If the best way of communicating with prospects and existing customers was through sign language, we’d all have to learn to sign. Or if the best method of communication proved to be some kind of mutually understandable code, we’d all have to learn that code in order to say anything. Thankfully, our communication process is much more simple…or is it? A sales person has the benefit of meeting his prospect face to face, and will be able gauge his pitch according to visible response signs displayed by his prospect. An experienced salesman will instinctively know from the facial expressions and body language of his prospect, whether he’s hitting the right buttons. This is usually indicated by the prospect’s head nodding up and down combined simultaneously with a beaming smile and wide-eyed appreciation. A telesales person has much less to go on. They can only judge response to their sales pitch through the prospect’s answers to questions and the actual tone of their voice. Most telesales p...
Copywriters often disagree on whether a short sales piece with lots of white space is better or whether long and detailed is the way to go. The long and short of the debate is this… what type of buyer are you targeting?
There are basically 2 kinds of buyers.
1. The Impulsive Buyer
This is the kind of guy with “places to go and people to see” and not a whole lot of time to do it in. Typically, he’ll skim the headlines and subtopics, glance at the photos and captions, and make a snap decision.
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2. The Analytical Buyer
This group of buyers believes that the proof is in the details. They’ll read everything… including the fine print.
It stands to reason that successful copy will address the needs of both buyers… regardless of length. Let’s look at what you need to do to reach both buyers.
How to reach?
The Impulsive Buyer
1. Use attention getting headlines and sub headlines.
2. Capitalize of graphics that enhance your message.
- Photos
- Captions
- Varying fonts and font sizes
- Shading
- Use Bold Headlines
- Highlight with shaded areas or bullets
The Analytic Buyer
- Use the headlines, sub headlines, and graphics for the impulsive buyer as guides. Add the detailed information the analytic buyer needs under the proper heading, and you’ve got a winning marketing piece that is guaranteed to be successful
Inside knowledge of how your potential buyers react is the key to getting their attention and extra income. The fact that the needs of the impulsive buyer and the analytical buyer overlaps is a bonus for you, the copywriter!
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