Dynamic Copywriting

I just read a free ebook I want to recommend to you on how to use storytelling techniques in ads and other marketing copy.

The ebook, The Greatest Marketing Secrets of the Ages, is by the legendary online marketing guru Yanik Silver.

It is basically a history of direct marketing and advertising writing by some of the historic copywriters in the past. What really jumped out at me was how many of these classic ads were presented in the form of stories. And even those that didn't had a "backstory" that seemed to exist behind the actual copy.

For example, he talks about Max Sackheim, who wrote the classic ad "Do You Make These Mistakes In English?" This ad selling a mail order English grammer course, was so successful that it ran for 40 straight years.

It was basically a story about a man who was embarassed by his poor grammer and this course helped him comport himself with greater dignity and earned him a promotion.

The book also mentions two ads which sold mail order food that were supposedly written in the words of the fisherman and grapefruit grower whose meticulous standards provided their customers with outstanding product.

Then there is the story of Claude Hopkins who turned Van Camp's pork and beans into a money machine. At the time, only 6% of housewives cooked store-bought canned beans. The other 94% cooked their beans at home (it takes about 16 hours to prepare beans, and even then the result is usually crispy beans on top and mushy beans below).

What Hopkins did was to tell the story of the process Van Camp's used to select their beans, how they used soft water in the cooking process, how the skins were made less tough by using lime, and how the steam ovens they used were sealed to keep the flavor in.

This was a story, and it was hugely successful in getting housewives to buy Van Camp's pork and beans.

There are also examples of how storytelling has been used to sell Ethan Allen furniture, overcoats, magazine subscriptions and books.

I should point out that Yanik does use this free ebook as a platform to sell his own products, but that doesn't get in the way of conveying some very useful information.

COPYRIGHT © 2008, Charles Brown
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Larry Bodine, who writes the Law Marketing Blog wrote an interesting piece this week called, Evidence That Yellow Pages Are Trash.

As you probably know, lawyers and law firms are among the most prolific Yellow Page advertisers. Larry mentions that in his local pages, lawyer ads run from page 497 to 538, with little to distinguish themselves other than pictures of gavels and scales of justice.

Sigh. This means I am going to have to get on my lawyer-marketing soapbox again.

As many of you know, I used to be a lawyer and one of my peeves is how poorly lawyers and other professionals market their services.

Frankly I believe this is one of the reasons practicing law is such a high-pressure profession. Poor marketing leads to taking on bad clients with bad cases who leave swaths of stress and frustration in their wake. Many of the cases and clients in a lot of lawyers' files are there simply because they couldn't afford to be selective.

Good marketing enables all professionals to be selective and lets them work with the people they really want to work with.

Back to Larry's article. Larry looked out his window one morning and saw what appeared to be a bag of trash laying in his front yard. When he went out to throw it away, he found it was the local Yellow Pages. His point is that the lawyers who bought expensive ads probably would not have preferred to have it presented as trash in someone's front yard.

I will grant Larry's point that Yellow Pages could be presented much better, but my mind took what he said and went off on its own direction. I believe Yellow Page advertising could be productive for professionals if they were handled better.

Instead of cookie-cutter ads with gavels, scales of justice or pictures of stern looking lawyers, why not use these ads to offer free information kits on different areas of the law?

For example, if I were looking for a lawyer to handle my medical malpractice case, do you think I would be attracted to an ad that listed medical malpractice within a laundry list of other specialties? Or do you think I would gravitate to an ad that offered a free booklet or case study on medical malpractice?

This is the difference between one-step vs. two-step advertising strategies.

Decades of direct response advertising and generations of copywriters have proven that two-step advertising, in which a person merely has to request free information, almost always gets a higher response.

Alternatively, a one-step ad which requires that the person must call a phone number to schedule an appointment, requires much more of a commitment on the person's part, and therefore gets a much lower response.

Two-step advertising requires less of an initial commitment on the part of the potential client, but gives the firm the opportunity to build a list of prospective clients and follow up with these people with subsequent mailings or emails.

These days, the term, Permission Marketing is used interchangeably with "two-step advertising." The ad's sole purpose under this strategy is to gather a list of prospects and follow up with them by offering valuable, free information. Repeated contact with potential clients who have opted onto a list invariably converts more of them into actual clients.

What kind of information can be offered both as the initial inducement to opt in or as follow up material? Problem-solving information pieces like white papers, list articles, FAQs, or case studies all make excellent free info products.

The added benefit with these materials is that they all position the lawyer or other professional as an expert in that area of their practice. They go from someone who just mentioned "medical malpractice" as one of several areas within a laundry list, to someone who is knowledgeable enough to have written material about it.

So, Larry Bodine's point is very well taken that Yellow Page ads may lack a lot in their presentation, but I would urge professionals who do Yellow Page advertising to simply write ads that are intended to build lists of prospective clients.


COPYRIGHT © 2008, Charles Brown
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Let's face the facts. Even if the president doesn't want to use the "R" word, we are already well into a tough economy. That means it is going to be harder for professionals like doctors, lawyers, consultants, accountants and others to attract new clients or get more business from their existing clients.

However there are a few steps professionals can take to still get business coming in the door, regardless of the economy:

1. Create "bait" information pieces like white papers, tip sheets or other booklets that provide valuable, free information for prospective clients.
   
   These bait pieces are soft sell devices like, "8 Ways to Save on Property Taxes," "5 Ways to Avoid Getting Sued," or "How to Keep Your Children Well This Winter."
   
   But a hard sell piece like, "10 Reasons Goode, Hailey and Knight Should Be Your Accounting Firm" is not a good bait piece.
   
   
2. Turn every advertisement into a direct response ad – even Yellow Page or directory ads.
   
   There are two types of advertisements, "awareness" ads and "direct response" ads. Awareness ads just tell prospects that you exist and if they have nothing better to do with their time, to give you a call.
   
   Direct response ads entice readers to take action, such as to call your office or visit your website in order to get your white paper or tip sheet. When you advertise this way, you can actually measure how effective the ad is and make changes along the way.
   
   
3. Build a list. When people respond to your direct respond ads, collect these "opt in" leads to build a list. This concept is called "Permission Marketing" (based on the book by that name written by Seth Godin). This list of people who have requested your free information may become your most valuable resource, so take good care of it.
   
   
4. Make your website a resource for people who are prospective and existing clients. Don't be afraid to give away free information, but create more white papers, tip sheets, checklists, frequently asked questions (FAQs), and case studies about some of your clients success stories.
   
