Most valuable writing lesson ever. Or so says Steven Pressfield in this blog post on how his first professional job as an advertising copywriter indelibly carved this truth on his psyche:

“Nobody wants to read your shit.

Let me repeat that. Nobody–not even your dog or your mother–has the slightest interest in your commercial for Rice Krispies or Delco batteries or Preparation H. Nor does anybody care about your one-act play, your Facebook page or your new sesame chicken joint at Canal and…

...continue to read "Nobody wants to read your sh**!"

Many of our clients are in the business of being Experts. Some are consultants, some are advisors, some highly-skilled professionals within their field. The challenge with using the Web to market one’s expertise is that the online world is full of charlatans, and most people who’ve hired a few “experts” have had at least one of them not live up to their claims and produce poor results.

Selling expertise face-to-face is quite bit easier. The true Expert’s skills come across in their…

...continue to read "Six Ways to Sell Your Expertise Online"

Here’s an issue/question that arrived in a comment to my post on Playing an Idiot Online [emphasis mine]:

“Brilliant post. We get this all the time, when designing websites for our clients……..But our clients will often use the line “but my customer understands this terminology, these acronyms, my customer is from a particular niche and they all use this terminology”…….It can be hard to argue this point, the client knows their customer better than us…… Yes usability tests would be a good…

...continue to read "How to Handle Jargon and Acronyms"

Perhaps I haven’t had enough coffee this morning…you know us Seattleites…

But I just felt I had to call out an example of how poor copywriting and writing for search engine robots can ruin a decent Unique Value Proposition.

I was referred to a site to look at their homepage design (see screenshot, highlighting is mine), and immediately noticed that they had a prominent Unique Value Proposition (UVP) statement, which was promising.

The UVP statement wasn’t the best I’ve read, but at least it…

...continue to read "When We-We and SEO Copy Attack"

If a pack of Pokemon cards cost under $7 new, how much do you think an unopened pack would go for on e-bay?

What if the seller told an amusing story about that particular pack of Pokemon cards in the product description – would you bid more based on that?  Do you think others might?

Sounds silly, but based on a real-life incident, one mother collected $103.50 from the top bid (out of 44 other bids) on her pack of Pokemon…

...continue to read "Can Copy Create (added) Value On Its Own?"

HE HAD A VOICE NO LIBRARIAN COULD LOVE – CAUSE HE ALWAYS TALKED LIKE THIS.  But look past the booming voice and easily parodied stage persona of the late Billy Mays and you’ll find an extraordinarily gifted pitch-man, worthy of his own TV show.

A pitch-man whose fame and success made him the target of more pitches than he ever gave.  Pitches made by desperate inventors looking for him to save them after they’d already mortgaged the house, spent the…

...continue to read "Billy Mays: If All You Remember is the Voice, You’re Missing Out."

“Talk to the dog in the language of the dog about what matters to the dog.” Roy H Williams

This past month, I shared my 10 step process for optimizing copy for websites or landing pages on my Market Motive training call. I was able to convince my friends at Market Motive to let me share the full presentation video with you (normally they only share the first few chapters unless you are a paid member). Unfortunately, it will only be available to be…

...continue to read "Optimizing Website & Landing Page Copy – A 10 Step Process"

Long and short are linear terms (they refer to length, right?).  So they work fine to categorize or describe copy found in a sales letters or print advertisements.

But (most) websites aren’t linear because hyperlinks break linearity (aka subvert hierarchy).

People don’t read (most) Websites one full page at a time in a numbered order; they read/scan/move from one link that interests them to the next link that interests them, often entering or starting on something other than page #1 (what bad web…

...continue to read "How to Think About Long vs. Short Copy"

According to copywriting legend Eugene Schwartz, a headline’s main job isn’t to sell; it’s to gain the readers attention and compel them to read the ad.  And this is sound advice, but the Internet also requires one other thing in today’s web 2.0 copy world… Step 1. Scent: Web copy adds the requirement of scent.  Your headlines and sub headlines have to assure visitors that they’re in the right place.  A compelling headline that doesn’t orient readers…

...continue to read "3-Steps for Writing (and testing) Great Headlines"

Thanks to our friends at Contentwidgets, we developed this little quiz to see how persuasive your copywriting is. Please note, when there is more than one response possible you will see checkboxes in the quiz not radio buttons in front of the answers. Please take a try at the quiz and leave your score in the comments below.

jQuery(function() { new WIDGET('AF8372B8-5CDC-48CD-BA70-6EE262A6A698').render('bb'); });

...continue to read "How Persuasive is Your Online Copywriting? Quiz"