, you want both, but it’s not always possible. You can only be so witty or charming about certain products.

That means “Create professional email templates in minutes,” would be a better line than anything funny, smart, attention-grabbing, etc. As boring and plain as it is, it clearly states the benefit: create something you need, in high-quality, without spending too much time on it.

It’s Not About You

Before you throw up your hands in defeat — because if not about your business, then what in the world could your copy be about? — your copy shouldn’t be about you, to a degree. Sure, it should be about their issues, their options, and their ability to choose a solution to solve those problems.

But you’re the only offering those solutions.

Therefore, your copy should be about how they can solve their own problems by using your products. Don’t say things like “I can solve your problems,” or “This product is guaranteed to…”

Instead write from an angle that gives them control. For instance, “Start feeling like the organized entrepreneur you really are, and balance your books with Wave.” Suddenly, you’re letting them envision a clean, organized business, you’re flattering them, and you’re offering a solution that they can use if they wish.

They remain in control, the copy is about them, but it also sells your product.

Here’s a good example of great copy by Bones Coffee Company, an up-and-coming coffee brand that’s been making waves with their ad campaigns on Instagram:

Notice, although this is the copy under their About Us page, they write about the experience of a good brew, and highlight how much they want their customers to enjoy it. Although they talk about their coffee, and describe it as small batch and fresh, they make it clear that their benefit is quality coffee delivered to your door.

In other words, if you’re a coffee lover who doesn’t want to leave home, you can still get your high-end, fresh, smooth coffee.

Now let’s consider some copy that although well-written, is still too much about the brand, and less so about the customer:

This copy is by the ever-popular Lime Crime makeup website. They are an award-winning, ethical makeup brand, known for high pigmentation, a grunge style, and making most blogger lists of favorite beauty products.

And although their copy truly reflects some amazing points, and features good phrasing, it’s still just a little too much about them.

Take the second paragraph, for instance. There is no mention of customers. There is no sentence that states any customer issues being solved.

In fact, in their entire copy, their only reference to customers is the last sentence of the first and third paragraphs.

So, moving forward, follow these simple steps to avoid making this mistake:

  1. Write from the mentality that you’re offering a solution that customers can use to solve their own problems.

  2. Always make it clear who it is you’re targeting, and what you’re looking to provide (benefits).

  3. If you have previously written copy that reads well, but is too much about you, much like Lime Crime’s, go ahead and select some of the best sentences about yourself, and make them about your customers. Remove all unnecessary details, and spin it in such a way that makes it about their wants and needs, all the while talking about your product.

If you’re struggling with number three, consider the example below:

Original Lime Crime sentence:

We design, manufacture and assemble our quality products right here in Los Angeles, using globally-sourced ingredients for high performance wear and high color pay-off.

Rewritten Lime Crime sentence:

For those who are all about high performance wear and high color pay-off, Lime Crime has the quality and globally-sourced materials needed to make that one-of-a kind, unforgettable look come true.

Writing Lessons to Live By

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Now that we’ve covered what your copy should ideally do, and why, it’s time to dive into what constitutes good writing.

First of all, don’t stress about your grammar, or what your grades were in English class. You don’t need to be the best grammar police the world’s ever seen…

Because that’s what editors are for, as well as free online software.

But you do need to be a good writer. You simply can’t fake talent. When you read something broken, ill-flowing, and grueling, it’s tough to read. It doesn’t have that smooth, easy effect that good writing has, where you don’t have to struggle to comprehend it all.

And to get to that point, you need years of practice. Ernest Hemingway himself wrote a minimum of 320 words per day. Whenever he wrote upwards of 2k, he felt on top of the world.

And we all know how talented the man came to be.

So, let’s dive into some tactics that can help you improve your writing both in the short and long term:

Short Term

  • Always write in a conversational tone. Avoid jargon, unnecessarily complex words, and stiffness. Contrary to popular belief, you can be both informative and compelling without having to mimic your college professor. Take this guide for instance.

  • Short paragraphs are key. This keeps you from rambling on and on, repeating information, which means you stay focused on what matters the most.

  • Create a slippery slide of information. Each section should lead into the next one easily. One thing that helps with this is to think logically. Step one is always followed by step two. This guide is written in such a way: foundation goes first, which leads into knowing who your customers are, which then results in figuring out how to best capture their attention, etc.

