If it is filled with a lot of hype, the customer could experience buyers’ remorse and have ill-feeling toward you (the seller).

Marketing online is more than just making a quick sale…it’s about building your reputation as much as anything. If your website gets the reputation of having too much hype, people will know and either leave your site quickly or not visit at all.

So how can I create persuasive copy that doesn’t contain too much hype?

Many of these copywriting tips have proven their worth in terms of consistent conversions and sales. Continue reading for 3 quick steps you can use to create persuasive copy without resorting to hype.

Focus on your readers, not your products and services

Be sure your copy is focused on your readers and solving their problems. Focusing on how great your products and services are will only make you seem less than sincere. If someone lands on your site, they either clicked an ad or a link on a search engine results page or some other site. They came to you so you can assume they know what they’re looking for and why.

Therefore, focus on the readers to capture their attention and move them through the buying process.

Draw readers’ attention with a great headline

We’ve discussed before how headlines are one of the most important elements in a landing page or online article. If it doesn’t grab a reader’s attention quickly, they will move off your site quicker than you can blink!

Your headline needs to do two things – it needs to ‘catch’ the readers’ attention and it needs to be relevant to the sales copy. To fulfill both of these conditions of an effective headline, place an ‘emotional trigger’ in the headline to keep people’s interest. Focus on the problem your readers have and the solution your products/services offer rather than resorting to hype.

Quickly make your point and provide a ‘call-to-action’

Without resorting to promotional pitches, quickly tell people what your product can do for them. People are not concerned about your business but their situation, which is why they’re searching online for a solution to their problem.

Therefore, that’s why it’s important to speak about them and their problem rather than your products. And do it quickly and provide instructions on what to do next. Most people’s attention spans are quite short and they won’t spend a lot of time trying to figure out what they should do next.

Additionally, your sentences and paragraphs should be quick and to the point…one, you don’t want to lose readers’ interest by taking forever to get to the point and two, you don’t want to intimidate readers with large chunks of text. Therefore, keep your paragraphs short and to the point (5 lines max.)

Harnessing these 3 steps will go a long way to ensuring your copy is persuasive without the hype that’s so common in many websites and marketing materials. Today’s shoppers are more meticulous than ever…they won’t spend much time on a site that spends all its time talking about itself.

Saying the same thing over and over again may work in politics but when you’re marketing your small business online, it appears fake to prospective customers. Most who come across content like this immediately leave a website as they are seeing right through the angle the site is trying to play…if not consciously realizing it, site visitors will feel something just doesn’t seem right about the site so they leave.

Besides helping build links and SEO rankings, good content builds trust with site visitors. Continue reading for four ways you can build trust with prospective customer with your site’s content.

1.  Do not hype anything

Hype is still a favorite tactic of low-level marketers. We’ve all seen hype time and again – in commercials, on billboards and in magazines. We’ve become accustomed to it. But the Internet is still relatively new and useful for many things – research, business, shopping and more. People have a much lower tolerance for hype in the online world.

Substantiate all claims. Don’t say you’re “#1” or “the best” unless you can back that up through a third-party. Simply claiming you’re the best because you want it to be true isn’t enough…people find unsubstantiated claims very suspicious.

2. Be genuine, like a friend

Great copy that sells generally reads like a conversation between friends. Writing in a conversational tone that helps the reader solve their problem goes a long way toward building trust. Since online shoppers cannot meet the seller in the flesh, they get extremely suspicious and leave if your content is bland and boring.

Also, don’t spend much time telling outlandish stories or make claims that appear too good to be true…be able to backup claims with third-party verification.

3. Don’t use hidden text that’s hard to find

In the infancy of SEO, webmasters used to write content and make it the same color as their background to hide it from readers. The keyword-rich content got the attention of the search engines at first but no real person would spend much time on the site. You can still “hide” content like that but there’s a right way and a wrong way to do it.

It’s okay to employ hidden content to make your page more usable as long as the reader can easily find it with a simple click of a mouse. But hiding content to make it more difficult for readers to find is wrong.

Before using hidden text though, ask yourself is it valuable? If it is, then your visitors need to be able to read it. If not, then it probably shouldn’t go on the site anyway.