   It may sound counter intuitive to give away free information, but you will find that it pays dividends. It gives visitors a reason to keep coming back to your site and it establishes your credibility as an expert in your field.
   

For those of us who sell our services and knowledge, a tough economy is a time to roll up our sleeves and work smarter. But if you do work smarter, use direct response advertising, build a list and create a website that your prospects view as a resource, you will be rewarded while your competitors tread water.

COPYRIGHT © 2008, Charles Brown

Imagine a friend has set you up on a blind date with a person your friend just raves will be the person of your dreams (can you see disaster coming?), and after much cajoling, you finally agree to meet this “wonderful” person for dinner.

Now imagine this person spends the entire evening talking about himself or herself. About his/her career, hobbies, dog, exploits, travels, etc. On and on this evening goes as you mentally plot the ideal way to murder your now ex-friend.

Unfortunately, most websites, advertisements and company brochures I see take the same approach as this obnoxious date. These ads/websites/marketing materials talk about the company, the product, the service, how long the company has been in business, vain and unsubstantiated claims, pictures of top executives’ smiling faces, or laundry lists of services offered. Blah, blah, blah.

I call this approach to copywriting, “push communication,” because these writers feel compelled to thrust their agendas on the hapless readers. The one glaring difference between culprits of push communication and the obnoxious date, is that it’s hard to gracefully escape the obnoxious date, whereas the reader can flip the page away from a self-centered ad, click away from a boring web site or throw a useless brochure into the trash.

Now let’s contrast this to what I call “pull communication.”

“Pull communication” is dictated by what the reader wants and what interests the reader. The reader’s interests “pull” the dialogue forward. Every word written on an ad, website or marketing materials is written with the intent to solve the reader’s problems or help the reader achieve a goal.

I am reading a very interesting book called, “Your Attention Please” written by Paul B. Brown (no relation to me) and Alison Davis, that talks about this very point. To cure the problem of “me” focused communications, Brown and Davis suggest taking a close look at an industry that does a remarkably good job of writing to address readers’ needs and wants: service magazines.

These magazines, like Better Homes and Gardens, Men’s Health, Money, Self, Family Circle or Prevention, craft every single article to show readers what they want to learn. Articles in these magazines are on topics like how to lose weight, how to raise emotionally secure kids, how to get the most out of a fifteen minute workout, how to grow a flower garden, how to attract the ideal mate, or how to prevent a serious illness.

All these topics are examples of “pull communication,” because the spotlight is on the reader and it is what the reader wants. The reader dictates what is said, not what the writer wants to say.

So if you find your website, advertisements or marketing materials are starting to take on a, “Hello, this is who we are and this is what we do,” character, pick up a stack of magazines and see if they will give you ideas that will improve your “pull communications” skills.

And also, pick up a copy of “Your Attention Please.” It will be money well spent.

COPYRIGHT © 2006, Charles Brown

freelance copywriter, ghost writer, web content writer, white papers

This is the third, final, and perhaps the most important, article in a series on the topic of features vs. benefits. It will deal with the emotional reasons people buy any product or service.

This series was inspired by the many ads, websites and marketing materials I’ve seen recently that seem to offer little or no benefits to the would-be customer. Hints, yes. Vague references to something better, yes. But very, very few strong benefit statements that boldly tell the customer how this product or service will change their lives, solve their problems or open up new opportunities for them.

So now let’s get started on the all-important emotional benefits.

Emotions outsell logic and facts 10 to 1. There’s an old but true saying that goes, “people buy on emotion and justify with logic.” Even for corporate customers, your material must convince a human buyer who makes decisions in part based on how these decisions will further her career or cast her in a bad light with others in the company. Leaving out the emotional element can, and often is, fatal to your efforts.

Emotional benefits go right to the heart (literally) of why people make decisions. Often called “psychological triggers,” these reasons are the needs that operate like software in our brains.

Take, for example, home exercise equipment. The logical benefits behind making such a purchase might be to lose weight, to be healthier or to have more energy. All valid reasons that should be included in your copy if you are selling such a product.

But the emotional benefits might be to look good to members of the opposite sex, to enhance your own confidence, to help your career because you look better, to be accepted by others or to be able to wear certain clothing in the summer. All of these reasons might sound slightly shallow, but they are a part of all our psychological makeup.

According to John Caples in his book, Tested Advertising Methods (Fifth Edition) a partial list of these psychological triggers (which he calls appeals) is:

• Make more money
  
• Save money
  
• Retirement security
  
• Better health now
  
• Health care security
  
• Security in old age
  
• Career advancement
  
• Sex, acceptance by the opposite sex, love or affection
  
• Greed, including all the things that money can buy
  
• Fear of loss, fear of failure or fear of losing
  
• Duty/Honor/Professionalism, which means our altruistic motives of doing what’s right or best for others or simply doing our jobs well, or doing what’s right for our employer or organization
  
• Desire to avoid embarrassment or rejection
  
• Desire for acceptance or popularity(or as Caples puts it, the desire to be one of the “in” group)
  
• Competitiveness (which might include the desire to own a better car than your neighbor)

As you look over this list of psychological triggers (which is by no means a complete list of the emotional reasons people make decisions) you will notice that sometimes different triggers can be used to sell the same product or service.

For example, going back to that corporate buyer mentioned earlier, she might be motivated by her professionalism to do what was right for her company, her desire for career advancement, her fear of hurting her career by making a bad decision (back in the 60s, 70s and 80s a common business proverb advised that no one ever lost their job for choosing IBM), fear of making a bad decision which might turn out to be an embarrassment

With all this said, I’d like to mention a very good method for making all these emotional reasons and psychological triggers very real to the reader of your material. In her bookWeb Copy That Sells, Maria Veloso uses a device she calls the emotional scenario to paint a vivid picture for the reader.

What Veloso’s emotional scenario does is create a story-like scene in which the reader can see and feel the emotional cost of the problem they now face. Then she puts the reader right inside another scene to contrast that problem scene, which show how they could feel if the problems were resolved. This second scene allows the reader to experience the ownership of your product and assumes that the sale has already been made.

It works like this (we’ll go back to using the home exercise equipment mentioned earlier):

It’s 2:00 in the afternoon and you find that you are having to tuck your shirt back in again because your “spare tire” keeps your clothing from fitting right. You’ve been trying to catch the new woman’s eye for weeks now, but you think she doesn’t pay any attention to you because you look out of shape and over weight. On top of all that, you are getting tired and listless and don’t know how you’ll have the energy to make it until the end of the day.

