**It** doesn’t really matter to the buyer.
1. The buyer is not here to measure the length of the sales page
2. The buyer is not here to count the number of words
3. The buyer is not here to admire the beauty of your design. If the design is fab, they’ll definitely admire it. But the sole purpose on the page is to **know** the product.
Your potential buyers are here to see if they’re:
2. Is it worth the money – even if it’s a tripwire product
3. Who’s the creator? Is the creator credible?
4. What kind of results have past buyers seen?
5. What am I really getting if I buy this product today?
6. What will I lose if I don’t buy this product today?
7. What can I do with this product? The ROI?
8. What big worry can this product get rid of for me?
9. How much time can I save per week if I use this product?
What should you keep in mind before writing a Sales Page
2. What’s their biggest worry right now? What are their current roadblocks?
3. How are they looking at solving this?
4. List of product features + benefits
5. Prove your authority and credibility as the product creator
6. List of Frequently Asked Questions so that you don’t leave them frazzled at any point
7. Ample social proof to back up your claims and offer
8. What’s the purpose behind the purchase of a product like this?
9. Address the possible objections to buying this product
10. How can I speed up conversions and maximize sales?
#Elementor decided to inject my feed with their ads.
So I decided to tear down their sales page into Conversion Copy.
The biggest dilemma before writing a sales page is:
Should you start your sales page with benefits over features?
You don’t have to force benefits out of the page when the benefits don’t want to come.
What does that mean?
Look at the Elementor sales page screenshot below.
It looks like they were hell-bent on leading with benefits and in the process, the message sounds blah..
Alternatively, fluff-free positioning and features list looks like this, in that order:
- Build the page of your choice with the form builder
- Choose from a variety of well-designed, visually appealing testimonial carousels instead of the same old monotonous templates.
- Built-in pop-up forms so that you have everything hosted on one integrated platform instead of scattered forms and pages.
- Countdown timer to catalyze conversions.
- Capture real social proof to boost your credibility with the Star Rating Widget.
Go over these options and compare it to the copy in the screenshot.
What’s the difference?
- Copy Positioning in the screenshot is so weak and bleak that you CAN fall asleep reading it
- The tone and voice in the screenshot is plain blah. There’s ZERO personality. It doesn’t even sound like everyone else. It sounds unsure and shallow which is worse than sounding like everyone else.
- The copy sounds desperate. It’s trying so hard to be clever by using phrases like “Make it count” — what does that even mean?
The point is — to state the facts and speak the truth straight instead of mincing your words.
So every time you sit down to write sales page copy, do this one thing:
- Try and make sense out of it
Go apply the above DON’Ts to make your copy pop out and shine.
And if you need help with copy audits, reach out to me at email@example.com
Because you’re undecided in your head.
You don’t know how to value your services.
You don’t know how to evaluate the value of what you do.
You don’t know the impact you’re creating with your work.
If you can articulate the impact, they’ll never question your price.
If a price objection comes up and you dilly your way by matching up the price to the time you’re spending, the creativity you’re using or years of experience you’re carrying — it doesn’t cut it!
Because what’s your client gonna do with your experience? Creativity? Time spend?
How’s it beneficial for them?
Noo – it isn’t!
Show them what’s of value.
Show them WHY they should hire you instead of your competitor sitting in the adjacent browser tab.
Because your creativity, experience, and time is NOT a measure of the outcomes they’re expecting.
The same shit applies to online sales as well.
Your copy should just CONVERT – by stating the VALUE your work brings to the table.
Not the hours you’re pouring into the project.
And if you’re finding it hard to articulate the value of the work you do, I help you do just that.
Premature positioning without translatable proof crashes your credibility.
The job of a value proposition is to gravitate your prospects towards your business.
Humans are constantly looking to benefit. Use this behavior to your advantage.
Let’s look at the value propositions of various websites and audit the copy for conversions.
Stop defining your company with a weak adjective
The above value prop is – braggy.
Also, I had never heard of Cypher learning until now. Adjectives like best, world-class, and high-quality mean nothing.
