| |
| |
|
Copywriting Information |
|
|
|
Some Important Tips On Proposals And Price
Here's a critically important copywriting technique I use when writing sales letters and proposals for our own direct marketing services and for our clients. It's all about "price". I see it all the time. And perhaps you do too. Letters and proposals that bury the price at the very end of the document. By explaining all the benefits in the first few pages and then leaving the price for last, people believe that buyers will be pleasantly surprised when they see how much it will cost. In actual fact, it doesn't work that way. Think about it. What do you do as a buyer? I know I flick through the document until I find the price. Then, if it's more than I want to pay, I put the document away, never to be seen again. I don't bother going back and reading from the beginning. Instead, what well written proposals do is tell the person up-front, how much something will cost. That way the reader doesn't need to go digging. They see how much it is, have an instant reaction to the amount and THEN ... if it's more expensive than they thought, they'll keep reading through the document to look for ways to justify the price in their own mind. Why is it more expensive? What special results does it achieve? What claims do they have to back up the price? I've tested it many dozens of times in our own campaigns and proposals, and with clients. Every single time we test it, putting the price up front wins "hands down". Here are two more tips on price ... 1. Never say "price" or "cost" in your document. Instead, use the word "investment". It may sound like a little thing but it has a major psychological effect on your reader. The word "cost" makes the reader feel like it is an expense they need to shell out for. Conversely, the word "investment" makes them feel like it is an investment that will give them a considerable pay back. 2. Never say "Your investment in the xyz widget is $1235". Instead say, "Your investment in the xyz widget is $1235 which includes 14 refills (valued at $xxx), a lifetime replacement guarantee, free lifetime technical support etc. etc." See what we've done here. By ending a sentence with the price, you give them time to pause and reflect on the monetary amount. Instead, by mentioning the price, then in the same breath giving a brief snapshot of what it includes, your reader instantly makes an association between the price and the return they will have on their investment. In other words, the buyer makes a purchasing decision based on value for money and NOT on the actual cost. Makes sense, doesn't it! About The Author Kris Mills of Words that Sell is a seasoned copywriting professional and author of "How to Create a Sales Explosion With Every Ad and Letter You Write". More information on this popular guide can be found at http://www.synergie.com.au/explosion.htm or check out more of Kris' many copywriting articles at www.advicegalore.com.
MORE RESOURCES:
Copywriting - Google News |
|
|
|
RELATED ARTICLES
How To Be Creative Network marketing is an art as much as it is an applied science. To take a blank sheet of paper or canvas and draw or paint an interesting picture, you've got to have an imagination and creativity. Cause and Effect "Shallow men believe in luck. Strong men believe in cause and effect. How To Write Direct Mail That Really, Really Works! So, you have something you want to sell. It may be a product, a service, or a cause. Long Copy vs. Short Copy? If You're Still Debating This, You're Missing The Point! I've seen this ongoing debate debate jump up again recently in several Blogs and message boards and I can't help but laugh. It's not a new debate? Ever since the long copy masters of the early 1900's, people have been arguing for or against the practice. Subtle Emotion - The Key To Copy That Works Say the word "emotion" to a man, and he'll immediately jump out of his seat and run from the room! Utter the word "emotion" to a woman, and she begins to conjure up thoughts of romantic, long talks centered around feelings. However, speak the word "emotion" to a copywriter and s/he should see dollar signs. How To Take Your Freelance Writing Chances Your initial freelance writing assignments are the best way to present yourself to your client for repeated work. If you provide for them a good product, at a good price, they are likely to come back time and time again. 42 Deadly Ad Copy Sins That Ive Made I have read thousands of ad copies online and offline over my lifetime. I have read excellent ad copies that made me buy right away and some that may have had a decent product, but had a poor ad copy that turned me away. Getting Paid for Your Articles If you've been writing web articles to help promote your business, you may also wonder if you can write articles and get paid for it. What type of articles will land you some extra cash, and what control do you have over the resubmission of your content once you hand it over to the editors?Type 1. The Lost Art Of Fundamental Copywriting What ever happened to good old fashion, fundamental copywriting? Has anyone seen AIDA? I mean, before you can run, you first have to learn how to walk, right? Yet, I see it over and over again. Marketers who can't even write a simple headline are trying to "hypnotize" readers with "psychological copywriting," because that's what a few of today's copywriting experts are telling them they should do!I'll let you in on a little secret. How To Find A Copywriting School Have you heard the good things about the field of copywriting? If you have, then you know that a qualified copywriter is an invaluable asset to those looking for them. Becoming this asset means going to a copywriting school. Bullshit Avoid the use of the word Bullshit It is important in this new paradigm of political correctness to tone down the language a bit. In this present period if you use such words like Bullshit, even when you are describing something that definitely is complete and total BS; it makes you look just as bad as what ever you are describing. Writing Benefit-Driven Web Copy - 4 Steps to More Sales You've identified the benefits you offer your customers, but how do you turn a list of benefits into engaging web copy which converts visitors into customers?Recently I wrote an article explaining how to identify the benefits you offer your customers (http://www.divinewrite. 8 Tips for Writing Headlines that Grab Attention (and Keep Prospects Reading!) Effective headlines make all the difference in whether your prospect reads your marketing materials or simply tosses them to the side. You don't even have a chance for a sale if the audience won't read what you write. Five Keys To Leaner and Meaner Copywriting Grab 'em and don't lose 'em. Every marketer knows that one. A Copywriting Lesson from Dr. Seuss Looking for inspiration for your next marketing communication? Try the children's bookshelf.Dr. Want a Sticky Site That Sells? Forget Content! An interesting debate is currently raging among copywriters, web designers and content developers about the differences, if any, between writing copy for the web versus writing content.According to prolific copywriter Nick Usborne of ClickZ. Website Promotion: 10 Secret Motivational Triggers That Make People Buy Unless you know the secret motivational secrets that make people buy, your efforts in website promotion may not be fruitful.Here are some website promotion triggers to help you:1. Four Simple Steps to Improve Your Sales Copy You know what it's like, you're reading the sales material about a product you're considering buying, but, as you read, all these questions seem to pop into your mind, but there's no-one there to answer them, so you shelve your plans to purchase.If it happens to you, you can guarantee it also happens to your customers when they read your sales copy. Stop Chasing Away Customers! Bad Copy is Your Worst Enemy Every day, more and more of us begin new online business ventures, hoping to make a better living or just a little extra on the side. And every day, more and more of us fail. Yale University Researchers Reveal The 12 Most Powerful Words In The Human Language... In this article, I am going to reveal a dozen words, which could change your life. Why? Because Yale University researches have identified the 12 most powerful words in the human language? proven to attract attention and stir emotion within their readers.
|
| home | site map |
| © 2006 |
