Playing with a common saying can get your message across with a satisfying zing! It may be seen as “low-hanging fruit” in the world of copywriting, but used thoughtfully and sparingly, it’s memorable.
I recently received the “Bring on Summer 2018” mailer from Victoria’s Secret. Check out what they did here:
The writer really didn’t change the idiom— “get (one’s) panties in a bunch.” But, when paired with a visual of 9 panties and a 5 for $28 offer, the implication is that, yes, getting your panties in a bunch is actually a good thing!
It’s fun, memorable, and on-brand for Victoria’s Secret. Try it!
On your business website, be sure to tell your current and future customers and business partners about yourself.
This year, I’m sending low-key “cold emails” to businesses in my community to introduce myself and ask them if they have any copywriting projects I can help with. I like to make my emails as personal as possible, addressing them to a person and not the business. But, you know what? A lot of businesses do not talk about the owner/founder on their website or social media pages. These aren’t huge businesses, either.
This is a missed opportunity. Part of the appeal of shopping locally and patronizing small businesses is knowing the owner or employees—or at least knowing of them and their story. Now, a business owner can’t be friends with everyone, but telling your current and future customers about yourself will help them quickly see you and your business as an integral part of their community, and want to not only patronize your business, but to champion it, recommending it to friends, family, and neighbors. And, in my case, having a good “about” page will allow potential business partners to get to know you, your business, and reach out in the most helpful way possible.
Not sure what to write about yourself? It’s hard! How do you balance personal information with your credentials?
Here’s my quick rule: Establish your authority by explaining why you are the absolute best person to accomplish your business’s purpose.
Be sure to mention that purpose, too! Then, add a personal tidbit or two: family, pets, or hobbies will do just fine.
I’ve encountered some business owners that are afraid of appearing too small. A fear that is grounded in anecdotes of being passed up by potential clients because they were perceived to not have the capacity to complete the project. But, sometimes when the “about” page only tells about the company, it looks like a one-person business trying to appear larger than it actually is. (Which just may be what’s actually happening.) The solution? Try an owner/founder story. This is a win-win: you give your business a personal touch, but still appear professional, regardless of your size.
And, because I want to you to trust my advice, I have revisited my own “about” page here. Take a look and let me know what you think!
If you need help sorting out the details you should include in your business’s “about” page, please reach out. I’d love to help! Also, you can check out this post on writing about yourself.
When you’re staring at a blank page, trying to write copy for your latest marketing piece, start by asking these questions:
Who are you talking to?
What they need to know?
Recently, I had someone reach out asking for help with writing a page for their website. They didn’t know what exactly they wanted or needed. This makes it tough for them (and for me!), but if you start with these basic questions, you can easily get on track.
The first question can be answered a lot of different ways. You may have data insights that tell you age, geographic location, and all kinds of good information. But, don’t worry if you do not have that level of information. Even if you are just making a really good guess at who your audience is, it will help.
The second question can be tricky. There’s a difference between what you want your customer to know and what they need to know. Here’s an anecdote from my personal experience to bring this to life.
Back when I finally decided to get a smartphone, I went into my provider’s shop to pick out a phone. I was leaning heavily towards the iPhone, but wasn’t 100% sure. So, when the salesperson approached me, I told him I was looking at an iPhone, but was open. And, I let him tell me about Android phones.
He started listing off a bunch of benefits and features (at the time) of Android phones: better for movies and games, larger screen, etc.. Every benefit was “meh” to me, because I didn’t want a smartphone to watch movies and play games on. He didn’t ask me what I was looking for in a smartphone, which (at the time) was to take pictures, access social media, and browse the internet. If he had asked that first, he would have been able to tell me how Android phones were able to do those tasks…or tell me that an iPhone was the better choice.
Sometimes, telling your customer what they need to know just means prioritizing the benefits of your product/service differently within your copy. Tell one group of customers about the convenience. Tell another group about the quality. Simply, tell them about the benefits that are most helpful to them.
Once you know the answers to those 2 questions, the information you need to include in your copy will become clear and the words will come easy.
This one comes from the latest mailer I received from Bed Bath & Beyond. In general, you need to tell your customer about the product benefit first (how it helps them) and then tell them about the features (how it does what it does, also known as the “reason to believe”).
In many cases like curtains, the benefit is generally understood: block out light, create privacy, and/or decoration. Now what? Of course, you can tell them about the features—quality fabrics, designer styles—but go above and beyond and walk them through selecting the perfect curtains for them, like this little “Windows 101” blurb does.
When should you do this? Well, it’s all about knowing your customer. If you’re an insider, selecting window treatments may seem easy, duh. But, some people aren’t interior designers and haven’t thought about window treatments ever—maybe they’re furnishing their first home. Are you writing for one of those people? Then, help them through the decision-making process. A quick look at Bed Bath & Beyond’s website shows they have 1,858 window curtains and drapes. That’s a lot! Help the customer by writing simple instructions.
In short, know who your customer is and help them choose the right product.
When you sit down to write copy for your business, write like yourself—in your own voice. Or, if you’re writing for someone else’s business, write like that business sounds. In short: you do you. Don’t try to be someone (or something) else.
There are plenty of “rules” for copywriting out there: don’t use puns, don’t be precious, and so on. But the most important rule is to write like yourself—or if you’re a copywriter, write like the brand. Case in point, Lands’ End. The copy here could be considered corny. “Brassiere” and “disappear” rhyme, for goodness’ sake! (Obviously the reason the writer didn’t choose “bra.”) But, this is Lands’ End. I’ve seen this tone of voice in their catalog before. Lands’ End does Lands’ End, and while it may not be everyone’s cup of tea, it definitely will catch the eyes of the right audience. (And I, for one, like rhymes…and Lands’ End jeans!)
But, easier said than done, right? I wish with certainty I could say it was Brené Brown who I watched/read a story about how she took some colleagues/friends to a beach house for a few days in order to write one of her books. The process went something like this: she’d lecture her friends about a topic, they would take notes, and then afterwards, she would collect the notes, return to her room, and feverishly write about the topic for the book. The point of this was so that she would write more like she spoke—write truer to her own voice. Unfortunately, I don’t have anything in my notes about this being Brené Brown and a Google search is fruitless to confirm it. It’s a good anecdote, though. Write like you talk to your friends or colleagues. You surely aren’t carefully branding your interactions with your friends. You’re just you.
What if you’re a copywriter writing for a brand or company that doesn’t sound like you, though? You’re held to a tone of voice that sounds like that brand/company. You can’t go rogue and write in the way you want to and sometimes you really don’t sound like that brand/company. Here are a couple of things you can do to understand the tone of voice:
1.) Ask for brand guidelines. Study the internal documents that lay out what the brand should look and sound like. If it’s a thorough set of guidelines, there will be a section on the tone of voice. If there isn’t a tone of voice section, study the tone of the visuals and the copy used to explain them.
2.) Read any and all copy that the brand has produced—website, social media feeds, direct mailers, brochures, and so on. This works wonders. Have you ever read Sandra Cisneros’s The House on Mango Street? It’s hard to read it and NOT start thinking/writing in Cisneros’s distinctive tone of voice. But, check and make sure that the creative director wants the copy to sound like it—perhaps you’re being asked to write new copy because the old copy isn’t the right tone.
You do you. Or, for just a bit of time, become the brand, and then you do you.