In today’s world of content shock and content proliferation, we need to learn a few things from the world of direct-response copywriting.
This is the form of copywriting used by marketers. It involves communication directly to the customer in way that compels them to take action.
Long before there were sites like Hubspot, Buffer, Kissmetrics, and CrazyEgg, there were direct-response copywriters who were absolutely nailing it with explosive copy. They were churning up huge interest in their products and scaring up droves of customers to buy their products.
The impact of these marketers is enormous. You use toothpaste? You can thank Claude C. Hopkins, the man who popularized it through direct-response copywriting.
These pioneers were masters. If you’re writing ads, headlines, blogs, page titles, articles, tweets, Facebook posts, or any other form of digital marketing, you’ve got a few things to learn from these direct response-copywriting heroes.
Direct Response Marketing is designed to generate an immediate response from consumers, where each consumer response (and purchase) can be measured, and attributed to individual advertisements.
Direct response marketing is a type of marketing strategy that compels a high-quality prospect to take immediate action and opt into the advertiser’s offer. It educates instead of selling. It costs very little to produce, and the results are measurable, making it ideal for small businesses.
There are two major types of marketing strategies. They are branding (or mass marketing) and direct response marketing. Only one of these strategies delivers a consistent return on invest for small businesses.
Direct Response Web Design is the science of creating website that are designed to entice every users to take a specific action when browsing the website.
Direct Response Web Design is designed to generate an immediate response from the user, where each user response (and purchase) can be measured, and attributed to individual advertisements.
A Direct Response Website is a site that is designed to get a targeted group of people to take a specific action(s) with the ultimate goal of generating a lead or a sale. These specific actions can include: calling a phone number, filling out a form, signing up for email, printing out a coupon, engaging in online chat and / or making a purchase.
A Direct Response Website can certainly be attractive and reflect your branding, but (prepare to be shocked!) it doesn’t even have to look good help put money in your pocket. Even a simple, basic, (dare I say it — “ugly”) website can be more effective at generating leads and sales than a fancy, beautiful one, if the site is set up according to the principles of Direct Response website design.
Creating a Direct Response Website, or tweaking your current website to incorporate some of the tools and principles of Direct Response Design is critical to your business for several reasons. If your website doesn’t “do it’s job” of generating leads and sales then:
As I said above, it is an expense, not an asset for your company.
You will have to spend more money on traditional advertising to try to attract new customers.
Even if you do spend more money on traditional advertising to get new customers, they will likely look at your website before they decide to call you, come into your store or place an order, so you want your website to encourage them to take action right away!
If you invest time and money in using social media to attract new business, your efforts will likewise be undermined by having an old-fashioned, ineffective, brochure-style website. After finding you on Facebook, Twitter or LinkedIn, people will go to your website to “check you out.” If your website isn’t set up to generate leads or sales sell, you’ll simply miss out on a lot new business.
Need I say more?
In online marketing, a landing page, sometimes known as a “lead capture page”,”single property page”, “static page”, or a “destination page”, is a single web page that appears in response to clicking on a search engine optimized search result, marketing promotion, marketing email, or an online advertisement. The landing page will usually display directed sales copy that is a logical extension of the advertisement, search result or link. Landing pages are used for lead generation. The actions that a visitor takes on a landing page is what determines an advertiser’s conversion rate. A landing page may be part of a microsite or a single page within an organization’s main web site.
Landing pages are often linked to social media, e-mail campaigns, search engine marketing campaigns, high quality articles or “affiliate account” in order to enhance the effectiveness of the advertisements. The general goal of a landing page is to convert site visitors into sales or leads. If the goal is to obtain a lead, the landing page will include some method for the visitor to get into contact with the company, usually a phone number, or an inquiry form. If a sale is required, the landing page will usually have a link for the visitor to click, which will then send them to a shopping cart or a checkout area. By analyzing activity generated by the linked URL, marketers can use click-through rates and conversion rate to determine the success of an advertisement.
Facebook Advertising is comprised of various advertising methods via the social network Facebook. Companies can post ads for their own fan page or external websites. Each advertiser has various grids for available external sites.
Facebook, the most popular social network, has developed a targeting technology which allows advertisements to reach a specific audience. This is within the Facebook product called Facebook Ads, which is available to users and businesses alike. While posting an ad through the Facebook Ad Manager, an advertiser is provided a set of characteristics that will define his target market. Facebook calls this audience targeting. These traits include geographical location, gender, age, work, relationship status, and interests such as music, among others. Facebook claims that advertisers can even customize their target audience based on their behavior such as purchasing patterns, device usage, and other activities.
This is why Facebook users see advertisements on their profile page that are relevant to their preferences and interests. This allows the ads to be less intrusive and more successful in delivering the appropriate content to the right audience. The advertisement algorithm is also capable of monitoring performance so that advertisers or Facebook marketers are able to modify their audience as well as the nature, budget, and duration of the ads based on its performance.
Search engine optimization (SEO) is the process of improving the quality and quantity of website traffic to a website or a web page from search engines. SEO targets unpaid traffic (known as “natural” or “organic” results) rather than direct traffic or paid traffic. Unpaid traffic may originate from different kinds of searches, including image search, video search, academic search, news search, and industry-specific vertical search engines.
As an Internet marketing strategy, SEO considers how search engines work, the computer-programmed algorithms that dictate search engine behavior, what people search for, the actual search terms or keywords typed into search engines, and which search engines are preferred by their targeted audience. SEO is performed because a website will receive more visitors from a search engine when websites rank higher on the search engine results page (SERP). These visitors can then potentially be converted into customers.
In internet marketing, and web analytics conversion optimization, or conversion rate optimization (CRO) is a system for increasing the percentage of visitors to a website that convert into customers, or more generally, take any desired action on a webpage. It is commonly referred to as CRO.
Online conversion rate optimization (or website optimization) was born out of the need of e-commerce marketers to improve their website’s performance in the aftermath of the dot-com bubble, when technology companies started to be more aware about their spending, investing more in website analytics. After the burst, with website creation being more accessible, tons of pages with bad user experience were created. As competition grew on the web during the early 2000s, website analysis tools became available, and awareness of website usability grew, internet marketers were prompted to produce measurables for their tactics and improve their website’s user experience.
Pay-per-click (PPC) is an internet advertising model used to drive traffic to websites, in which an advertiser pays a publisher (typically a search engine, website owner, or a network of websites) when the ad is clicked.
Pay-per-click is commonly associated with first-tier search engines (such as Google Ads, Amazon Advertising, and Microsoft Advertising formerly Bing Ads). With search engines, advertisers typically bid on keyword phrases relevant to their target market and pay when ads (text-based search ads or shopping ads that are a combination of images and text) are clicked. In contrast, content sites commonly charge a fixed price per click rather than use a bidding system. PPC display advertisements, also known as banner ads, are shown on web sites with related content that have agreed to show ads and are typically not pay-per-click advertising. Social networks such as Facebook, LinkedIn, Pinterest and Twitter have also adopted pay-per-click as one of their advertising models. The amount advertisers pay depends on the publisher and is usually driven by two major factors: quality of the ad, and the maximum bid the advertiser is willing to pay per click. The higher the quality of the ad, the lower the cost per click is charged and vice versa.