Now imagine it’s just four weeks after buying your new Super Ab Cruncher. Your clothes fit great and you feel more lean and muscular than you have in years. You feel like a bundle of energy and your boss has complimented you twice this week on the productivity level you have been performing at. On top of that, the new woman just asked you out for drinks after work.

Ok that would definitely need more work before I would ever put that on an ad or website, but as rough as it is you still get the idea of to put the reader, as the main character, into an emotional scene.

Remember that your customers and clients are first of all people, not analytical machines. It takes more than facts and logic to persuade any human to make a decision or take action. If your ads, website or marketing materials fail to take into account the emotional nature of the people you are writing to, you will never see the results you are looking for.

freelance copywriter, ghost writer, web content writer, white papers

COPYRIGHT © 2006, Charles Brown

The year after winning the Super Bowl, Vince Lambardi began the next season’s pre season practices with drills on blocking and tackling. In other words, even as world champions, he felt his great Green Bay Packers needed to keep learning and relearning the basics of the game.

In marketing and copywriting, the basics of our game are features and benefits.

Every day I see this need to relearn the basics of features and benefits. Daily I run across full-page magazine ads or web sites that leave me entertained, or even make me think, but do not give me or any other reader a compelling REASON to buy.

I am convinced that tremendous amounts are money are wasted each year by businesses that create advertisements, marketing materials and web content, which fail to give buyers compelling REASONS to buy from these companies.

Not only is money wasted as a result of the poor returns on investments these advertisements et al. generate; the failure to capture new customers and new sales, is likely an even bigger, although unseen, cost to these businesses.

“REASONS” to buy, of course is just another way to say “BENEFITS.” This article is part two of a series on one of the basics of our field, how to distinguish features from benefits. It is an attempt for all of us to go back to drilling on the "blocking and tackling" aspects of our game of marketing and copywriting.

So let's begin:

Why do you and I buy things? Why do we spend our money, whether it is our own money or money spent on behalf of our company, to acquire goods and services?

These questions get to the heart of what distinguishes a real benefit from a mere feature that looks and smells kinda like a benefit. With all that in mind, let’s look at four basics to our game of marketing and copywriting, when it comes to creating reasons and benefits:

1. Change. I once read an over-hyped direct mail piece that began with the words, “This Product Will Change Your Life!” Now I don’t recommend using such extreme hyperbole to start your copy, but sometimes I write a similar statement at the top of my legal pad when I start working on a new copywriting project. My statement reads: ”How Can This Product (or Service) Change Someone’s Life (or business, or whatever)?”
   
   Why would you buy a new luxury car? I presume you already own a car, so your basic transportation needs are already met. You might buy a new Mercedes because you want to change the experience you get when you drive. Or you might buy a hybrid in order to get more fuel efficiency out of a new car.
   
   Why would a company lease new office space? Possibly because changing their office gives them more room or puts them in a better location to gain or service their customers.
   
   
2. Make a Promise. A real benefit is always a promise. If you spend a lot of money on an ad that fails to make a clear, specific promise to your target customers, you are wasting their time and your money.
   
   What do you promise? Re-read step one. What kind of changes or improvements do your target customers want to make? I begin every copywriting project I take on by writing out a list of "I wants" as if I were the customer telling me what kinds of promises would appeal to him or her.
   
   Make your promises target that area between where they are right now and where they want to be.
   
   
3. Offer a Solution. Next, a real benefit is usually a solution to a real problem. Now I tend to go off on tirades when I see the word, “solutions” bandied about like a buzzword. (See my recent article, "Solutions" is Not Just a Buzzword to see what I mean). A real solution is tied to a specific problem.
   
   Most, if not all benefits are actually solutions to an aggravating problem (see another previous article You're Really Just Selling Aspirin).
   
   If you can identify problems your potential clients face, you can craft solutions that help them relieve, escape or avoid the pain caused by those problems.
   
   
4. Opportunity. In the few instances that you are selling a problem that does not solve a problem, it will probably open the door to an opportunity, even if the opportunity is just pleasurable.
   
   When you see an ad for a quaint country inn with a cozy fireplace and a spectacular view of a peaceful lake, that ad is presenting you with the opportunity to spend an enjoyable, romantic weekend.
   
   When you see an ad for a local MBA program that can be taken in the evening, that ad is presenting the opportunity to advance your career. When you see an ad for a charitable organization, that ad is giving you the opportunity to give to a worthy cause. If your ad shows how to help small companies become big companies, you are presenting an opportunity.
   
   All of these opportunities are benefits that must be spelled out clearly in your ad, marketing material, website etc.

Find out what motivates your prospective clients. Chances are their goals and ambitions will either be to solve a problem or seek out an opportunity (or both).

There is no excuse to fill your marketing materials with creative drivel that does not compel a reader to act. Real benefits show readers how to experience a change for the better, make a clear and definite promise, solve a problem or point the way to an opportunity.

Anything else is a waste of your marketing budget.

COPYRIGHT © 2006, Charles Brown

Recently one of the readers of this blog posted a comment about Grant Griffiths, a lawyer in Kansas who has abandoned advertising altogether in favor of writing his blog (thanks Whitney). See the article at Kansas Family & Divorce Lawyer. This is a great article for anyone who sells their knowledge, skill or expertise, because this attorney credits his blog for giving him a number one Google ranking under the keyword, "Kansas family law."

One of the reasons I tend to harp on the flaws I see in law firm advertising in this blog is because I used to practice law. As both a former private practice attorney and a copywriter, I can say that law firms have the worst marketing of any industry or profession I know of.

Whether you are looking at ads placed in the Wall Street Journal by 700 lawyer "blue chip" firms or the Yellow Page ads placed by small main street firms, the ads are almost always dismal. I swear these people wouldn't know a benefit if it came up and bit them on the nose.

And they all follow the same format: "we are a trusted name in admiralty law," "we can get you money if you are hurt in an automobile accident," "we handle cases in elder law, personal injury, corporate law, mergers and aquisitions, DUI defense, etc."

The ads are either empty boasts or laundry lists of the areas of law they practice. (And by the way, you probably won't find the same firm practicing admiralty law, mergers and aquisitions and DUI defense).

So how CAN a law firm market itself effectively without diminishing its professionalism? Easy, write and give out free information pieces.

