Professional Documents
Culture Documents
of all your experiences,your specific knowledge and your ability to mentally process that
information and transfer it onto a sheet of paper for the purpose of
HEADLINE
Get attention
SUB-HEADLINE
More information to further explain
PHOTO
Illustrate product more fully
CAPTION
Describe – one that is often read
COPY
Convey the main selling message for your product
PARAGRAPH HEADINGS
To break up copy into chunks
LOGO
Display the name of the company selling
PRICE
Let the reader know the price
RESPONSE DEVICE
Give a way to respond to the ad
OVERALL LAYOUT
Provide the overall appearance for the ad
The sole purpose of the first sentence is to get you to read the second sentence.
Your ad layout and the first few paragraphs must create the buying environment most conducive
to the sale.
“I didn’t sell the product but rather the concept of standing in a phone booth and pulling
out to the surprise and delight of those around you”
The higher the price point the more copy required to justify the price or create the need.
This is a general rule unless it is a tremendous value.
1. Typeface
2. First Sentence
3. Second Sentence - keep momentum going
4. Paragraph Headings
a. Introduce material in the paragraph that follows. Designed to break up the copy
and make it look less intimidating. Not at the very end or beginning. Could say
anything. Arouse curiosity.
5. Product Explanation
a. Explain complicated product simply and simple product in a complex way.
6. New Features
7. Technical Explanation
a. Like to buy something from an expert. Trust. Impressed
8. Anticipate Objections
9. Resolve Objections
10. Gender
11. Clarity
12. Cliches - Avoiding
13. Rhythm
a. Mixture of sentence lengths that give a sense of variety. Triad.
14. Service - Make clear
15. Physical Facts
16. Trial Period
17. Price Comparison
18. Testimonials
19. Price
20. Offer Summary
21. Avoid Saying too Much
22. Ease of Ordering
Ask for the Order
THE PSYCHOLOGICAL TRIGGERS