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 This What Type Of Buyer Are You Targeting?There Are Basically 2 Kinds Of Buyers.1. The Impulsive BuyerThis 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, Hell Skim The Headlines And Subtopics, Glance At The Photos And Captions, And Make A Snap Decision.2. The Analytical BuyerThis Group Of Buyers Believes That The Proof Is In The Details. Theyll Read Everything Including The Fine Print.It Stands To Reason That Successful Copy Will Address The Needs Of Both Buyers Regardless Of Length. Lets Look At What You Need To Do To Reach Both Buyers.How To Reach.The Impulsive Buyer1. Use Attention Getting Headlines And Sub Headlines.2. Capitalize Of Graphics That Enhance Your MessagePhotosCaptionsVarying Fonts And Font SizesShadingUse Bold HeadlinesHighlight With Shaded Areas Or BulletsThe Analytic Buyer1. 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 Youve Got A Winning Marketing Piece That Is Guaranteed To Be SuccessfulInside Knowledge Of How Your Potential Buyers React Is The Key To Getting Their Attention And Extra Income. The Fact That The Needs Of The Impulsive Buyer And The Analytical Buyer Overlaps Is A Bonus For You, The Copywriter!