If you are a lawyer start saving all the memos and briefs you write. Also save your research notes and cases you find interesting as you prepare for court. With few exceptions, these materials can be rewritten for lay audiences and turned into white papers, tip sheets, brochures, articles for your website, or articles you can submit to trade magazines, etc.

You can also start a blog like our friend in Kansas. Write two to three paragraphs a day on your field of practice and in not too many months your site will have a very high number of visitors every day.

Frankly, I would like to see the day when I do at least two-thirds of my copywriting work for law firms. I know from personal experience that it is a wonderful profession when you are working with clients you like and doing the kind of work you believe in. But it is an extremely stressful way to make a living if you have to accept unpleasant clients or take on unpleasant cases just to keep the doors open.

COPYRIGHT © 2006, Charles Brown

Time Warner Cable has just given me an incredible example of how to waste your advertising money, and I'd like to pass this lesson on to you.

Time Warner just recently bought out Comcast here in the Dallas, Texas area. My parents, who are both in there 70s, have been Comcast cable customers for years, and now they find themselves customers of Time Warner.

Naturally, Time Warner has spent massive amounts of advertising money to tell all of the former Comcast customers how great things will be for them now that they are with Time Warner.

Recently my parents asked me to help them set up a high-speed internet connection and I advised them to stick with the same company that provides their cable service. Big mistake.

It is now 8:46 pm and I have been trying to install a high-speed internet connection for my parents for more than 12 hours.

Actually, installing the connection and loading the software has been no problem. What has been a problem, and what has used 172 minutes on my cell phone and 43 attempts (all documented on my cell phone's call log for today) to contact Time Warner's "Customer service department" (boy is that a misnomer) has been my repeated attempts to get the password and log on ID that should have been given to me when I picked up the self installation kit.

Had I been given this information with the kit, I would have had my parents connected at 9am today.

So if you are listening Time Warner, what good does it do you to spend millions on advertising when your actual service contradicts what you say in your ads? Why not spend a portion of that money on hiring additional customer service employees?

To the rest of you, here is the message: Advertising, marketing and PR are wonderful things that can produce wonderful results for promoting your business. But if your callers cannot get through, or when they finally do get through have to wait on hold for 172 minutes before they are cut off, or if they finally reach an employee who is untrained or incompetant (that hasn't happened to me yet today, but I am expecting it), what good has all that advertising done for you?

Now if you will excuse me, I plan to call another internet provider.

(By the way, if someone would like to forward this post to some top executive at Time Warner, maybe they will get the message).

COPYRIGHT © 2006, Charles Brown

A lot of big ads are bloated and ineffective. My theory is that the copywriter wants to say so much that he/she loses focus on how to say it.

Here’s a solution: Stick to writing offers by first writing your ad as if it were a small or classified ad. Then expand later.

My definition of an offer is that it must contain two parts:

1. It must contain a clear action you want your potential customer to take. This action can be: to pick up the telephone and call you, to come into your place of business, to opt into an email subscription list, to visit your website, to clip out a coupon and send it in, or to request a free information product, etc.
   
   
2. The offer must also contain a clear and compelling REASON for the potential customer to take the above action. You do this, of course, with a strong benefit that answers the “what’s in it for me?” question.

The beauty of writing out a small ad, even if you eventually want to write a large ad, is that small ads force you to stick to the basics of your offer. You simply have no room in a small ad to waste words or deviate from the straight line between the benefit and the responsive action.

If I ran a big ad agency, I would start all the new copywriters off by writing nothing but small ads over and over again until they could write them in their sleep. Too often copywriters develop excellent creative skills and learn to balance form with function, but they never really learn to write an offer.

When you write a small ad, start with the action you want your reader to take. If you ever lose sight of what you want the person to do, you ad will wander off course and get lost amidst all your creativity.

Next, write a headline that contains both a strong benefit and a powerful, compelling REASON for someone to take the action you just described.

If you are writing a big ad, start with this small ad format as a way to clarify both your offer and the headline you want to use. Then, as you expand the ad, you can include more benefits that give readers even more of a reason to act. You can also clarify the action you wish them to take.

By writing your big ad as a small ad first, you are literally writing your ad from the inside out. But, if you write it this way, your ad will never lose sight of the offer that lies at the heart of your message.

COPYRIGHT © 2006, Charles Brown

I could call this article, “More Great Moments in Wasteful Advertising,” but I’m saving that one for the future. I’m sure I’ll get another opportunity to use it soon.

On the back cover of the latest Fast Company magazine (the January 2007 issue), is a big, expensive ad from the software company, SAP. They have a picture of an average-looking guy with a headline that says,

“SAP Has Affordable Solutions For Midsize Companies?
This Better Not Be Another Prank By The Guys in Procurement.”

Yes, it is an amusing ad, but it communicates nothing other than the fact that SAP does something or other for midsize companies as well as the big boys.

Well whoopee! If you look really close, there is a quasi benefit that sort of limps onto the ad down at the bottom where the copy reads, “..modular solutions that let you buy only the software you need now…” And then this poor little benefit wannabe limps back off stage never to be seen again.

I’m all for offering solutions, except when you just offer “solutions.” In other words, go ahead and solve actual problems, but don’t throw the word “solutions” around as if it is code for all kinds of wonderful things you can do for me.

“Solutions” (the word) is bandied about in all kinds of ads these days, without specific examples of problems being solved. “Solutions” has become a buzzword meant to replace the hard work of showing problems getting taken care of.

To quote from the classic movie, Cool Hand Luke, “what we have here is failure to communicate.”

Copywriters use the word “solutions” because it sounds nice and because it is a lot less work than narrowing the scope of an ad by specifying certain needs.

But, my offended copywriting colleagues say, “if you narrow the scope of the ad to only those readers who are affected by this particular problem, you exclude all those readers who are not affected by it.

Yep, that’s right. That is the beauty of targeting a niche. Now SAP could solve this problem of excluding some readers (did you notice I just tied the word “solve” to a specific problem?) in one of two ways.

First, they could run a series of ads, each targeting certain audiences by focusing on certain problems and solutions. Chances are these targeted ads will grab those targeted readers much more than the bland generality they are running now.

Second, they could run a single ad with a menu of problems and offer a free booklet to IT managers, CFOs or other managers who identify with one or more of those problems. Now to be fair, the Fast Company ad does mention their website at the very bottom of the ad. It is a lame mention that says, “learn more at sap.com/midsize.”

Directing a reader to your website, before you have aroused her interest, is expecting the customer to do all your work for you. For every one person this ad gets to check out the website, 10,000 will yawn and forget it.

