… seven words that when used right can generate great results in marketing.
Reproduced with the kind permission of StartupSmart.com.au
Tuesday, 25 February 2014 | By Amanda Jesnoewski
Link to the original Article
Words are powerful. They can move us, engage our emotions in ways we don’t even realise and persuade us to take a course of action we may not have ordinarily taken.
That is why the words you use to help you tell the story of your products and services are so important. They can be the difference between telling and selling, and someone browsing or buying.
Fortunately, there are some words and phrases that have been tried and tested to help boost engagement and conversions regardless of your industry. So to help you, here are seven words I’ve found as a copywriter to be extremely effective, regardless of who or what I’m writing about.
No word in marketing is, or ever will be, as powerful as the word “you”. The more you can make your marketing about your target audience, and their needs, their problems, their desires and their frustrations the more effective it will be.
Remember your potential customer doesn’t care about you – at first anyway, they want to know what is in it for them and how you can solve their challenges and meet their needs like no one else can.
With this in mind, one of your main objectives when writing your marketing material should be to use the word “you” as many times as possible. Customer focused words like “you” should appear at least twice as many times as self-focused words like your business name, “we”, “us”, “ours”, “me” or “I”.
When you are willing to back your own product or service with a guarantee, particularly a 100% money back guarantee, you minimise the risk for your customer and give them a sense of safety and security at the time of purchase.
Offering a guarantee can also help you persuade your potential customer into feeling like they have nothing to lose and everything to gain by buying from you.
While some marketers over the years have questioned whether the word “free” is still effective in marketing, the fact remains that we all love freebies. The impact of the word, however, depends greatly on what it is linked to.
“A free quote” for instance, isn’t a good “free” incentive. Let’s be honest, would you pay someone to come and give you a quote for a job if a quote was all they were giving? I know I wouldn’t, it’s just something we do in order to generate business.
The key is to offer something that is relevant and of value to your audience. So if you were looking at offering the ever popular “free consultation”, instead of leaving it at that, articulate what value they will receive in a consultation with you (and FYI a sales presentation or the opportunity to come and “find out how we can help you” isn’t value). What will you give them, or talk about in the consultation? What will they have or be able to do by the end of it?
When you start approaching your free offers like this, you will start to see just how powerful the word “free” can be in your marketing.
Let’s face it, given our lifestyle, most people you market to will have a short attention span, little patience and a growing desire for instant gratification. You only need to look at the growing credit card debt to see this is true. We don’t want to wait, we want it now and, while some of us may meet it with some scepticism, we are, generally speaking, intrigued by anything and anyone who can deliver us the instant results or changes we are looking for.
If you can build an instant element into your offering and marketing, whether it is instant access, download, delivery, implementation, value or results, it can be incredibly rewarding.
A word of warning though, when you build up a customer’s expectations like this you need to be 100% confident that you can deliver on it. If there is one shadow of a doubt – or you have to rely on someone else to fulfil your “instant” promise (like a third party or supplier) think about what else you could do instead.
5. “Easy”, “quick” or “shortcut”
We all want to know the easiest option or the quickest way, it forms part of our desire for instant gratification. We’re willing to look at whatever will speed up the process of being, doing or having what we want, or make the process that much easier.
Perhaps your product or service is easy to buy, easy to use or implement, or has the potential to make your customer’s life easier (be specific with how). Or maybe it’s the shortcut they’re looking for that will deliver what they want in record time. The easier and quicker something is, the more desirable it becomes in the mind of your customer.
The word “never” can be incredibly powerful when you are pointing out the negative benefits of your product or service. If you’re wondering what a negative benefit is, it’s something your customer will avoid (and want to avoid) by buying and using your product or service. Essentially it demonstrates how you can help them avoid pain.
Obviously how you use it depends on your business and what you sell, though some examples are “never miss a payment again”, “never worry about a deadline again” or “never pay too much in tax again”. The key is to make the negative benefit realistic, of high importance to your customers and for ultimate impact something that is weighing heavy on their mind or keeping them up at night.
By having a proven system, formula, methodology or product, or a strong track record of generating results, you take the risk and fear out of buying from you. It’s one thing to say that you are great, it’s quite another to be able to back your claims up. The effectiveness and credibility of your message amplifies when you prove you can do what you say you can.
Don’t just make “proven results” or a “proven formula” another claim though, say how and why it is proven or draw on testimonials and case studies to show that it is proven.
So there you have it, seven words that when used right can generate great results in marketing. The next challenge is to find which words will work best for you and your business.