4. Include negative reviews

Another powerful way to gain trust in your site’s content is to include negative reviews of your products. Only including positive reviews will only serve to turn people off…you can lose credibility pretty quickly. Negative reviews help because they give the reader a better-rounded picture of what they’re purchasing. They also help readers determine how the positive attributes of your products outweigh the bad.

Courtesy of SearchEngineGuide.com

Your site’s content is where you make your impression on potential customers. Therefore, it needs to build trust if you want site visitors to purchase your products or use your services. Make sure you’re giving your site visitors a good first impression and not simply creating a jumbled mess of keyword optimized content.

You don’t want to give away too much but you do want to draw their interest enough so they will click on that link to learn more or buy.

Creating copy that simultaneously achieves both of those objectives is the needle you need to thread to effectively harness the Internet to grow your small business.

So when you’re writing landing pages for your website, consider the following 5 tips to maximize their value on both ends…that is serve as good search engine fodder on one end and an effective marketing message on the other.

Write attention grabbing, eye-catching headlines

Headlines are the best opportunity you have to really grab your reader’s attention…if it doesn’t, they will most likely leave the page. You will want to include a primary keyword that will grab both your both your reader’s and the search engine’s attention.

Include call-to-action often

Next, you need to include a call-to-action that instructs visitors on what to do next. Generic forms of this are “Click here to learn more” and other quick anecdotes but those have shown to not work as well as more unique calls-to-action like “…start increasing your online presence and find more customers by contacting search engine marketers at SEO Advantage today to learn more.

Read 3 Elements of a Good Call-to-Action to learn more.

Like our example, you should also include a keyword phrase for your link in this call-to-action statement for additional search engine benefits. Include at least 2 calls-to-action for a short landing page and 3-5 for longer ones.

Directly address the customer

In your main copy, address the customer as “you” and “your” rather than saying “we,” “us” and “our.” Let the customer know what your company and its products/services and do for them. This relaxes the customer too…making them feel like they’re talking to a friend.

Directly deliver the message

When you’re writing landing pages and other content for marketing your small business online try to think about your copy as a business tool and not an art form. You’re trying to persuade readers to take action, not feel good about your ability to express yourself.

Keep content closely written

Whether your landing page is short (500 words or less) or longer, keep the context of the page tightly knit. Meaning, don’t get sidetracked by including extraneous facts and benefits of your products or services. There’s much debate amongst copywriters on an effective length for a landing page but no matter which one you choose, keep the subject matter within certain parameters.

Accomplishing both SEO and marketing goals through your landing pages and other content will maximize the value of your site for both you and your customers. Not only will search engines reward you for compelling, keyword-rich content, those who find you will be reassured that your products/services can address their needs.

A call-to-action is just as necessary an element of web copywriting as your keywords and message…simply writing your message without instructing the reader on what to do next will hinder your potential for getting new customers.

Call-to-actions have to be strategically placed throughout your copy (landing pages, solicitation emails, etc.) in order for you to move visitors from one phase of the buying process to the next. If they have to look for how to contact you, how to download that white paper or how to purchase your product, they will most likely get very frustrated and leave.

Continue reading to learn some good call-to-action strategies you can employ in your marketing emails and landing pages to ensure you move prospects through your site effectively. (Notice the call to action there.)

Position call-to-action above the scroll

You don’t want people to have to scroll down to the bottom to see the call-to-action…we’re an impatient lot so place a call-to-action (i.e. contact, order or download) in a prominent location at the top of your page. Different Internet ready devices layout things differently so factor that into your decisions.

Include several call-to-actions throughout your copy to give visitors multiple opportunities to take the next step…keep your words consistent though so you don’t confuse anyone. And in considering the layout, position your call-to-actions directly in your reader’s visual path.

Choose your words carefully

The tone and words you choose for your call-to-action are vital since you’re essentially asking someone to take another step. Incorporate powerful words in your call-to-action to prompt the reader to act and make them feel good about what they’re doing.

Be sure the words you choose create the effect you’re looking for…consider them from your reader’s point of view. And while words are important, the format of your call-to-action is important as well. Evo, an online outdoor outfitter, tested a couple of different calls-to-action with a recent marketing campaign. Would “15% off” or “$50 off” be a more powerful message…they found $50 off worked better even though it was roughly the same amount off the original price.