But, by offering a free booklet or guide, and promising tons of benefits which will be contained within its pages, SAP could not only attract much more interest, they could also generate a lot of leads to be followed up on later.

To sum all this up, when you see the word “solutions” used as a buzzword, you are seeing the work of a lazy copywriter or marketer. Benefits are solutions, but always use it as a specific cure for a specific problem.

For all the money SAP surely spent on this ad, they really should be able to do better.

COPYRIGHT © 2006, Charles Brown

As a general rule, you just can’t go wrong making your customer the “star” of your advertisement, web content or sales letter. Another way to put this is to focus on solving your customers’ problems (and I include needs, wants, fears, ambitions, desires, frustrations etc. under the umbrella of “problems”).

But there is an exception to this rule. Many successful ads have told stories in which someone else appears to be the “star.”

These people all had a problem, and all found a solution to that problem. Look back at some of the very powerful ads you’ve read, seen or heard that were first person stories about someone who found relief from a difficult situation.

Or look at those stories that were not in the first person, but had the feel of a case history. Again, the formula is the same. A person, family or business faced a serious problem, which are leading to very painful consequences. But fortunately (just in time) a solution arrived on the scene in the form of a product, company or service, leading to a “happily ever after resolution.”

Now, I would like to suggest that these story-like ads were not exceptions to the rule after all. If these ads are well written, the customer identifies with the person being talked about. His problems are your customer’s problems. His pain is felt by your customer. The serious consequences he faced are consequences you customer might face.

In all these cases, your customer is still the star, albeit by identification. This is why stories are so powerful. If your customer identifies with the person facing this problem, or if your customer has also faced this same problem, the customer sees himself in your ad.

This opens up a lot of ways to approach your ad. If you can present your ad as a story or a case history that your customers can identify with, they will form a connection with the person you portray.

Stories are incredibly powerful selling tools. As long as your customers are the “starts,” even if by identification.

COPYRIGHT © 2006, Charles Brown

Today’s post is about great moments in expensive, wasteful advertising.

I am looking through the November 6-12, 2006 issue of the Fort Worth Business Press for ads that actually give readers reasons to act. As you can imagine, these ads are hard to find.

American Express has a full page ad that does pretty well. It has three benefit statements that say:

“I get a cash rebate of up to 4% on American Express Travel.” I earn company-level award points on all our purchases.” And, “I save automatically with cash rebates from leading suppliers.”

Following these benefits is the headline which reads, “My company is mid-size, but I save big.”

And that’s all. The main feature of the ad is acres and acres of white space with a small blurb at the bottom a picture of the American Express ExtrAA Corporate Card and a Picture of a paper airplane made out of a $100 bill.

I give them credit for actually stating benefits. What a novel idea in big corporate advertising! But the white space? White space never sold anything. Never.

The next wasteful ad is for the law firm of Blaies & Hightower, L.L.P. The only positive thing I can say about this ad is that they only spent money on a half page.

Other than that, it shows three very serious-looking lawyers in expensive suits and six lines of copy that says nothing:

“When the stakes are high, you need more than legal knowledge. … You need the strongest commercial litigation and personal injury trial lawyers on your side. .. Attorneys who lead the courtroom with integrity and honor.”

The sad thing is, someone actually thought these were benefit statements.

Neither ad called for action on the part of a potential customer/client. They gave contact information and that’s all. But that is futile without giving the prospect a REASON to contact them.

Neither ad made a concrete offer. There were no promises of a benefit in exchange for an action from the prospect. The Blaies Camp; Hightower ad was exactly the same as every other law firm ad we’ve ever seen. For all I know, the same serious-looking lawyers appear on all of them. And you just have to love the line, “Attorneys who lead the courtroom with integrity and honor” as a masterpiece of copy that says nothing.

What both these ads need is an injection of direct response techniques. American Express can offer a free guide to corporate financial strategies that would show a corporate officer how to save money on all company expenditures, how to manage day-to-day cash flow and maximize the rebates they offer.

Blaies & Hightower could offer a report, a case study or a white paper on any one of the areas of law the practice. These could contain tips on how to avoid litigation, what new government regulations effect businesses or how to profit from recent trends in the law.

By offering free information products, neither firm would diminish the brand image they are striving for (and actually in my mind, they would stand out in a positive way). But not only that, these white papers, guides or booklets could generate leads and build a list of potential customers/clients for these firms.

The sad truth is both these ads were incredibly wasteful. White space sells nothing and copy that says nothing, sells nothing. Better luck next time guys.

COPYRIGHT © 2006, Charles Brown

Most businesses that use Yellow Page advertising fail to understand that these ads reach a very different audience than ads you see in newspapers or other media.

Other ads must first convince readers that they need a particular product or service before it can convince them to do business with a certain company.

In contrast, Yellow Page readers are already planning to buy. They only need a reason to buy from your business rather than the other guys. But you wouldn’t know this is a different audience by looking at most Yellow Page ads.

Look at the headlines you see splashed all over the books. Let’s say you are looking for an accounting firm to help you plan for and prepare your company’s taxes. The first ad you see says, “Smith and Johnson, Certified Public Accountants. We’ve been in business for 25 years.”

The next ad says, “Williams and Jones, Certified Public Accountants. We all went to Harvard,”

OK, it’s good to have 25 years experience and, all other things being equal, I’m fairly impressed that these guys went to a top university.

But suppose the third headline you read says, “7 Ways to Cut Your Payroll Taxes By 35%.”

Which of these three ads will you read and most likely call on?

Notice that the first two headlines were about the company, not the customer. The third headline gave the reader reasons (benefits) to do business with that firm. This ad focused on the customer’s concerns and questions.

You will never go wrong making the customer the “star” of your ad. Focus on what questions that person is asking when they read through your section of the Yellow Pages (and by the way, any other place you put your ad).

Here are some other headlines that give readers reasons to call you instead of the other guys:

”Important Information For Anyone Who Needs A New C.P.A. Firm”

”Warning! Read This Before You Hire Anyone Else To Prepare Your Taxes”

”10 Things You Must Know When Choosing An Accounting Firm”

The idea behind all these headlines is to stand out from the crowd by giving readers reasons (again, "reasons" is code for "benefits") to choose you. Think like your customers before you place your next ad. Imagine the confusion anyone feels when faced with many choices that all make the same claims.

If you give people reasons to choose you, they very often will.

