Why do people write long copy? It is not because their readers read it all! People write long stories for
same reason that restaurants that serve big portions get customers lining up at their doors. They are creating
illusion that their meal is cost effective. A long story suggests that there is a lot to say. The American society teaches that more is better and you are not going to single handedly change that. Instead, go with
flow -- use
illusion and write long emails, long articles, and long sales letters...BUT before you do, make sure there are six questions that are answered in
first ten seconds of your copy.
The questions are: What? Who? When? Where? How? Why?
"What" always needs to come first in every story. "What" must also be part of
headline, subheadline or graphic and needs to dominate your marketing piece. It needs to be simple, fresh, and catchy (not tricky). It must convey what
reader will get for continuing.
"Who" identifies your business. It must tell
reader who is telling
story and it must do so at least twice in your marketing piece. If you use your logo as your "who," it must fuse with
"what" element of
ad. "Who" means more than a name or a logo. Some logos seem to speak to
designer, but mean nothing to
reader.
If your logo doesn't automatically deliver meaning, then only use it to build your brand. Remember, however, that branding is a time and dollar intensive effort.
"Who" can be conveyed through pictures. A good picture of you, your employees, your office, or your events create a personal connection with your reader. If you offer workshops or seminars, use those pictures. People are more likely to believe a photo than a piece of artwork. If you have been in business for a while, say so "since 1982" counts.
Longevity builds points in
trust category. Be sure to identify with your name and weave that information throughout
entire piece. By
time you are done, your piece should be so closely identified with you that it would be impossible for someone to pirate your words or logo and put them into their marketing piece.
"When" is usually simple to add. It needs to go further down in
marketing piece. Novices place "when" in
topic. If
readers find your information important, they will create
space to attend. If you say it too soon, before it is important to your readers, they may say "no." After your prospects learn what is happening and who is doing it,
next question is "when." At that point, you give days, dates and time. If it is a big event, use
year in
date. All too often, retailers leave their hours out their ads.