Six: The number of seconds you have to prove that your business brings value when a customer views your marketing materials.
How can you be sure your brochure or other sales materials get noticed or, better yet, read? How do you write copy that motivates customer response?
Here are 11 copywriting and graphic design tips to create and improve the sales materials you provide customers.
- Understand your customer.
Before you spend any time planning a brochure, make sure you understand your customer. Why would they want to buy your product? What’s the most important thing it can do for them? What is the most important problem your product or service can solve for them? If you don’t know the answers to questions like these, go ask. Talk to your salespeople. Talk to customers. Use their answers to help decide which benefits of your product or service to play up in your brochure.
- Plan your brochure for AIDA.
No, that’s not your favorite aunt, AIDA is an acronym for Attention, Interest, Desire, and Action. To be effective, your brochure needs to get attention, engage the prospective customer so that they read further, raise their desire to buy the product or service, and get them to take a specific action such as to buy the product or service, call for more information, schedule an appointment, or send a postcard in response.
- Don’t put a picture of your building on the cover of the brochure.
Sure, you’re proud of the building and the way the company has grown. But your customers really don’t care how proud you are of your company, or how big your building is. The only thing they care about is whether or not your products meet their needs. Don’t waste space you should use to sell your products and convince customers to buy now.
- Sell, don’t tell.
Your customers and prospective customers aren’t really interested in your company or products. They are interested in themselves and/or their own businesses. To get their attention, your brochure needs to focus on the benefits they will enjoy when they make a purchase from you.
Think about it. How many people buy a smartphone because they want to carry a phone around with them all day or, for that matter, because they actually plan to use it primarily as a phone? They buy them to stay connected to people and events, to share information with written words, pictures, to find answers to questions in a hurry, and sometimes, just to show others that they have the latest cool tech device. All of which is why companies that manufacture smartphones and their service providers, focus on the fun people derive from taking photos, sharing, collaborating, and getting a big data allowance each month.
- Use headlines and graphics your audience cares about.
The average reader takes less than 5 seconds to glance at the cover of a brochure and decide whether or not to read it. If your headline or graphics on the cover of your brochure are boring, few recipients will bother opening it.
For instance, a photo of people watching a presenter writing on a flip chart above a headline that reads, “Matching People and Strategy,” is likely to get a brochure pitched into the recycle bin. But, a photo showing a business person giving a thumbs up sign to a small group of associates with a headline that reads, “Train Your Team to Land Big Sales,” is likely to draw more attention.
- Use benefits-oriented headlines inside your brochure, too.
Once you’ve gotten the brochure recipient to open the brochure, the next thing they’ll do is skim the headlines inside the brochure. Use these inside headlines to hold their attention, and move them through the copy.
- Use bullet points to focus on the key features of your product or service.
Consumers and business people alike are pressed for time and have many ads vying for their attention. So they tend to skim quickly through copy. Feature-rich bullet points will help keep them focused now hat you offer and lead them towards the action you want them to take next.
- Tell them what you want them to do after reading the copy.
After you interest the reader in what you sell, you have to take the next step: tell them what they need to do to acquire it. Don’t just assume they’ll look for your phone number and call or visit your website. If you don’t tell them what action to take, they make take the wrong one – calling another merchant or service provider instead of you.
- Give them a reason to act now.
If you don’t urge the reader to act now and don’t give them a reason to do so, your efforts in getting attention, building interest, and desire will be wasted. The customer will move on to the next thing that catches their attention and forget all about you. Some of the more common offers to get customers to buy now are special discounts that are only valid before a specific date, a free gift for purchases before a specific date, and rebates for purchase by a specific date. Others that don’t involve discounts or giveaways are reminders to buy now because the quantities are limited (if they really are) or because prices will be increasing, etc…
- Make it easy to respond.
Be sure your business name, phone number, and website URL are easily found in the brochure. Add your Facebook or Google + business page, if you have someone who watches those regularly, too. A QR code that takes people either to your product page or to a page to signup for your newsletter is yet another option to consider.
- Take away the risk.
Once you’ve built up the desire to have what you sell, you could still lose the sale if the customer has any concerns about purchasing because they don’t know who you are or how good the product really is. To ease the customer’s fear, include a money-back guarantee.
Need help planning your next sales piece? Work with the experts at Kudzu Brands!
Or check out our affordable graphic design services here.
Kudzu Brands is the region’s best branding agency for growing businesses. Our brand studios and on-site print house are located just outside of Asheville, NC.