You begin the process of creating an effective ad by thinking of one of your best clients, a wealthy widow by the name of Sally Jones. You write the ad for Sally so your ad will speak to Sally and people like her.
You absolutely do not want to design the ad to please yourself. As author Jerry Reitman wrote, “Bait the hook to suit the fish, not the fisherman.” One of you is enough! You want more Sally’s so your ad should speak to Sally and get people like Sally to take action.
Over the years, successful writers have developed copywriting formulas which produce effective ads, TV commercials, and sales letters. I first learned about the “AIDA” formula in 1989 from marketing expert, Jay Abraham.
AIDA stands for attention, interest, desire and action. Your ad must get the buyers’ attention, build interest in your product or service, create desire to own that product or service, and finally ask the viewer or reader to take action to get that product or service.
You get your reader’s attention with a powerful headline. This is the key.
Ted Nicholas became famous selling his best selling book, How To Form Your Own Corporation Without An Attorney For Under $50. He spent hundreds of millions of dollars promoting this and other books in full-page magazine ads. He says that “73% of the buying decision is made at the point of the headline.”
Without a powerful and persuasive headline, your ad copy won’t be read. Your offer won’t be considered. You’ll waste your money.
So what should a good headline do? In Bob Bly’s The Copywriter’s Handbook, he describes the four functions of a headline:
- Get attention. This gets the reader to read more of the ad.
- Select the audience. Who do you want to attract? Who would you rather not attract?
- Deliver a complete message. David Ogilvy, author of Confessions of an Advertising Man, says that 80% of readers will only read the headline. Headlines like “Merrill Lynch Is Bullish On America” at least let the reader know the name of the company.
- Draw the reader into the body copy. The promise of solutions to current or potential problems gets the reader to continue reading more of the ad.
Let’s consider these four functions as we look at a few headlines.
“How To Win Friends and Influence People”
Dale Carnegie wrote this best-selling book during the 1930‘s. The book’s title served as the headline for ads selling the book. This headline grabs the reader’s attention and builds curiosity because who doesn’t want more friends? So this headline/title does #1 and #4. In a way, it selects the audience (#2) because everyone wants more friends.
“Did Your 401(k) Become a 201(k)?”
This headline grabbed attention (#1) by dramatizing a 50% fall in the stock market. It selected the audience (#2) by assuming the reader had a 401(k). It pulls the reader into the copy (#4) because it implies a solution to the problem of a falling retirement portfolio. While powerful, it missed on #2 by not offering a solution to the problem. I suppose “Turn Your 201(k) Into a 301(k) With Chinese Growth Stocks” would fulfill #3 but only testing would show if it was as effective.
“Worried About Outliving Your Retirement Funds?”
This headline grabs attention (#1) by pointing the pain of running out of money during retirement. It selects the audience (#2) advisors want to reach because pre-retirees and retirees worry about this; 25 year-olds don’t give it a thought. It can’t deliver a complete message because the problem will differ greatly from person to person. Yet it raises a real concern during times of rising prices and low interest rates and draws the reader into the rest of the ad (#4).
The most common mistake in advertising is using your business name at the top of the ad as the headline. Look at all the ads in the yellow pages or your local paper. How many put the company name the top in big letters? Most. Use a powerful and compelling headline and you’ll have far more effective ads. Why? Because your prospects will read on….
Next, you need to build interest in the reader for your service or product. Keep the reader interested by providing more facts which show in words or imagery you can deliver on the promise made in the headline. Pile on multiple benefits that will improve their lives.
Validate your claims by offering proof you can deliver on your promises. This proof can include references to your education, certifications, and years in business. Perhaps you’re a radio show host or have written articles in your local paper or other major publications.
Include some client testimonials and let your customers praise you in print. In local markets, this provides powerful proof that you will deliver what you’re promising.
You build up desire by helping them imagine how they’ll feel after buying your product or service. Your product will make their life better and more enjoyable. Whether it’s a night on the town or a better retirement. you want your prospect to want what you have to offer.
You should offer the best guarantee you can. You can also build desire by offering additional free bonuse or limited time offers.
And how do they fulfill their desires? By accepting your offer….
Finally, you need to close the deal and get the reader to act now and accept your offer. You want them to take an action step to get them to your website or place of business.
Your offer will differ depending on the ad placement. Yellow pages ads run all year long so the offer might be for a free report on “The 7 Most Common Mistakes and How To Avoid Them.” An advertisement for a no obligation tax planning analysis would work during tax season. Yet an ad for a free community seminar will only work a week prior to the event.
In a previous article, I wrote about giving away free information. Just remember that you need to offer your prospect something of value so they’ll contact you.
Your offer ends with a call to action. “Call our office today to receive your free report.” Or “Visit our website to get all the details and find out how they can get a free sample..”
At the bottom of your ad you can include your company name, address and contact information. Make it easy to read so they can take action and get a hold of you.
In my next article I’ll look show you some more ways to create effective headlines.