  • Write quickly, without overthinking it so much. There will be mistakes, there will be plenty of missteps, but all in all, you’ll have a first draft. From there, editing can improve it until it’s polished and ready to post.

  • Speaking of editing, if you’re running things by yourself (solo entrepreneur) and are writing everything, get a loved one to edit your copy for you from time to time. Take them out for coffee in return, or dinner. It’s always nice to catch up with a friend, and get a fresh pair of eyes on your paper. Otherwise, consider hiring some help.

Long Term

  • Write on a daily basis, even if it is just over 300 words.

  • Write about anything and everything possible, so that you can be versatile and effective.

  • If you’re struggling with writer’s block, take a page out of Hemingway’s solutions: write one true sentence. Focus on the one sentence that you know is true, and it will open the floodgates.

  • Having 10k words of needless details pales in comparison to 4k of essential information. Always edit out whatever isn’t adding any value.

  • Reading really does help your writing. The more you read, the better your vocabulary will be, the better your tone and phrasing, etc.

Combining Copy With Visuals

This is an extension of the previous section, which sought to help your writing. Only this section solely focuses on telling a story in more than one way.

Because after all, good writing leads to exceptional copy, but… if that’s all you have to offer, it will only be a giant wall of text on a page.

A good storyteller, a good writer, understands that by combining things like graphics, images, video, and even gifs, they are elevating their customers’ experience. And drawing attention, as an added bonus.

But there are a few rules:

  1. Images should either be stock, or original content. Either way, they should be relevant, and on-brand.

  2. Limit your use of gifs when appropriate (Twitter, Tumblr, etc.)

  3. Video should always add more detail, so that it covers things that the copy doesn’t (makes it valuable).

  4. Quality is everything. If you’re posting your original content, it needs to be up to par.

  5. Be original, yet attentive. Every visual you add should be 100% unique to your brand, and reflective of it, but it should cater to your customers’ needs.

It’s Not Just Words

Turns out, your business copy isn’t just a collection of words. It’s about how you present yourself and your products/services to the world. Everything from the tone, to the verbiage counts for something to your target audience, because it’s usually your first form of making contact with them.

But before you get overwhelmed, know that with a few tweaks, such as those covered just now, you can improve your copy, and begin to make your mark on the world. So get out there and put your best face forward.

Will you use any of these tactics in your business?

If so, leave a comment below, I'd love to hear your thoughts on your digital marketing approaches!

The Ultimate Guide to Consumer Psychology

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Your average marketer strives to improve SEO, increase traffic and conversion rates, post on social media, check heat maps on landing pages, etc. This is why it’s so easy to forget that behind that computer screen…

There’s real people. And real people are super complex. There’s no two absolutely alike, everyone has their own way of thinking and dealing with things. Even those who like to blend in will likely find that it’s impossible.

So it’s no surprise that when it comes to running a business and marketing a product, psychology should ideally be a factor.

Not only should it be considered as important as the growth hacking steps you take, it should also be considered critical in terms of understanding your audience.

Because the more that you understand them, the better you can market to them, and meet their consumer needs.

Let’s dive into some actionable steps you can take to get started.

Understanding the Modern Consumer

The days of shady tactics, with surprise banners and free iPod scams, are long gone. Although it took an adjustment period for both marketers and consumers to find their footing and wisen up, these days things have vastly improved.

To be more specific, marketers have had to up their game, because consumers quickly figured out how empowered they actually are. With things like anti-spam filters and ad blockers, they can limit their ad bombardment.

And in order to not be filtered out, marketers have to be smart about where and how they run their ad campaigns. And that’s just one of many factors.

That’s not even touching on the fact that a smartphone is like a pocket wizard. There’s a wealth of information readily available at all times, ready to make that shopping decision that much easier.

If a consumer wants to read reviews, get suggestions, see product pictures taken by other consumers, or anything else, they can pull it all up in seconds.

And that means they can also pull up your competitor’s details. And if they have something that you don’t, or offer something in conjunction with it, then you’re on the losing side of the spectrum.

Handling Ease of Access

Obviously, all of this is rather intimidating for an entrepreneur. How are you supposed to deal with the modern ease of access that your average modern consumer has? What happens if your competitor has a better product, or markets it better?

Well, as painfully embarrassing as it is, think back to your teenage years. Chances are that when you went through your goth phase, and your preppy phase, and any other phase for that matter, your parents just kind of rolled with it. Maybe they laughed a little, poked some fun, or even asked you not to do certain things sometimes, but at the end of it all, they understood what was going on. Because they were once teenagers too.