COPYRIGHT © 2006, Charles Brown

Yesterday I wrote about the differences between advertisements that made a concrete offer vs. those ads that simply attempt to enhance the advertiser’s brand or image. I referred to Zig Ziglar, who describes a salesperson who never attempts to close the deal as a “professional visitor” rather than a “professional salesperson.”

Unfortunately, much of the copy written by many copywriters falls into the “professional visitor” category.

An ad that makes no offer to the reader, makes no call to action, or no inducement to do something, is the written equivalent of a professional visitor. Such ads are simply a waste of lots and lots of money.

So how should a copywriter make an offer? An offer is a benefit tied to an action. The benefit is what you will give the client if they will take a specific action. The action required can be to buy something, but you can also set a lower threshold and simply require that they send in a coupon for a free information product or a free gift that relates in some way to the services you offer.

The problems with brand and image advertising are numerous. First, the most likely response to such an ad is for the reader to put it down and say, “Wow, if I ever need these guys, now I know where they are.” The only way the advertiser is going to get business from this person is if she someday needs that product or service and can some how remember who it was that put out the advertisement she saw months or years ago.

But image ads get even worse. Many of these advertisers imply some vague action to be done by the reader, such as, “contact us if you have any questions.” To this, the reader says, “OK if I ever have any questions, I’ll be sure to give you a call.”

An offer, on the other hand, promises a concrete benefit for a concrete act. “Fill in your email address and you will get a free ebook.” “Call our office and we will send a free booklet.” “Attend our free seminar and we will give you a free meal and teach you how to safely invest for retirement.”

The tragedy of brand and image advertising is that you can do both, make an offer and enhance your image. Look at some of the ads put out by the major financial or brokerage firms. I just recently saw an ad by Morgan Stanley that offered a free analysts’ report on the economic outlook for the next business cycle. Such an ad clearly heightened their image as knowledgeable investment advisors, while also offering a benefit (the free report) in exchange for the reader taking action (sending in the coupon requesting the report).

I can’t think of any business that couldn’t make a similar offer. Not only would such an ad enhance your business’ brand image, you would also gather leads of potential clients and build a database from which you could send out future mailings of interest to that group of people.

Remember, the most profitable advertisers are not “professional visitors,” even on paper. Always be a “professional salesperson” and you will see immediate and significant increases in your profitability.

How long would you keep a highly-paid salesperson on your payroll that never attempted to close any deal? Not for long, I would imagine.

So why do most of you keep running ad after ad that doesn’t attempt to close the deal? For many businesses, their advertising costs far more than any one salesperson. But they do not hold their advertising to the same level of accountability as their salespeople.

Look through your local Yellow Pages. Unless you live in a city that is an oasis of advertising enlightenment, you will hard pressed to find even 1% of the ads that actually make an offer. Same with your local newspaper…no offers. Magazines? No offers there either.

An offer is nothing more than a call to action. A reason for the reader to act now. An offer can be for an information kit, a free sample, a coupon, a buy-one-get-one-free deal, or anything else that prompts the reader to do anything but put the ad down and think, “Well if I ever need those people, now I know where to find them.”

The advertising field is divided into two camps. The Brand and Image Camp, and the Direct Response Camp. Personally, I tend to think of the Brand and Image people as the “We Have More Money Than Intelligence” Camp.

Why would anyone spend money on any ad that does not give the reader a reason to act right now?

Go back to the example of the salesperson who can’t bring himself to even try to close. Zig Zigler calls these people” professional visitors” rather than “professional salespeople.” Brand and Image ads are the “professional visitors” of advertising. They may win awards, but they don’t encourage people to take action.

Just making the switch from Brand and Image advertising to Direct Response advertising, will result in immediate and dramatic increases to your business’ profitability. I guarantee it.

freelance copywriter, ghost writer, white papers, copywriting tips

If you are old like me, you probably remember the Ginsu Knives commercials that came out in the 1970s and changed television advertising forever. They were funny, kitschy and a had a tongue-in-cheek tone that made them fodder for late night comedians.

Some of the phrases from these commercials were quickly adopted as part of our cultural language. Phrases like, “but wait, there’s more,” or “now what would you pay?” were inserted into everyday conversations by average (but not too bright) people.

One of the reasons these knives sold like, well... hotcakes, was the way the sellers kept throwing in more and more add ons for no extra cost.

Every time viewers thought we had seen the entire offer, the announcer would say, “but wait, there’s more.” Then a new freebie was tossed into the package.

Legend has it that the creators of the commercials were looking for an additional kitchen gadget to to add in a premium, and heard about a little gizmo that made decorative peelings out of apple and potato skins. By itself, this little peeler was so inconsequential it would have been very difficult to promote. But as a freebie, it was perfect. It could be visually demonstrated and only cost the sellers about 50 cents.

But the genius of thee commercials was how they introduced the add ons. Instead of just throwing in one new freebie after another, there was a “wrap up” each time a new add on was announced.

The announcer would summarize the entire offer as it stood so far. The voice would go back over each product, the benefits of each product and then the add on products and their benefits. After this, the voice would say, “Now what would you pay?” At this point a few possible prices, which curiously were all higher than the actual price the Ginsu folks were charging, would flash on the screen just to suggest that this was the range the viewer should be thinking of. Then when the actual price was announced as being below those suggested prices (surprise) it made the actual price seem very small.

And then, once the viewer began to assume the offer was complete, the announcer would say, “but wait, there’s more…” and throw in another freebie. The effect of throwing in all these add ons was to make the price seem ridiculously small when compared to the value received.

Now remember that each freebie cost the seller very little, but to the customer, they represented a significant value.

Can you do the same thing with what you sell? What if you threw in a free booklet, a free CD or some other add on that related to your primary offer?

Selling is all about creating a favorable return on investment (ROI) for the buyer. When all your freebies increase the value side of the offer, the price side seems to very small in comparison to what is received.

By the time a viewer had seen all that came with their Ginsu Knives for such a “low” price, they almost felt guilty for taking advantage of these dolts who were offering so much for so little.

Your aim, no matter what you are selling, is to work the ROI by increasing value every chance you can. To do this, you have to come up with your own version of, “but wait, there’s more.”

freelance copywriter, writing web content, copywriting tips, ghost writer

For many businesses, an annual ad in the Yellow Pages or one of its competitors, can be a huge investment. If the ad works well, it can bring a in steady stream of new customers all year long.

