Sales Copywriting: Tips to Sell Your Prospects in Your Copy

Sales Copywriting: Tips to Sell Your Prospects in Your Copy:

Effective web copy can be as good (and sometimes better) as a great salesperson. It can be highly effective and once it’s up on your website, it’ll work tirelessly for you. Your web copy never takes vacations, doesn’t call in sick, and you don’t have to pay it a salary or commission rate. Great online copywriting can do a lot of great things for your business, including helping to bring traffic to your website. Read on for some tips to help you get great sales copy that can help you use your website as a sales generation machine.

Make it Easily Digestible

Make sure the copywriting is presented in a format that is easily digestible. This means that instead of writing one long block of content, write short paragraphs will bullet points, subheadings, and use an easy to read font with things such as highlighting, italics, colored text, and bolding for emphasis.(Just don’t overdo it or it’ll be an eyesore!) If you make the copy easy to skim and people can see that great things are ahead, this boosts the chances that they’ll keep reading.

Ease Their Minds

Web surfers have been taught to be skeptical. No one wants to feel like they’re getting pitched by a shady salesperson. It’s important to demonstrate that you’re not trying to scam anyone. Testimonials can do wonders. Offer proof of your professionalism.

Demonstrate Value

Will your product or service save time, save money, make money, or make someone’s life better? As your reader reads they’ll wonder, “What’s in it for me?”

Demonstrate benefits to them throughout your sales copy.

Proactively Anticipate and Overcome Sales Objections

Overcome objections. You won’t have a salesperson to help read body language of the prospect and then deliver the right answer to that objection so your copy will need to be carefully constructed.

You’ll need to anticipate the top potential objections (I can’t afford it, I don’t know if I can trust this company, I need to think about it, and so on…). Internet copywriting needs to provide information that puts the reader’s mind by answering their concerns.

Don’t Lull them to Sleep

It’s often unwise to wait until the end to put the “buy now” button in, especially if you’re using long form sales copy. Some people want that long copy that can walk them slowly through the sales process and others make decisions much sooner. There are many websites out there that use 5000+ word long sales letters and wait until the end to offer the reader the chance to buy. You might have convinced the reader to buy before they got to the bottom but if your sales copy put them to sleep before they found the end of it you’ll probably lose the order.

Be sure to offer a “buy now” option part way through the copy (above the fold is good). Many expert copywriters purposely write a short form and long form sales letter in the same copy so that they don’t lose those that were ready to convert into a sale after the first few paragraphs and so that they can carefully convert a wary or indecisive reader who isn’t ready after a few paragraphs to make a decision.

Create Urgency

If you offer a sale or limited time offer you’ve got a better chance of converting a reader into a buyer.

Analyze Results

Do some split testing on your sales copy so you can try a few techniques and see which gets better conversion rates. You might want to test out a few headlines and a few different writing styles, for instance. This can help you, over time, to get to know great techniques that appeal to your target demographic. And if you cater to more than one market or are running Google pay per click campaigns, having several landing pages to test out is highly effective.

Capture Their Contact Info

No matter how tight your site’s sales copy is, some buyers just need to think about it. If you don’t capture their contact information, you run the risk of them forgetting about you. Don’t add anyone to a mailing list without their permission but consider adding a contact or opt-in form to your page with an enticing offer (such as a freebie or other valuable item) that will help convince readers to opt in.

Now you’ve got a sales lead that could translate to profit.