Make your words appear prominently

Once you have those powerful words down, you have to figure out how to draw attention to them. You may have a great call-to-action in words but if no one can find it, then you’re not going to get very far.

Think about how your call-to-action appears to your readers…should it be an image, a button or an anchor-text link? Take a look at this button vs. text link experiment from Aweber for ideas.

Remember, your call-to-action needs to be unique since your brand, industry, purpose and audience are all different. Considering that, these tips may not even work for you but they are a good place to start.

Need experienced help in developing your site’s infrastructure, content and even calls-to-action? Contact web copywriters at SEO Advantage today for a premier evaluation of your website, business and goals.

What is voice, exactly? And how can you make it shine through your blog?

In the context of writing, no one can literally hear you…but, they can ‘hear’ you through the words you use and how you use them.

Your English teacher in high school likely didn’t spend much time discussing the voice and who can blame them…it’s a messy, abstract venture that few instructors embark on.

Fortunately, we have a list of four ways you can use to find your ideal writing voice from Joy Tanksley, a middle school English teacher and philosopher. Employing these tips can help you transform your writing from a static compilation of words to an electrifying piece that lights fires in the minds of your readers.

Continue reading for four methods you can use to find your ideal writing voice and take your writing to a higher level.

Get into the flow

Sit down each day or fairly regularly and just write. Don’t worry about grammar or accuracy, just let the words flow…you will be surprised at how good your writing is in these bursts of activity. By focusing on quantity rather than quality, you get a natural and authentic piece…something with a voice attached to it.

Write like you talk

Another way is to write like you talk. Take some prior writings and read them out loud. Does it sound like you? If not, take a tape recorder and simply talk your compositions for a while. Take your recording and transcribe what you said and whammo, you will have some great voice-rich snippets to integrate into your final product.

Forget grammar conventions (…at least at first)

When you were taught about writing in school, you probably learned all of the rules that go along with it. Yes, writing does involve communicating a message so to that end, standard grammar conventions are important. In many instances though, these conventions hinder our ability to create a realistic voice for our writing.

Rather than spending too much time worrying about grammar, start out by pretending the writing conventions do not exist. And when you’re editing your piece, base your decisions on what best communicates your message and not on what satisfies all the proper rules.

If it will enhance the flow of your piece and give it voice, it’s okay to play around with the rules a little bit.

Write about what you know

Many web copywriters try to write about the latest, trendy topics. This may seem like a winner but in reality, if it’s not near and dear to your heart, it will have no voice. Instead, strive for authenticity over popularity…or as Dolly Parton says, “Figure who you are; then do it on purpose.” In other words, don’t try to sound like anyone or anything except who you are.

Harnessing tips like these can help you go beyond simple content creation to satisfy the ever hungry search engines…creating compelling content with the right voice can not only get you to the top of the search engines, it can get you more conversions as well.

Getting people to your site is only half the battle – you need to keep them there and guide them to the ultimate destination – making a call, purchasing a product…whatever metric you use for success.

Many great websites offering great products experience difficulty mainly because their copy isn’t designed to motivate customer’s to act. Of course I’m talking about that part of your copy that’s intended to close the sale – or the final step in the inbound marketing funnel.

In the end, your headline is the make or break part of any sales page. If the headline doesn’t entice someone to go further, then it won’t really matter what you’re offering and how good it is. While it doesn’t make the sale on its own, it certainly plays a pivotal part in setting someone up for the sale.

Here are three tips you can use to make a great headline.

1. Identify the problem you’re solving and who your target market is

The more you target your market, the more effective your copy can be. It usually doesn’t take long to identify your market in broad terms but narrowing it down allows you to address their specific problem, creating a relationship between you (or your copy) and the potential customer…the more you relate to a customer, the better your chances of closing the sale.

2. Include words your target market feels comfortable with

Once you have identified your target market and their problem, you’re in a better position to write your headline in a way that speaks to them. This is vital…you want them to feel you’re writing directly to them and that you’re not simply regurgitating a generic message that’s applicable to everyone but resonates with no one. Everyone likes to feel loved and that it’s about them.