So, they probably bought you the stuff to dye your hair. They probably let you borrow the car for that one party that changed your life.

And one day, you grew up and that was the end of the crazy, painful, beautiful teenage years of your life. Boom done, thanks parents.

In much the same way, it’s best to support your consumers by giving them whatever it is they need. That’s your job as a business owner, you meet needs.

That means you should be giving them access to reviews, to comments by other consumers, to video and image renditions of product details and functionalities, and anything else you possibly can. Even blog posts, or comparisons to other products.

It may sound terrifying, much like your parents buying you those bright aqua blue combat boots when you were fifteen. But when you give your consumers exactly what they need for whatever phase in the sales funnel they’re in, they’re happier. It saves them time, and proves that you have nothing to hide.

And they’re much more likely to approve of you and develop a solid connection with what you have to offer.

Here’s how to make your content accessible:

  1. Each time you publish information, make sure you’re targeting the right state of the conversion funnel. Obviously, this means you’ll likely be predicting buyer decisions, which will take some educated guesswork.

  2. Be available everywhere users are asking questions. Think Amazon product pages, website product listings, YouTube comments, industry niche blogs, Quora, etc.

Another aspect of this that entrepreneurs often lack insight on is that your content should always reflect your audience. What do they need from you? What do they need to know about your product?

Don’t make the mistake of blogging about product functions, when they really want to know the product benefits.

If you’re unsure of what content they need, then follow these steps:

  1. Check out Google Analytics and Webmaster Tools to see what users are looking for when they wind up on your site.

  2. Talk to consumers to actually get the story directly. Use surveys, feedback forms, or meet with them at conventions.

  3. Talk to your sales reps, if you have them. They speak to consumers on a daily basis, face-to-face, so they have the insider details.

When speaking to consumers, always remember to pay attention to what’s motivating them, the details of which could be hiding between the lines. For instance, if you’re selling home decor items, and a person says “Your items make me feel like I’m living a clean, organized, stylish life,” what they really mean is that they are motivated by wanting to portray a life that is put-together, even if it really isn’t.

Dealing With Filters

Of course, that’s just one thing to handle. Then there’s the fact that every sensible individual out there has an ad blocker.

How does a marketer get past that?

Well, first it’s important to note that when a consumer is filtering information, they’re doing it both rationally and emotionally. And that leads to their ad blocker settings being altered accordingly, at least most of the time.

It’s your best bet.

That means you need to appeal to both mindsets, which requires you to understand the top motivators:

  • Personal Gain - What is in it for the consumer? What will be gained (benefits)? What’s the best buy for the money I’m willing to invest?

  • “You” - Using this one little word can make all the difference, because it shows you’re invested in your audience. People want to know that you care about them, understand them, and design specifically for them.

  • Delight - Anything that inspires joy gives life new meaning, especially because most of the time people are either working, dealing with children, or doing the things they have to do (dishes, yuck).

  • Familiarity - This is whenever consumers ask “Is this a product I’ve wanted in the past? Is it something I’ve been thinking of purchasing for a while?”

  • Social Influence - Consumers want to know that their loved ones use this product and vouch for it. They want to know that they can trust this brand.

  • Trust and Safety - Speaking of trust, people really want to know that this brand won’t rip them off. So they look at how long the company has been around, and they look at the policies to see how you deal with personal data. If you’re unsure about any of this, consider hiring some help.

Translating It All to A Funnel

Now that you have the tools required to really understand your customer needs and wants, it’s time to put that into effect in an inbound marketing funnel.

Remember, the stages of it are planning, reaching, acting, converting, and engaging. You should have several customers in every stage at any one time.

But how?

First, understand that each stage leads to the next one. And it all revolves around the natural way people shop, which typically begins with exploration. That’s when customers browse around to see what their options are, what the price ranges look like, and which brands are known for providing the product(s) in question.

Which leads us to brand awareness.

Brand Awareness

Whatever you do, don’t try to sell anything in this stage of the funnel. These people are not ready to purchase anything, because they are weighing their options. They are researching.

If anything, this is the perfect opportunity to offer information. Use social media and ads to tell your company story. Set up a wall to gauge interest, such as offering free, exclusive content (knowledge) in exchange for an email. Think blog posts, ebooks, deals, etc.