High-quality just means high-quality. There’s no other way to say it or measure it. Because the one thing that defines this word is “quality” which is subjective.
That is why your value proposition should never depend on adjectives to define it.
Adjectives can never communicate the real value your business offers. Behead the adjectives out of your value prop and focus on bringing the outcomes to the forefront.
Why your value prop is not your USP
Few days back, Peep Laja, the founder of ConversionXL tweeted how the concept of USP is obsolete and I agree with him.
Because in 2020, it’s impossible to be running an extremely unique business.
Especially, if you’re in a SaaS market – you know how crowded this industry is. So describing your brand as unique in 2020 is definitely not a good idea.
What the absence of a value proposition does
My first thought goes – how do you make your results colorful? Colorful pie chart? Colored graphs? Rainbow data?
I feel confused and I start wondering about what the product actually is.
Unfortunately, it’s a web development company.
Solution: They could have actually spoken about the approach they mention in the CTA and position their brand with a clarified message.
Why it’s important to state the biggest benefit – FIRST
Nobody actually needs more data in this data-saturated world.
So saying “Need more data” in one of the headings is not only useless, but also intimidating.
And having data is not a benefit. It’s actually a liability to deal with if you don’t know how to tackle the data overflow problem every company faces today.
So if you’re a company offering a solution to analyze, organize, optimize and monetize your data, you should as well state this fact in your value prop and lead with it to bring in conversions.
Otherwise, you confuse your readers. And confused readers get off the wagon ASAP.
Lesson: Lead your value prop with your biggest benefit
Keep your first screen clean
Again, here’s another value prop starting with an adjective. We know what the problem is. So let’s talk about the UX here.
The goal of a business website is to make your reader’s job easy.
You start with clean websites. The screenshot of a login portal to the left is confusing and meaningless. It doesn’t add any value in to the message.
The objective of your message is to take your reader from one awareness stage to a deeper, better understanding of your brand.
When you add screenshots like these, that make the reader think hard, they panic and quit the page.
Conclusion: The reader cannot grasp what this company is about until they read the tiny text that uses two keywords (AI and data analytics) in an unnatural sentence.
Solution: A hero section with no image is better than having a confusing, deviating image with an unclear value proposition.
Avoid writing unprofitable value propositions
It’s narcissistic to state your own name in the value prop.
Instead, take this opportunity and use your online real estate to own your message, connect with your audience and bring them closer to your brand.
3 simple ways to make your brand more approachable
- Write an engaging value prop with a call to action with an immediate value add like in the below example. Appsumo doesn’t waste a second in adding value to their audience.
- Connect with the ideals of your audience. Connect with a belief your audience stands for. Meetup does this so well! Their value prop says – “The real world is calling”, which connects with us on so many levels because we’re all fighting this digital age and screen toxicity. We’re all striving to make our lives a little bit more outdoor-ish. The gist is – to find out how you can match with your audience’s mindset and convey that.
- State your why loud and clear just like 450GSM. They’re not afraid to break the rules. The moment you land on the homepage, it’s clear where you have come. No clever tactics, no desperate messaging to sound badass – only clear messaging.
Action steps to writing a clear value proposition
- Avoid adjectives – because adjectives repel clarity and are subjective
- Highlight the biggest benefit
- Use social proof to write your value proposition if you can
- Connect with the values and beliefs of your audience
- Connect with your reader’s mindset and intent
- Clean UX around your value prop means higher conversions
- Stop trying to be unique and focus on being useful to your readers
Any questions? Ask me in the comments.
Is maintaining your business blog becoming a terrifying nightmare?
You know what the internet world calls a business owner with a stale blog? Non-existent 🙁
You have seen wrong writers, littered content calendar, that pressurizingly blinking cursor, the content marketing gurus who force you to take care of alt tags, meta descriptions and other robotic parameters you don’t understand and you think it is better to let it go?
Take a seat. I’ll be your blog-therapist for today. And in the end, I’ll leave you feeling good + a cheeky grin guaranteed!
You are tired of deception from the so-called “helpers”. You download all the free content creation calendars that promise you to take away your blogging woes.