But what if your ad just doesn’t pull in as much business as you need? Worse, what if it doesn’t even break even for you? Many businesses depend on the Yellow Pages for most of their sales for the year, so the risk of an underperforming ad is something to be reckoned with.

Here are a few ideas that should help you maximize this investment and generate the highest possible return throughout the year.

1. Test your ad. How do you do this? In the months leading up to the deadline to place your Yellow Page ad, run several small or even classified ads in your local media. Test several headlines, run them against each other to see which one pulls the most. The winner gets to be your standard bearer all year long.
   
   
2. Use your ad to generate leads by offering a free booklet or some other form of free information. Not only will this pull in a better response than your competitors, it will also build a list of interested prospects for you to send out future mailings.
   
   
3. If you go the lead generation route, give your booklet an interesting title, like “31 Ways to Save Money on Car Repairs,” (for the auto repair shop). Or “19 Health Care Tips For Your Child” (for a pediatrician). Be sure this title is prominently displayed on your ad and make it the focus of your ad.
   
   
4. Instead of one large ad that reads like a laundry list of all the services you offer, experiment with several smaller ads offering a single service. Law firms especially put up really boring Yellow Page ads that do little more than list all the specialties they practice. Unless your ad is the biggest, with the brightest colors, and is in the first page of your category, you will have a hard time getting a decent return on your investment for such an ad. But narrowly-targeted smaller ads give you a much better way of catching the eye of a specific group of clients who need a specific service.
   
   
5. Piggy back on the narrowly-targeted smaller ads by offering more free information related to each specialty. Offering free booklets or newsletters positions you as an expert within your specialty.
   
   
6. Now here’s my soapbox.. I have called on too many expensive Yellow Page ads only to be met with incompetent or rude people on the other end of the phone. Train your employees how to answer the phone, to return calls promptly and to have intelligent answers once a caller actually responds to your ad.
   
   
7. Don’t just automatically run the same ad year after year. Your competitors aren’t going to just roll over and play dead. If you run a successful ad this year, you may just find a dozen imitators running very similar ads next year. Find ways to differentiate yourself from the rest of the pack. Don’t claim to be the biggest, the best or the most experienced. None of that matters to your potential clients. Don’t try to fight it out among the other big fist in the pond, find your own pond and be the only fish in it.
   
   
8. Write your ad to solve a really vexing problem your reader may be having. To use the law firm ads as an example again, if you specialize in juvenile criminal law, target your ad to the worried parent who has a child in trouble. Make your information piece about “what to do if your teenager is in trouble with the law.” People pick up the Yellow Pages because they have a problem. And they will call the ad that best demonstrates the ability to solve that problem.
   
   
9. Be a specialist. Specialists make more money than generalists. So, if you can, let your ad show your specialty. But a category is not a specialist. (Using lawyers again) if you specialize in white-collar criminal law, don’t just say you practice criminal law. If you specialize in personal injury involving a reckless commercial vehicle, don’t just say personal injury. If you specialize in contract negotiations, don’t just say you practice business law.
   
   
10. Your headline is the most important part of your ad. So don’t just run with the first thing that comes to mind. At the risk of repeating myself, test your headlines. Put your strongest benefit front and center in your headline. Address a problem in your headline. Make a promise in your headline. Headlines are too important to leave to chance. After all, do you want to live a whole year with a mistake?

Don't put up your ad blindly. Too many businesses put no thought into their ad, and then have to live with the results for an entire year.
freelance copywriter, writing web content, copywriting tips

COPYRIGHT(C)2006, Charles Brown. All rights reserved.

Inch for inch, a small ad just might be the best advertising deal around. If done right, a small space or classified ad can bring you profits far exceeding what a larger often produces. Here are some ideas to get more bang for your buck with small ads:

1. Use small ads to test headlines and other key elements before you pay for a larger ad. Headlines are funny things, you really never know which one will take off and be your best money maker. Instead, you have to let the people who read your ad “vote” for the headline that appeals to them the most with how they respond. So it makes a lot more sense to test headlines on small ads before you spend money on a larger ad.
   
   
2. Use small ads to generate leads. Offer a free booklet or some other free information product in your small ad. When the reader gets your information, make sure it contains far more useful information than sales message. But even then you will have much more space to sell than in a full space ad in a publication.
   
   
3. Of course you should also make use of the leads generated by your small ad. Send these people follow up information. This way, your single small ad enables you to recontact the same interested people over and over again.
   
   
4. Instead of using a single, large ad to tell about your wide list of services or products, use several small ads to target each niche you cover. For example, the Yellow Page ads of many law firms are little more than laundry lists of the services they provide. A more effective campaign might be to target each specialty with a single small ad. Take this one step further, and the law firms might offer different free information products or white papers on each small ad targeting each specialty.
   
   
5. Speaking of Yellow Page ads, many businesses make the expensive mistake of putting up a year-long ad without testing. Since the Yellow Pages only come out once a year, it is not feasible to test the ad there. But you can run several small ads in local publications to see which one is most effective and choose the winner as your year-long Yellow Page ad. Running an untested Yellow Page ad is one mistake that can cost you not only in a poor return on investment, it also causes you to go a whole year with a lower sales than you might otherwise have been able to realize.
   
   
6. If your product has multiple uses or benefits, highlight each use or benefit in separate ads. Don’t count on readers wading through a long list text to get to the single benefit that appeals to them.
   
   
7. Test, test and then test again. Small ads give you a cost-effective way to compare many different ideas to see which ones pull in the highest response from readers.
   
   
8. Effective headlines for small ads can be shorter and punchier than larger ads. Try to compress as much meaning as possible in five words or less. Here are some headlines that have worked very well on small ads:
   $500 a Week
   
   15 Minutes a Day
   
   Free 48 Page Booklet
   
   Anyone Can Learn
   
   Fun-Packed
   
   No Obligation
   
   Money Back If Not Delighted
   
   Send No Money
   
   Mrs. E.C. Made $65
   
   Learn In 6 Weeks
   
   (reprinted from Tested Advertising Methods, 5th Edition, by John Caples)
   
   
9. If you are using the small ad to generate leads offering free information, give your booklet or information product a good title and experiment with using that title as your headline (but test, test, test). For example, “101 Ways To Help Your Child Get Better Grades,” or “33 Ways To Unlock The Hidden Job Market.”
   

It is hard to imagine any marketing plan that cannot be made better with the smart use of small ads. They are cost effective, allow you to more precisely target your intended audience and …..can be tested.

freelance copywriter, writing web content, copywriting tips

COPYRIGHT(C)2006, Charles Brown. All rights reserved.

