How to Improve Your Sales Copy to Get More Sales
A few small changes in your sales copy can produce a big
increase the number of sales you get from your web pages
sales letters, and postcards. Here are 12 simple things you
can do to improve the effectiveness of your sales copy - and
increase your sales.
- Make sure every part of your message focuses on the
customer. Convert anything about you or your company into a
customer benefit. For example, replace "14 years of
experience" with "pleasing customers just like you for over
- Write your message the way you would write to one person.
Many people will read your sales copy. But each person will
read it individually. Effective sales copy makes each reader
feel like you are writing personally to him or her.
- Communicate in simple and informal language. Replace
words like "originate" with "start" and "receive" with
"get". Use active words in the present tense to grab your
prospective customer's attention and hold their interest.
People stop reading if they begin to feel bored.
- Convert technical words and phrases into common words.
Use words every prospective customer will clearly understand
without stopping to think.
- Replace general words and phrases with specific
descriptions. For example, replace a phrase like "get fast
results" with "our new clients average 9 percent more profit
in the first 60 days".
- Divide long paragraphs into 2 or more short paragraphs.
People read short paragraphs because they look easy to read.
But they skim (or skip) long paragraphs because they look
like a challenge.
- Include some bulleted or numbered lists to make your
- Visually attractive
- Easier to read
- More clearly understood
- Don't overdo the attention getters. Too much bold type,
underlining or all upper case letters makes your message
harder to read. Use them sparingly to highlight important
benefits or features.
- Eliminate anything cute, clever or humorous. It diverts
the reader's attention away from your message.
- Keep your message positive and upbeat. Positive copy
usually produces better results than negative copy ...except
- Make sure your message flows smoothly. Readers should be
able to visualize what you're saying without noticing the
words you're using to say it. Keep them engrossed in your
- Avoid sensation and hype. They lower your believability
and cause you to lose sales. Tone down any claims that sound
exaggerated - even if they are true.
Compare the sales copy you are using on your web pages,
sales letters and postcards with the 12 strategies on this
list. Revise your copy to implement those you overlooked.
You will enjoy an immediate increase in the number of sales
they produce for you.
Tip: Save this list and use it as a guideline the next time
you create (or pay someone else to create) new sales copy.
Bob Leduc spent 20 years helping businesses like yours find
new customers and increase sales. He just released a New
Edition of his manual, How To Build Your Small Business Fast
With Simple Postcards ...and launched *BizTips from Bob*, a
newsletter to help small businesses grow and prosper. You'll
find his low-cost marketing methods at: BobLeduc.com