But then, you end up staring at a blank worksheet that asks you the exact same questions … you have been digging the mud for??
And you graze your face exactly like that witch from a horror movie…That’s okay, swallow your snot. There is something more horrifying than this….that blank screen…it feels like your voice is being throttled. But sometimes, you go on a rampage and type out that entire paragraph like a solo engine taking test rounds around the station…and then when you read it, you press the backspace until you go back in time…to an intimidating-blinking cursor. Story repeats, yeah?
So, you make up your mind and you try to hire a “writer”…but, you end up scrapping all the work you were DELIVERED. You look at the chunks of kooky words that hang like your most ill-fitting garment catching dust. When you hit the sack, you are having nightmares where your prospects are barfing on your website. Eiks!
Forget all of this.
One fine day, you recover from all of this drama because it was a Sunday morning! You’ve had a fantastic week and now that you have an interesting incident to share with your audience, you decide to blog on your website. You grab your mug of fresh green juice and sit in the sun with your biz machine aka your laptop. All was good until you fall back trying to avoid the glaring sun … having no clue where to start, build context or structure your writing. Agghh, too much work! And you quit, right?
Or maybe you wrote it off that evening and then 11 months have gone by, your blog dons that stale blog.
If this is your story, there is help coming soon.
Look boss, I agree, you have challenges! You wanna go smash those sales figures, rock those goal-sy meetings, attend networking events, figure out the perfect funnel, grow your email list, hunt for the tech wizards who can set things up for you, go live on that podcast and the list never ends. You have A LOT on your plate!
But, are you putting your blog on the back seat because your time is TAKEN up?
Psst…aren’t you making a mistake big gun?
Tossing your blogging plan backward means you’re chapping up your business plan. Wanna know why? Here are 7 reasons (out of 119 reasons btw) to keep your blog active.
Blogging cuts down your sales time by 50%
Your blog is the place where your prospects get to know you, learn about your personality and identify your voice. It is where you show them who you are, instead of telling them what it is about you that they should know to buy from you. I mean, that’s what you do in a sales call, right?
By reading one piece of writing on your blog, your prospect has a registered impression about you. Now, it is up to you to build the tempo from here. A job well begun is half done? Obviously! You are already half your way through in winning that prospect. So, go blog darling!
Blogging gives you fodder to feed your social media profiles
You cannot go live 14 times a week to share your thoughts on social media. But, you can have blogs written to let the world (your customers) know, what your opinion on an issue is.
Now, why do you want to lose a stream of high-quality traffic just because you lack a blog?
Why do you want to send back those interested prospects to your competitors?
I repeat, why leave money on that frickin’ table?
Blogging makes you that money-making list
How else do you want to grow your email list? Yeah, you can tell me we have chatbots. But you know what? The chatbot is a vulnerable media. One click and poof, your messages are muted. You wanna talk to deaf ears? Nah…
I’d love to know if you have another method to grow your list (I am curious)
So, listen to me, get your blog up and going. Because honey, in that list is your money!
Nurture your authority. Earn respect as an expert
Imagine you are an authority figure or an influencer in your industry. If I meet you downtown and won’t stop admiring you and your work, how’d you feel? Mind=Blown!
That’s why, grow your authority. And this is a no-brainer. Come on, you are an expert already, and that’s why you are running a business. IT’s not just about someone admiring you. It’s the recognition that fetches you reputation. Your reputation is everything when you’re in business.
I’ll show you 5 easy ways to build authority…right here, right now
- Recommend products you use (clink clink..already making money from affiliate marketing? Nice uh!)
- Give your audience helpful tips that they can ACT upon (they’ll thank you forever and feel indebted to you even if they are paying money to get your secret tips and saucy advice)
- Get yourself featured on elite publications and look at how clients swarm your doorway. (In case you don’t know, check out my piece on the prestigious Thrive Global that got me 3 new leads within a week of posting it)
- Make powerful connections and flaunt them. This isn’t hard at all. All you have to do is one round-up post on your blog featuring influencers from your industry and you have an invaluable network in your back pocket.