3. Tell them how you can solve their problem and include benefits

Often times, your headline will focus on how your product solves the target market’s particular problem. Initially, people are interested in benefits, not features. Seeing what your product does for them will maintain their interest to continue reading and ultimately buy your product in many instances.

One more important thing to remember – many sites often use their headlines to make outrageous claims about their product. It’s okay to pump yourself up this way provided the claim sounds believable and is verifiable.

Web copywriting isn’t simply writing some copy that has targeted keywords sprinkled throughout it…mastering the art of persuasion with your writing is the ultimate challenge, and ultimate satisfaction of copywriting. Think of your ‘sales’ pages as being like the salesman in a store that’s speaking face-to-face with prospective customers.

Tips for Business Owners to Get the Most for their Copywriting Dollar

By Denise McGill

www.mcgillcopywriting.com

Is the present economy stretching your budget to the limit?  As a business owner, you may find yourself putting projects on hold because financial resources are limited. Projects such as writing a sales promotion to generate new leads or updating web content often get placed on the back burner…when now is the time to promote your business. Engaging, sales-generating copy gets your company noticed and increases sales.

According to the Census Bureau and Small Business Administration, well over half of private (non-farm) industry is made up of small businesses.  Forget Fortune 500 companies…small business owners have a lot to offer!

To get the most for your copywriting dollar, here are some suggestions to develop a working relationship with a copywriter on your budget.

1. Know what you would like to achieve and be upfront about your budget. Vague ideas or too many ideas dilute the process (and end up costing you money as the copywriter spends valuable time trying to pin down the main idea). Give specifics to the copywriter. Are you looking to rewrite and freshen your web copy, create a flyer to generate sales leads or write a press release to announce an exciting new product?

2. Provide the copywriter with company material that will make their job easier. Things like company profile, previous sales letters and brochures provide insight into your company. Also, let the writer know who your target audience is. Do you primarily sell to upscale retirees or outdoor enthusiasts?

3. Do some of the work yourself. You want the copywriter to spend his time writing. After all, that is what you are paying them for. Business owners can help cut their copywriting costs in areas such as research, providing spec sheets for product descriptions, gathering their own testimonials, etc.

4. Get it in writing. Put the agreed upon fee and details of the copywriting project in writing – even if it is a simple email. This avoids misunderstandings and complications half way through the project. (For example: Write one press release and one 2-page sales letter, create 50 product descriptions, write one 4-page newsletter, etc for $XXX)

To gain exposure or generate more sales for your business, seek a writer that is willing to work with you and grow with your business. Provide them with the necessary materials and project specifics to succeed. Rewrites due to miscommunication is costly for both parties.

If a site seems drab and visually unappealing, it’s to be expected that a person’s time on that page will be very short. That wonderful article or landing page you labored over for hours sits languishing online like a fish out of water.

Now if you’re exclusively a content developer like me, you don’t have to know all the ins and outs of good design. What you do have to understand are some basic fundamentals of what works and what doesn’t so you can be sure that great content you develop shines to its full potential. And knowing it helps when you’re working with a web designer either on your own team or with another company.

Continue reading for some good general guidelines of organization, formatting and designing your web pages. These tips were part of a whitepaper entitled Best Practices for Conversion: The New Engagement Funnel in 7 Steps.

1. Scrutinize your competition

Go through your competitor’s web pages and look at their copy and layout. Document places you feel stumped and then compare this page with yours. Revise or eliminate sections to make yours better.

2. Place most critical page elements within the first 300 pixels

According to usability research from many sources, over half of site visitors do not look “below the fold.” Therefore, get right to the point and keep your value proposition within your screen’s first view.

3. Keep your layout simple

Increase reader comprehension by using a one-column format with ample margins and white space. Limit paragraphs to five lines…dense copy discourages reading. Simple layouts are also more conducive to search engine crawlers and in turn, rankings.

4. Be obvious and use standard usage conventions

Site visitors shouldn’t have to think very much to understand your message and how to use your page. Be clear when describing links and use a standard underline format when linking to another page, like your shopping cart for example.

