Copywriters often disagree on whether a short sales piece with lots of white space is better or whether long and detailed is the way to go. The long and short of the debate is thisЕ what type of buyer are you targeting?
There are basically 2 kinds of buyers.
1. The Impulsive Buyer
This is the kind of guy with places to go and people to see and not a whole lot of time to do it in. Typically, heТll skim the headlines and subtopics, glance at the photos and captions, and make a snap decision.
2. The Analytical Buyer
This group of buyers believes that the proof is in the details. TheyТll read everythingЕ including the fine print.
It stands to reason that successful copy will address the needs of both buyersЕ regardless of length. LetТs look at what you need to do to reach both buyers.
How to reachЕ.
The Impulsive Buyer
1. Use attention getting headlines and sub headlines.
2. Capitalize of graphics that enhance your messageЕ
Photos
Captions
Varying fonts and font sizes
Shading
Use Bold Headlines
Highlight with shaded areas or bullets
The Analytic Buyer
1. Use the headlines, sub headlines, and graphics for the impulsive buyer as guides. Add the detailed information the analytic buyer needs under the proper heading, and youТve got a winning marketing piece that is guaranteed to be successful
Inside knowledge of how your potential buyers react is the key to getting their attentionЕ and extra income. The fact that the needs of the impulsive buyer and the analytical buyer overlaps is a bonus for you, the copywriter!
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