- Once you do these 4 steps, you become a “credible source of valuable information” naturally. You become more authoritative.
Now, all you have to do is, share information + ideas consistently.
Blogging brings Traffic + SEO
If you have a website and do not want traffic, you are mad. I mean, not you you..come on you obviously want traffic. Imagine leads come and land on your website and they head to your services page and end up hiring you. All because you shared a blog post of yours on social media. And, if you have kickass copy + a fantastic funnel, nobody can stop you from building your list, growing your biz and making a ton of money.
Plus, there is a lot of noise out there. You can cut through that noise by talking to people in your voice on your blog, on your uncluttered space. So, my dear, get a blog!
Tip: If you need more information on SEO, check it out here.
Strike conversations with your clients over a blog post
Your blog can act like an intense knowledge dissipating FAQ repository. The information can itself act as sales objection tackling mechanism which puts your prospects in your pipeline. Having your would-be clients in your digital vicinity is cool, right?
Also, who doesn’t want an opportunity to talk to clients isn’t it?
Offer YOUR solutions (services) to your clients’ problems (opportunity)
Imagine talking about a meeting in your office that sped up productivity that leads to you landing a high-ticket client. If you talk about those innate occurrences and unique experiences, you are making your clients believe you are a real, working breathing human being. And they trust you enough to buy from you.
To conclude, your blog is not just beneficial for your business, it is your creative asset. It helps you capture your voice and your reader’s attention.
Your blog is the virtual bridge that connects you with your customers. If you want to resonate with your clients, build your personal brand, grow your authoritativeness, drive traffic to your website and benefit from all of the other advantages it comes with, get your blog running.
P.S: If you are totally convinced that your blog has to have a game on but you do not have the time or capacity to maintain your blog, click here.
Content is the endocrine system that creates the image of your company. Content is what makes your company a brand.
Pick any big name and you know about it because of the reach the company has had. This kind of outreach is a product of consistent content marketing efforts the brand has invested in to reap the benfits of consistent lead flow in the long term.
But creating on-brand, value-based, educative content is not an easy affair. It takes months of planning and consistent creative efforts to come up with content your audience revere.
Employ these 5 essential strategies to create timeless content that attracts your best seeker.
|5 Essential Strategies to create timeless content|
Create content that is hard to copy
If you want to make your content an experience, it has to be unique and individualized.
To make it unique, use excerpts from your own business interactions. Talk about events that occurred between you and your clients. Narrate de facto episodes and instances in your content.
The one thing people can’t steal from you is your experience. It’s exclusive to you. Now, how do you apply this idea and use it to your advantage to create content?
Talk about your work process that highlights the direction your prospect is hungry for. When you highlight your work process in a blog or case study or any of your company marketing material, you’re instantly checking off objections in your audience’s minds by:
- Feeding their curiosity – by giving the exact steps they’ll be walked through during your work process
- Eliminating anxiety – by mapping out clear directions
- Establishing authority – clear processes are a result of the experience that comes from the learning you’ve applied from your failures
Content that connects relieves your audience and builds their confidence because they now believe they’ve found the solution they’ve always wanted. It’s like going to meet your audience at a point where they are, instead of asking them for directions.
Banking on the not-so good-things
You can bring your negative experiences and present them as valuable lessons. To show you how – nobody knows about the challenges you have faced in coming up with the robust system you have now. I am sure you have learned your lessons from this. Turn this experience into a shareable excerpt that instills trust and confidence in your readers.
By talking about these learnings, you demonstrate your openness. Plus, you are bringing a real story that has lived with you. Real stories are charming because everybody wants to know what happened to your product/event/client meeting at the end. That’s what it means to show and not just tell.
Help your content with the what happened angle and you will be, remembered.
Create content that is easy to use
The web is filled with beaten content. It’s either overused or still greasy.
Starting your headlines with facts and figures used to be a thing where an average writer would stick an unimportant stat in the headline just to make it more believable even though the headline never explained how it was beneficial. And when you do that, you almost never convince your reader to actually click on the headline. All your effort goes in vain.