And measure web traffic, email list sign-ups, and average time on your website.

Consideration

Once your potential customers know more, and linger around, they are in the consideration phase, or middle of the funnel.

All of the people who didn’t intend on buying anything from you are long gone, they’ve fallen off the funnel, which is normal. Your products, much like everyone else’s, aren’t for everyone. You cater to a specific crowd, and as long as those people stuck around, you’re doing things right.

The people who have stayed are now evaluating your brand, which makes this the perfect chance for you to offer content that reflects it the most. Think of YouTube videos, blog posts, and FAQ pages.

Your metrics, and best resources, are leads, sales reps, free trial sign-ups, and 1 on 1 conversations with them (conventions work).

Conversion

At this point, the people who are actually interested are now converting. They are committing to deals, opening your coupon emails, buying your products, and shopping with your company.

You’ve turned potential customers into established customers.

You should be measuring transaction numbers and average order values. And all the while, keep paying attention to your free trial sign-ups, as well as what people are saying during those one on one conversations.

Just remember that once you convert, things aren’t over. It’s never over. Post-Conversion ensures your customers continue to feel catered to, even years later. Things like exclusive deals for long-time consumers, memberships, and easy checkout options are key to repeat purchases.

Building Relationships

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As previously discussed, consumers think with their rational thought, and their emotions. When we buy, it’s emotional, but when we think of the money spent and seek to justify it, it’s all about logic.

In fact, whenever we evaluate brands, it’s been proven that we listen to our emotions regarding it over any factual information out there, including things like features and attributes. That’s why when an ad triggers an emotional response, it’s effective, regardless of what the content actually is.

Which means it’s important for brands to be likable. The more well-liked you can be, the higher the chances of converting, establishing trust, and getting positive judgment calls.

So, what are some steps you can take to capitalize on all of this?

  1. Prioritize the long-term relationships above sales. A sale isn’t a product of a five minute website visit, it’s the product of an entire run through a funnel. So pay extra close attention to your pitches, your wording, and the tone of your copy.

    • In that same vein, feel free to do some special things for long-time customers. Companies like Zappos send people flowers on occasion. You could bypass all of that, and do something like setting up special coupons to send to select customers, like Starbucks does.

  2. Engage them in ways that appeal to the imagination. Use things like branded explainer videos, webinars, iconic visuals, “try-on” features, etc.

  3. Plan your brand’s personality with care, well before even launching, if possible. Factors that contribute are:

  • Sincerity (honest, wholesome)

  • Excitement (daring, imaginative)

  • Competence (reliable, successful)

  • Sophistication (charming)

  • And Ruggedness (tough, strong)

Because brand personalities can be tricky, let’s look at some quick examples. For starters, there’s Jeep, which is marketed as freedom, adventure, self-discovery, ambition, etc. It’s a vehicle make that can scale rocks and leave the nicely paved roads behind. In other words, if the driver ever snaps and wants to get away from it all, they can. They can go out to the wilderness in their Jeep, and freely adventure as much as they want.

Then there’s Nike, which is named after Nike, the goddess of victory. She was known for conquering, as is the sports brand now. It’s marketed as resilience, endurance, and performance, hence the tagline “Just do it.”

If you’re having trouble coming up with a brand personality, take the following steps:

  1. Brainstorm keywords that currently and accurately represent your brand.

  2. Brainstorm keywords that you ideally want to represent your brand, moving forward.

  3. Trim all of it down to 3 key phrases, which is even harder than it sounds. But this will ultimately make it easier to stay on target and relevant.

  4. Then create a message hierarchy, which is an actual document that your marketing team puts together. It should reflect the brand’s most high-impact attributes. In the end, there should be shared terminology amongst everyone at the company, so you’re all on the same page.

  5. Finally, create a style guide for everyone to follow. It should look something like this:

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Factors that Contribute

Obviously building relationships with your customers is important. It’s how you establish long-standing business, and continuously leave the door open for newcomers. However, there is more to it than just building brand personalities and giving people the content they want.

To be specific, there are three major aspects to consider when it comes to consumer psych. Let’s dive into each one.

Online Consumption

This is the main way businesses can get ahold of their customers, and attract new ones. But although online marketing content is overly saturated, mediocre content is abundant. That means you can always stand out by putting out exceptional content.