Just when I had all but given up on lawyers’ advertising, along comes one attorney who really knows how to get it right.

As a former attorney –turned freelance copywriter, I have always paid special attention to how law firms market themselves. And, with very few exceptions, how badly they do so.

But yesterday, when I opened up a copy of the Fort Worth Business Press, an insert fell out that caught my eye. It was a 5 ½ x 8 ½ postcard written by Clark R. Cowley, who practices intellectual property law for the law firm of Whitaker, Chalk, Swindler & Sawyer, L.L.P. (Whitaker Chalk) in Fort Worth, Texas.

What is so refreshingly unique about Mr. Cowley’s postcard/insert, is that instead of it making a list of claims to be the best, biggest or most experienced (which is what most law firm advertisements do) he actually demonstrates his expertise and knowledge by providing the reader with free information.

The back of the card is sort of a mini-white paper on the topic of legal remedies to Cybersquatting. “Cybersquatting” is the bad faith registration of Internet domain names identical or confusingly similar to another company’s trademark or business name. According to Cowley, “the cybersquatter’s motive is often to hold the domain name hostage in hopes of selling it to the rightful party, or to post unflattering, obscene or scandalous material on that site to diminish the rightful party’s business reputation.”

Cowley then briefly lists four legislative acts or regulations under which the party can seek a legal remedy.

The whole card is brief, demonstrates Mr. Cowley's knowledge and expertise, conveys an image of professionalism, is completely free of puffery, and leaves the reader wanting to learn more.

And what is even more encouraging is this card is one of a series that Whitaker Chalk puts out called “brief legal seminars.”

In a recent article called Freelance Copywriter Secrets: Can White Papers and Image Ads Get Along?, I wrote about how deplorable typical law firm advertising is.

On one hand, you have the ads from personal injury lawyers who want to help you get more money from an insurance company if you’ve been injured in an accident (here in Texas, we have one guy who calls himself the “The Texas Hammer,” need I say more?). On the other extreme, are the ads from firms who are so concerned about maintaining a highly professional image, that their ads literally say nothing at all.

If the other “Brief Legal Seminars” are as well crafted as this one is, I think we can assume Whitaker Chalk is on the right track.

Could this ad be improved? Yes, I would first urge this firm to write a series of full white papers on these same topics, and offer them free to any legitimate inquirer.

In this way, they have a second opportunity to demonstrate their expertise. But even more important, they can build up an opt-in list of people and companies who are interested in these topics.

White papers give a strong boost to any business’ image of professionalism, knowledge and expertise. But they are more than learned discourses on a certain subject. They are also powerful marketing pieces that give the reader compelling reasons to do business with the author.

Michael Stelzner, in his book, Writing White Papers, calls white papers a cross between a magazine article, with its ability to make a technical issue understandable to the non-professional; and a brochure, with a convincing sales message.

Unfortunately, Whitaker Chalk has missed their opportunity to compile a list of opt-in subscribers who want more information. Creating such a list would become enormously valuable as a source of new, qualified clients. As Seth Godin, in his book Permission Marketing points out, these are people who have “raised their hand” to indicate they want to receive this sort of information. An opt-in list also builds loyalty among the subscribers even before they become clients.

But all in all, I would have to rate this little card from Whitaker Chalk as one of the best law firm advertisements I have seen in a very long, long time.

P.S. To any law firms needing someone to write compelling white papers: There are very few copywriters who also have a background as an attorney. If you need a writer who brings both fields of expertise to the table, please call me today at the contact information listed above. Charles Brown

freelance copywriter, white paper writer, writing web content, copywriting tips

I read a major magazine from cover to cover the other day, looking at the advertisements. These are ads that cost the companies thousands of dollars to run, but throughout my reading I kept thinking, “where are the benefits?”

When I reached the end, I realized that less than 10% of the ads were benefit oriented. And yet, if you were to ask the copywriters who wrote these ads, each of them could give you a lengthy lecture on how important strong benefit statements are to writing good copy.

The problem is that many of us think we are writing about benefits, but we are writing only near misses. We use words that take the place of benefits and mistake them for the benefits themselves. But here are 7 ways that can help you (and me) write stronger benefits statements:

1. Don’t write a single sentence of your copy until you first write out an entire page full of benefits. If your product or service is relatively complex, your benefits list may run into several pages. This exercise alone cuts through our natural tendency to write only superficial benefit statements. By the time you get past the first 10 or so, your benefits will start becoming stronger and stronger.
   
   
2. As you write your list, think about your product as either a solution or an opportunity. What kind of pain will this widget take away? What new opportunities will it open up?
   
   
3. Get past the tendency to write about features, but think you are describing the benefits. This happens when we are so close to the product or service that your mind translates a feature into the benefit it was designed to bring about. For example, to a car industry insider, anti-lock braking systems mean safety. But to everyone else, that leap in imaginiation takes additional explanation. Fix this by imagining your customer is in the same room with you and tag each statement with a sentence like, “and what this means to you, is ……”
   
   
4. Approach your product or service from the point of view of your targeted customer. Write out a long list (fill up several pages, again) with sentences that begin with, “this is for the person (or organization) who wants ______ . Looking at your product from the perspective of what the customer wants, opens up more and more insights that you can easily turn into benefit statements.
   
   
5. Take the benefit statements you’ve already written and go one or more levels deeper. Let’s take the auto braking system again. Now your want sentence my be, “for the person who wants confidence while driving in bad weather.” Or, “for the person who wants to avoid accidents caused by the unexpected mistakes of other drivers or pedestrians.”
   
   
6. Don’t forget to write emotional benefits. Sometimes we think only of the practical types of benefits, but certain emotions and feelings can be just as important to the customer as the “what it will do for me” practical ones. In your list of sentences describing “for the person who wants _____,” be sure to include feelings this person wants to feel. Continuing with the brake example, “this is for the car owner who wants to feel secure when his teenage daughter is driving alone on a stormy night,” includes the kinds of feelings that are true benefits for potential customers.
   
   
7. A good benefit statement can sometimes be a negative. Often the things a person doesn’t want or wants to avoid are just as persuasive as those that are stated in the positive. Don’t forget to include benefit statements that clearly define what a person does not want in your list of benefits.
   

Benefit statements are the building blocks of all the work a freelance writer does. The people who read our ads, web content or direct mail pieces are only interested in what your product or service will do for them. When your benefits ring true to them, you are speaking their language.