Easily consumable content is:
- Clear and concise
- Visually appealing
- Actionable (not just inspirational)
The great content overwhelm
Let’s talk about the other face of marketing – Content Fatigue
Do your readers a favor, save them that unwanted stress! If the gurus tell you to write a minimum of 2000 words and the content you are creating doesn’t stretch that far, then do not write 2000 words just to keep up with a random rule.
Write for your readers, not for rules.
Creating flubby-dubby conundrums or writing lengthy unwanted stories, stuffing images unnecessarily, throwing in stats at the drop of a hat makes your content forced and coerced. Avoid. All of this.
Is grammar and spellings everything?
Although the internet may forgive you for typos, sometimes, bumbling with grammar and syntax can get annoying.
You instantly look down upon a piece of writing that that calls more than one mouse mouses instead of mice. Agree?
Sometimes, typos can get annoying as silly errors tend to change the meaning of a sentence completely leaving the reader baffled and thwarted.
“Their wasn’t a way out” – sounds awfully misleading and confusing. Yes?
But, in a quest to obsess over grammar, syntax, and spellings, don’t ignore the big work.
Typos can be forgiven if the content is exceptional. – Adam Connell
Adam Connell, the chief wizard behind Blogging Wizard goes on to say – “We’re only human, so mistakes happen. That said, when people find typos, it can cause them to question the credibility of a website – particularly in sales copy or any page that someone would use to evaluate a buying decision.
Ultimately, how significantly typos impact your results can largely depend on the type of content and exactly who your audience is.”
So, if you do not want to risk your position, it is best to avoid typos and severe grammar errors that question your credibility.
Create content to connect with your readers
We write and create content to communicate what we know and express what we think. This is just one side of the story.
Your readers read your content because they want to learn, know, make aware, be informed and ultimately feel how they want to feel. That is why, it is important to write content that influences, and not just informs.
Sharp writers choose each word with piercing precision. – Henneke Duistermaat
No doubt Henneke is the best of writers. She knows how to evoke your senses. Look at the choice of her words – piercing precision! Isn’t that incredible? Your word selection makes or breaks your content. Because there’s no choice – you have to be empathetic when you’re writing. You have to give your audience what they’re searching for. If you promised a solution in your headline, deliver it. If you promised a result in your headline deliver it. That’s how you connect and keep your readers.
Do not deviate from purpose and context
Are stories overdone? We all know that marketing pushes stories like it’s the bloodline of the marketing system. Stories are being pumped into content like never before.
But, what we see today, especially in email newsletters is a bunch of irrelevant, irreverent stories with a connection so weak that you begin to hate business emails.
What should you do?
Cut the crap and deliver what is needed. Even if you have to break rules.
When the whole world is drumming about using stories in your content, it is alright to go without it if you do not have a worthy story that connects.
I have seen emails with subject lines like “My mother’s death anniversary + Fast action bonuses“. I find this kind of subject lines obnoxiously careless and insensitive. You too, right?
Capitalizing on your mother’s death and mixing business by writing a story in the email about how loving your mommy was – an absolute NO!
It is a huge turn-off and people unsubscribe. You don’t have to bring your mother’s death anniversary to build context. It is off-putting.
So please, avoid using such click-bait headlines and cheesy marketing tactics. It is 2020! If you promise something in your headline, make sure you keep your promise by delivering what you are supposed to.
Tip: Check how to write promising headlines and also keep the promise.
Evergreen content is continuously improvised and nurtured. It is not a one-time task, it is a process. So, to summarize:
Timeless content is – exclusive, consumable, grammatically correct, evoking and in context.
What do you do to make your content evergreen? Do you have anything else to add to this list? Tell me in the comments below.
Copywriting. This term can be condescending, I know.
The word “copywriting” can evoke baffling questions like these:
Is copywriting about copying? Is it copy-pasting?
No kidding, such questions are asked for real.
So, what is copywriting?
Copywriting is the art and science of putting words that absolve the reader’s objections and persuade the reader to take a pre-defined action.
