Introducing a new product to the market can be an exciting yet daunting task. How do you craft compelling sales copy that piques interest, overcomes objections, and drives conversions?
This comprehensive guide reveals the proven techniques to create high-converting sales copy that resonates with your audience. Follow these 9 steps to write sales copy that sells.
1. Understand the Audience
- Research the Market: Know who you’re selling to, their needs, challenges, and how your product can address those pain points.
- Identify Unique Selling Proposition (USP): What makes your product stand out from competitors? Why would a consumer choose yours?
2. Structure Your Sales Copy
- Headline: The first thing the customer sees. It should be compelling, attention-grabbing, and hint at a promise or solution.
- E.g., “Transform Your Workflow in Just One Click!”
- Subheadline: This is where you start getting into specifics.
- E.g., “Boost productivity and simplify complex tasks with our state-of-the-art software.”
- Introduction: Share a relatable problem that your product solves.
- Body: Dive deeper into the features, benefits, and why the reader needs your product.
- Conclusion: Summarise the main points and reiterate the USP.
- CTA (Call To Action): A clear, actionable directive for the reader.
- E.g., “Start Your Free Trial Today!” or “Unleash Your Potential – Buy Now!”
3. Storytelling Techniques
- Personal Anecdotes: Share a story about someone (real or fictional) who faced challenges that your product helped overcome.
- Paint a Picture: Describe a world or scenario where your product is the game-changer.
- Use Metaphors: Sometimes, complex ideas can be simplified and made compelling using metaphors.
4. Highlighting Benefits Over Features
- Rather than just listing features (e.g., “Integrated Task Scheduler”), translate them into clear benefits (e.g., “Save Time by Automating Your Daily Tasks”).
- Use bullet points for clarity, but ensure each point is centered around user benefits.
5. Emotional Resonance
- Address Pain Points: Speak to the reader’s struggles and how your product is the solution.
- Show Empathy: Understand and articulate their challenges in a way that shows you’ve been in their shoes or genuinely care.
- Create Desire: Frame your product as not just a tool, but a transformational experience.
6. Handle Objections Proactively
- Anticipate common concerns or objections potential buyers might have.
- Price: Highlight value, offer payment plans, or compare with more costly alternatives.
- Usability: Showcase user-friendly interfaces, provide testimonials, or offer tutorials.
- Credibility: Include endorsements, case studies, or money-back guarantees.
- Addressing these upfront minimises friction in the decision-making process.
7. Enhance with Visuals
- Use images, infographics, and videos to break up text and further illustrate points. Show screenshots or demos of the product in action or in use.
8. Encourage Immediate Action
- Offer time-limited discounts, bonuses for early sign-ups, or highlight limited stock to create a sense of urgency.
9. Test and Optimise
- Continually test variations of your sales copy (A/B testing) to see what resonates best with your audience.
- Use analytics to measure CTA click-through rates, time spent on the page, conversion rates, etc.
Keep the language simple and jargon-free. Always write with the reader in mind, ensuring your copy is relatable, easy to understand, and compelling.
Remember, the aim is to make your audience envision a better version of their current situation, with your product as the bridge to that better reality.
About the Author: Michael Masa
Why should you listen to me? With a rich background in marketing and a passion for sharing knowledge, I’ve dedicated the last 9 years of my life to the field. I’ve worked as a marketer and have been instrumental in crafting the marketing strategy for one of Europe’s leading insurance companies, BAVARIA AG.
Prior to my current role, I spent 12 years as a Sales Manager, leading a team of 12 dynamic individuals and implementing the latest sales techniques to drive success. This experience allowed me to refine my leadership skills and gain a deep understanding of the sales industry.
Now, I’m at the helm of Dealers League, a marketing agency that not only grows and manages websites for businesses but also focuses on the importance of effective marketing strategies. Recognizing the need for continuous learning in this fast-paced industry, we offer courses on the latest marketing techniques.
My varied experience in sales and marketing provides me with a unique viewpoint on how these two crucial areas intersect. I look forward to sharing my knowledge and insights with you through this blog.