5. Make sure your page loads quickly

If a page isn’t loading quickly, most visitors will get frustrated and leave – and the more ‘junk’ you have on a page, the longer it will take to load. You should strive for no more than 8 seconds on a dial-up connection (yes, there are many people who still use dial-up to get online.)

Learn more about these and other elements to consider when designing your landing pages. Remember, your landing page is potentially the last place your visitors will see before purchasing. If your goal is lead generation, it’s step 2 in the process. It doesn’t matter if there are only a couple steps or many in your marketing funnel, your landing page needs to excite visitors and build confidence in your products/services and company.

You certainly know from reading web pages and blogs that a lot to good online writing is presenting your copy in a conversational tone…using written words to converse with your reader. In order to do this, we may have to break a few grammar rules. Ending sentences with prepositions, dangling a modifier or using ellipses liberally are just a few examples.

However, there are some grammar mistakes that are blatantly obvious to just about anyone who knows anything about grammar. Some mistakes, to put it bluntly, make you look stupid and can harm your credibility with potential customers.

Continue reading to learn five of these mistakes and how you can recognize the correct term to use when writing for your blog or website.

1. Your vs. You’re

Extremely common among bloggers, it’s easy to avoid this mistake if you take a minute and think about what you want to say. “Your” is a possessive pronoun – “your computer”, “your job” – things like that. You’re on the other hand is short for  you are, a contraction you use to say for example “you’re crazy for using bad grammar in your online copywriting!”

2. It’s vs. Its

Another common mistake that’s fortunately easy to spot. Again, take a minute and figure out what you’re trying to say. “It’s” is short for it is while “its” is another possessive pronoun. An easy rule of thumb – say the sentence out loud using “it is.” If it sounds goofy, then you should use “its.”

3. There vs. Their

A pretty common mistake that’s easy to make – especially in the rush of getting your thoughts down. I even make this mistake, catching it while proofreading.

“There” can be used to refer to a place (ex: I want to go there) or as a pronoun (ex: there is no need). “Their” on the other hand is a plural possessive pronoun (ex: their stuff, their jobs). Do a “that’s ours” test to see which one you should use. If you’re talking about more than one person and something they possess, “their will get you there.”

4. Affect vs. Effect

Another common mistake that even veteran online copywriters have to think about for a minute sometimes.

“Affect” is a verb while “effect” is a noun…it’s actually pretty easy to figure out which one you should use.  You cannot use “the” in front of a verb so think in terms of “the effect” and you can determine which one to use in your particular sentence.

5. Dangling Participles

Perhaps the most difficult to spot, this error can perhaps damage the flow of your entire piece and even confuse your readers. Basically, you’re opening phrase should modify what immediately follows. Consider the following:

After rotting in the cellar for weeks, my brother brought up some apples

This sounds like your brother is bringing some rotten apples to you – what a gift!

Instead, this sentence should probably say:

My brother brought up some apples that have been rotting in the cellar for weeks.

Readers mentally expect the opening phrase to always modify what immediately follows. If the opening phrase doesn’t do this, you’ve left a dangling participle along with some confused readers.

These are just a few common online copywriting mistakes many writers commit. It’s important you carefully review copy at least a couple of times before posting. In fact, you should give your copy a good once over and solely focus on grammar to ensure you catch any mistakes.

But too many sites out there still rely on “click-here” or “more…” or other simple phrases centered on the same thing. How many times have you seen the phrase “Click here for more information” on a website – not very inviting is it?

For many companies, “click-here” or “more information” is perhaps the most widely used text on their site. Besides the uninviting tone of those phrases, companies who use them are missing out on a lot of ranking opportunities.

This New Jersey Transit Authority site is a perfect example – at the end of each paragraph seen below, they have a “more info” link directing potential passengers to the service’s transit schedule. Instead, it would be better if they drop the “more info” altogether and integrate the link into the copy – such as:

Memorial Day Schedule Information

Memorial Day Weekend bus and rail schedule information is now available!

Not only does this link take advantage of internal link structure to increase keyword exposure, it gives the reader a better idea of where they’re going.

So be aware of how you’re linking out to other sites and to other pages within your site. Avoid common phrases like “click here,” etc. Continuing to use those phrases means you will be missing out on great ranking opportunities – not to mention, the confusion your visitors are likely to experience.