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3 Copywriting Tips Supported by Scientific Research

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By Fausto Mendez

    Copywriting is very much an art, but that doesn’t mean there isn’t hard science behind some of the principles used by more successful writers. These scientifically-backed #copywriting tips should graduate your game to the next level, no matter your skill level.

    Teaching copywriting is difficult. You can only lay some ground rules that point people in the right direction, and most tips and advice are merely opinions based in anecdotal evidence, relentless practice and educated guesses. So it can be hard to know what works and what doesn’t. Thankfully, Gregory Ciotti put together a list of seven copywriting tips that are supported by some level of scientific research. We summarize three of his more useful tips below.

1. Leverage an Emotion That’s Already There.

+ Tip: Find an emotion that your target often feels, and make them feel that again. Don’t tell them what to feel. Like a novelist, the goal is to craft copy that leads them to that place on their own. Then, mix your message into that good emotion.

+ Science: Mirror neurons can make you feel what you see. It’s why men cringe when they see another man get hit in the balls. Make your target relive the emotion by showing them a scene that takes them back to it. The emotion makes your message more attractive and more memorable. 

2. Don’t Sell Money. Sell Time.

+ Tip: Even low-quality brands hardly advertise their low prices. It’s something stores do for brands, but you almost never see a brand thumping its chest about its absurdly low prices. That’s because it doesn’t really work. Time is a more precious resource, so sell good times, not good prices. Miller’s slogan (“It’s Miller Time”) is the perfect example. 

+ Science: Customers are willing to pay more for good service, which means they are generally more concerned about quality than price. That doesn’t mean lower prices can’t help you outsell your competitors, but it does mean that you’ll have to convince your target audience that your lower prices don’t mean a reduction in quality as well. Focus on the quality of the product. The low prices market themselves.

3. Don’t Avoid the Counter Argument

+ Tip: Your product, service or brand is not the answer to your target audience’s every problem. More importantly, there is usually a clear argument against it. Don’t ignore the opposing argument because it will be recalled by the target when you present yours. As a result, it’s best to tackle those opposing viewpoints head on. Think about it: Pepsi doesn’t ignore the existence of Coca Cola, not even in its own ads. Apple doesn’t ignore the existence of Windows, and I’m sure you’ve seen car commercials that feature the competitors’ products. 

+ Science: Psychologist Charlan Nemeth tested two styles of debating, one that acknowledged the opposing viewpoint and one that didn’t. Of course, the arguments that did better are those that didn’t pretend there is no opposing viewpoint. That’s because when you’re “real” with your target audience, they are more likely to trust you, and when you answer their questions, they don’t have the opportunity or the desire to find answers elsewhere.  

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  • 20 May 2013

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