The best part about it is that it can help push consumers through the sales funnel, and you can measure that progress.

Tactics like SEO can make that content searchable, while mobile optimization can make it accessible from just about anywhere, at any time.

But ideally, you want to build credibility above all else. Without it, you’re just another pushy company that’s set on delivering content on some vaguely interesting, but possibly dangerous transaction.

Here are some tips to build up credibility:

  • Always be detailed and original. Provide your original content, in your brand style, but be as informative as possible.

  • Don’t overpack keywords, because otherwise, your copy will sound like it’s written for a robot. Instead, use keywords throughout, in moderation, and make smart use of headers, captions, image names, and links.

  • Always claim authorship, which will then show up in search results. For instance, whenever you show up in search results, there is a page name and link that pops up. That’s you as a search result. Well, under that link, there should be a little section that reads “by ____,” right before a snippet of preview copy. If you have an author for a post, it makes your content seem more reliable, especially if that author has social media links and a well-written profile.

  • Build partnerships with other industry businesses, that way you can capitalize on each other’s credibility and audiences.

  • Don’t cut costs on the people, or person, writing your content. They can’t just be interns, learning the ropes. Ideally, they should be experienced in not only writing, but in business writing. And they should be reliable, so you know your content is both educational and timely.

Color

As it turns out, color plays a pretty important role in consumer psych. It’s been found that the red bar on the top of one of Quick Sprout’s pages accounts for 11% of new leads.

And it’s not even a beautiful bar, it’s just really red, so it stands out. On select websites, it may blend in, or look decent, but for the most part, it’s… an eyesore.

So, what gives?

It stands out, and that commands attention to the text. Which means that after an hour or so of browsing different websites, seeing a red bar is… almost refreshing. It urges attention all over again, even from tired eyes.

Which works, considering people naturally have limited attention spans. There’s only so much information that can bombard us on every website we visit before we start to go numb.

Take a look at the color list, and what they’re known for doing:

  • Pure colors, meaning the true (regular) shade of every primary color. Think basic red, green, blue, and so on. They work with youthful content, anything summer related, energetic, etc.

  • Tints, which are faded versions of colors. Essentially what happens when you take red and mix it with white. It conveys lighter, peaceful tones, which make it a go-to for health, spas, and beauty industries.

  • Shades, which are colors mixed with black, so they look darker. It conveys evil, even danger, which means it works well with pure color or lighter shades. It works in a variety of industries and situations.

Need more detail? Check out the chart below.

Pricing

The third factor is pricing, which should come as no surprise. Pricing can be used as a marketing tactic that can help you boost sales. However, as entrepreneurs, we’re all initially after the marketing trinity: cost, revenue, and profit. That means we all want to cut costs while increasing profits.

But that’s not the whole story. As time goes on, you may find that you should be focusing more on the numbers that compel people to buy more. Forget which numbers pay the bills. Which numbers are so enticing, that it’s surefire?

As an added spin, you should always be featuring the benefits of buying the product. What will audiences get from this purchase? Emphasize that value above all else, including the price.

For instance, say you’re selling a service. You’re a copywriter and you want people to know that if they hire you, they will get…

Time saved, hassle saved, peace of mind gained, high-end content that is both informative and alluring to their target audience, etc.

Instead of leading with a cheap price tag, which people don’t want anyway because they associate low-priced work with low quality, you opt to lead with a list of valuable benefits that promise time saved and projects handled on time.

And that’s valuable. Turns out, most people value the time they can save with products and services that promise to ease your to-do list. That’s more time audiences can spend with their loved ones, making memories.

And that’s more important than the money spent. Unless it’s a high-end product, like a luxury sports car, something people get to equate wealth and self-satisfaction, time will always be a better marketing tactic than pricing.

So, let’s see the tactics you should be implementing when it comes to pricing:

  1. Pricing should never be the focus. The focus should be the benefits gained.

  2. Time saved, and ease of access, is more eye-catching than the pricetag.

  3. Whenever you do list the price tag, keep it simple. Don’t give people too many options, or they become overwhelmed, and don’t buy anything. Keep it simple, 2-3 pricing options.

  4. Comparative pricing doesn’t always work, because it’s all about benefits. Most people rather pay more to get more, rather than settling for a lot less. So, avoid the trap and don’t compare your product to someone else’s. Instead, highlight your product’s unique strengths.