Good copywriting is backed by a thorough study of the psychological behavior of the business’ audience. It involves a step by step procedure that gathers detailed information about the target visitor.
In the digital age, copywriting is synonymous with web copywriting or direct response copywriting. Web copy is written to lead the target prospect to act on a CTA.
Copywriting is an intense process. As a copywriter, it is your responsibility to know your customer’s business in and out. The business functions, benefits, features, USP, value proposition, objections, problems, FAQs, mission, vision, audience and so much more.
What does a typical copywriting process look like?
- Ideally, a copywriter gets business information from the client in the form of a questionnaire with specific answers. Specificity is the key. It is up to the copywriter to ask questions that fetch unambiguous information avoiding back and forth communication.
- Based on the information in the questionnaire, the copywriter studies the customer info and derives a customer profile.
- The copywriter designs a wireframe sketch to make the copy come with a flow. The wireframe sketch decides the fluidity of the copy.
- The positives and features of the product or service are aggregated and converted into benefits.
- The copywriter comes up with a clear value proposition that tells the purpose of the business website. No beating around the bush here. It has to be clear and concise.
- This is followed by rounds of editing, search engine optimization and testing the copy.
Note: A prospect is determined by the business whose products are designed for a certain demographic.
Why should a copywriter know everything about the company?
To define the value proposition
You are writing copy for the company’s customer. You are writing copy to convince the prospect. The prospective visitor comes with many questions. Answering all their in-mind questions on-page is the goal of web copy.
In order to answer their questions, you should know the business inside out. If you do not know about the company functions and operations unique to that company, your value proposition fails. If you do not know why the company does what it does, you fail to get the purpose in words.
The value proposition is the most distilled version of the company’s prime purpose.
To understand and reproduce the purpose
When the “why” is not projected strongly, there is nothing that moves the prospect to establish an emotional connect. The emotional connect is not about instantly liking your brand. It is about a feeling your words can evoke
Let’s talk about a common activity you and I both do. Do you feel good shopping on a website that sells the products you love at your happy price? Do you see the key-points here? Love..Happy!
Ultimately, you do what you do to make yourself feel the way you want to. Even if it means trading money.
Jim Keenan, the author of Not Taught says you cannot sell to your prospect if the prospect doesn’t perceive value in your product or service. The “value” here can take any form. But it eventually boils down to a feeling. An emotional state of content that happens after an action.
Great copywriting is about salvation, not sales. – Aaron Orendorff
When you invest your money in a worthy product, you willingly trade your hard earned money because you have assigned a value to the product. That is all a customer pays for – Salvation. And, copywriting is the art and science that brings out the value out of a product and projects it in the form of words.
If you succeed to provide that reason of fulfillment your prospect is looking for, you have written good copy. That is when your copy becomes convincing. You don’t need to put any more effort, even in terms of fancy-glittery graphics. They do not matter. All you have to do now is drive your prospect to take an action. The sale is just a resultant action. And, congratulations! You just sold your product.
How to edit your copy?
To get the most pristine version of your copy, try removing one random word from one random sentence of your final copy. If you see a discrepancy, in any form, you put back the word and publish it. If not, repeat the distillation process.
Good copy is achieved when if you remove a word from the line, it obstructs the meaning of the sentence terribly.
Why is copywriting called copywriting?
The above definition implies that anything worthy of being reproduced to preserve its existential value is copy. This highlights the monumental importance copywriting holds in the business world.
Why every business needs copywriting?
When I began my career as a copywriter, I wondered what copyblogger meant. It sounded weird. I get it, the word is formed by the amalgamation of two words copywriter and blogger. But why? Why would anybody do that?
Now, when I know why every business needs copy, I fully understand the profound reasoning behind naming the legendary website CopyBlogger. In simple terms, CopyBlogger is a resource that teaches you conversion blogging or business blogging but not limited to blogging.
It is all about conversions. You cannot grow your business without conversions. Can you?
You need copy to convert.
Copy that converts + A well positioned product = Sales that spike your revenue
And after all, sales is the ultimate goal of any ethical business. Now that you know why every business needs copywriting, what are the steps you are going to take to write copy?