Are You Asking the Right Questions in Your Copy?

Written by Karon Thackston

Are You Askingrepparttar Right Questions in Your Copy? by Karon Thackston © 2004

It’s a common approach to writing copy. You begin by asking questions. Why? To evoke thoughts in your readers' minds, to stir up emotions, and to get customers thinking inrepparttar 108114 way you want them to think. But have you ever thought about how you phrase your questions? Are you doing it in a way that will haverepparttar 108115 greatest impact on your readers or are you just throwing questions on a page?

Behaviorally speaking, not everybody responds inrepparttar 108116 same way torepparttar 108117 same questions. Those with different communications styles will relate in a variety of ways depending on how you phrase your sentence.

Usingrepparttar 108118 DISC Behavioral Profile, let me explain what I mean and show you how you can start askingrepparttar 108119 right questions inrepparttar 108120 right way to suit your customers.

D = Dominance

Those who fall inrepparttar 108121 Dominance category ofrepparttar 108122 DISC profile are described as: in control, powerful, confident, visionaries, and risk takers. These people can be managers, CEOs, high-ranking military personnel, entrepreneurs, andrepparttar 108123 like.

Those who are considered high in Dominance want to stick to business. They expectrepparttar 108124 facts to be presented logically. They want presentations to be clear, specific, and torepparttar 108125 point.

This group of people will respond better to specific “what” questions. For example, let’s say we’re developing a headline for an ultra-fast printer. You wouldn’t want to write a headline that asks, “How Do You Cure a Need for Speed?” That question is vague; it’s not specific, and it begins withrepparttar 108126 word “how.”

CEOs, upper management, and others in this category aren’trepparttar 108127 least bit interested in “how” you do anything. They are visionaries. They look atrepparttar 108128 big picture, notrepparttar 108129 little details. Details are somebody else’s job!

Instead, try rewriting that headline to includerepparttar 108130 word “what” and to be specific, like this: “What Cures a Need for Speed?”

You can see a similar relation in other behavioral styles (I, S, and C) andrepparttar 108131 types of questions people in each prefer.

I = Influence

3 Tips For Writing Content That Will Make You Sales

Written by Michael Cheney, (c)

Content is king. Without content your website is an empty shell, a skeleton with no flesh, an empty vessel. Content can redeemrepparttar worst designed website. The right content can make your phone ring offrepparttar 108113 hook and flood your inbox with people wanting your product or service. Content isrepparttar 108114 most important ingredient inrepparttar 108115 recipe for your website's success. If you have engrossing, valuable and relevant content you are onto a winner..

Tip 1 - Keep It Customer-Focused - What You Like Is Irrelevant

I land onrepparttar 108116 homepage. I want to buy a bathroom from this company. I want to know what bathrooms they have available. I want to know how much it will cost, when they can deliver, if they have any special offers and what their previous customers have said about them. Instead, upon landing onrepparttar 108117 homepage I getrepparttar 108118 following all-time classic;

"Welcome to ABC Bathrooms. Our company was formed in 1985. Our Managing Director John set uprepparttar 108119 company atrepparttar 108120 age of 25 after spending thirty years inrepparttar 108121 position of.."

Who cares?! I want to know exactly what you sell and how much it will cost me. I have 10 spare minutes today to find this information out and if I don't see it on your site in a few seconds I will click off to your competitors so don't bore me withrepparttar 108122 life story of your managing director. I do not care. Give me content that I like - not what you THINK I would like. Key difference.

Tip 2 - Sell Benefits, Not Features

Potential customers do not want to know how your product was built, how oldrepparttar 108123 production manager is or what colourrepparttar 108124 wallpaper is inrepparttar 108125 production plant - they want to know how buying it will enrich their lives. They want to see evidence forrepparttar 108126 benefits of owning your product or using your service. People don't buy things - they buy benefits and they buy feelings. People buying a Ferrari are not buying a mode of transport they are buying prestige, luxury, envy, success - they are buying a symbol, a way of life.

Cont'd on page 2 ==> © 2005
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