  5. Use smart wording. For instance, 5 for $5 means people will purchase five of the items to get the discount. However, only the really witty customers will realize that the deal is the same as 1 for $1.

  6. The power of 9 is a real thing. Everyone prefers to pay $9.99 instead of $10.00. Is it the same thing? Yes, essentially, but there’s something about that smaller number, by one cent, that makes it more enticing.

  7. Whenever you have a sale, make the new price easy. Don’t go for $5.95, just opt for a whole number, like $6.

Easy Tactics That Work

We’ve covered some very specific aspects of consumer psychology so far. Everything from funnels and colors, to building relationships.

But now it’s time to take a look at the super simple tactics that are well-known for big results. These are steps you can take whenever you feel the need to do something new, without being drastic.

  • Add copy to your website that makes it easy for people to commit before really committing. For instance, maybe there’s a section at the bottom of the landing page that reads “Yes, I’m ready to reprogram my relationship to fitness and nutrition, and get by body into shape for only $50. If I’m not satisfied, I can get a full refund in the next 60 days.”

  • Use the word “when.” Real estate agents use it all the time to get clients to visualize their dream home, rather than the purchase. It’s the equivalent of “When you have a housewarming party, be sure to invite me.”

  • Quiz people and be super selective about customers. It sounds crazy, but it’s about exclusivity. People associate it with something high-quality, and limited, making it that much more valuable. Freelance copywriters will often use this tactic to see what their potential clients’ goals are, and if they are the right niche for them.

  • Using the word “you” makes things highly targeted and personal. It makes people feel like you’re catering specifically to them.

  • Using the word “get” conveys that your brand exists to make your customers’ lives easier. They are getting something from you that they need to solve their problems.

  • Build anticipation with time delays, applications, and hints on social media and emails.

  • Be super picky about your CTAs. Consider things like color, shape, placement, and message. Even one-word changes can change your ROI.

Avoiding Friction

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Finally, it’s time to talk about friction, which is when you unintentionally halter the progress of your sales cycle.

This is almost always caused by subtle website details, like missteps in wording, or layout. Sometimes it’s the lack of detail, which doesn’t do anything to build trust.

Even things like low-quality images, or crowded webpages can cause friction.

Here are some things to keep in mind to minimize friction, and make your sales go smoother:

  • Landing page length should be a happy medium. Too long, and it’s overwhelming. Too short, and it’s too untrustworthy. If you’re unsure about length, try conducting a survey based around two different versions of your page.

  • Avoid using dissonant colors.

  • Too much text leads to walls of text, which don’t draw the eye. And frankly, even if you’re a master wordsmith, no one is going to read all of it.

  • Distracting website menus. You’ve seen them, they are the ones that drop down and then to the side, then down again. Not only is this too much information on one website, it’s also a bit confusing to navigate, leading to friction.

  • Too many fields in forms takes longer to fill out, and will make potential customers evaluate if what you’re selling is even worth the effort.

  • Too many CTAs on your landing page means potential customers don’t know which to complete first. Do they buy the product, sign up for your newsletter, or take your survey? Pick one, and roll with it, but don’t confuse your audience.

  • Here’s a super common problem: copying someone else’s winning marketing strategy. Although it seems smart, and even fool-proof, it’s not. Your company is unique and there’s no other like it, because there’s just no other person like you around. Even two companies doing the exact same thing, appealing to the same audience, are different. And it’s those differences that make copying another marketing strategy a pretty enticing trap. Suddenly, your audience is confused all through your funnel, because something just doesn’t feel right, something doesn’t make sense, it doesn’t feel… cohesive. Or true.

  • Emotional bonds are key. Appealing to people’s emotions will always prove more effective than trying to be logical. Although you should aim to balance both overall, if you’re ever in a position where you need to favor one over the other, opt for emotions.

  • Add product reviews and testimonials to your website. It helps to build trust, and sheds interesting insight on your offerings from other people’s perspectives.

Human to Human

Hopefully by now we’ve solidified how important it is to remember that there is someone on the other end of that screen. It’s easy to get lost in your business to-do’s, your schedules and funnels, but it’s important to retain an element of humanity while conducting business. At the end of the day, it’s about the people. If you can connect, if you can help them, then you can run your business in a way that is both successful, and human.

So which of these tactics do you think you’ll implement? Where could you make the most improvement in your business?

Leave a comment below with your answer, would love to hear some feedback!