How to Establish Trust with Potential Clients

Have you ever received a cold call from someone trying to sell you something?

Which of these actions characterized your response?

  1. You found an excuse to hang up
  2. You used short words or sentences in response to leading questions
  3. You used delay tactics or told the salesperson you’d call them down the road
  4. You were excited about the call and took proactive steps to learn more

If you are like most people, you probably lean toward a quick disconnect. That’s because behaviors 1-3 are basically kneejerk reactions that display a lack of trust.

Easing Past Apprehension

Sales can be scary – for everyone involved.

When you begin by recognizing this, you gain an immediate advantage. If you want to influence how a person thinks or responds, first you must guide them out of the calm sea of apathy and into riskier waters of decision.

And that requires trust.

So how do you get there? Especially if you’re wooing prospects you might never see face-to-face? Here are three helpful options:

1. Become More Transparent

Transparency simply means making something accessible.

There’s been a shift in marketing, especially as content marketing has gained traction, and your clients expect answers at their fingertips, without a middleman or any layers of hidden information.

Want to get things out in the open?

List prices on your website

(rather than hiding them behind a phone call)

Address uncomfortable or controversial questions upfront

(instead of waiting for prospects to ask)

Invite people into your world

(show prospects the faces and voices of your team: a group of actual humans who have lives and families and who are working hard every day to make your business thrive)

2. Stop Trying to Praise Yourself

Claiming you’re the best or tooting your own horn can make you seem unrelatable.

Instead, do everything you can to provide social proof from previous or current customers, such as

  • Sending surveys with every order
  • Using follow-up calls to get feedback on your service
  • Advertising where and how people can place a review
  • Creating case studies or testimonial examples around frequently-ordered products

And remember, reviews mean nothing unless you use them! Add them to your sell sheets and brochures. Paste them at the bottom of emails or sales letters. Create an arsenal of testimonials for your marketing team to pull from, and categorize them around pain points or specific buyer personas so they can be used at just the right moment.

3. Provide Assurances

Want to tip people toward a decision?

There are several little things you can do to bolster trust. Here are just three areas you can tweak:

Email Sign-Ups

What’s the biggest reason prospects avoid offering their email address?

Fear of spam. Assure your leads with phrases like, “We hate spam and promise not to spam you.” Or let people know up front how often you intend to communicate.

Account Registration

Doubt or uneasiness can creep in when people are asked to create an account on your website.

To alleviate this, provide assurances about how people can cancel or the benefits they will receive by moving forward.

Affirmation

Sometimes people need a little validation to boost their confidence.

You can do this by adding encouragements to your sign-up or order forms, like: “Thanks for choosing Acme Associates. You’re in good hands!” or, “Over ___ subscriptions filled each week!”

Customers Buy from People They Trust

The economy doesn’t run on money – it runs on trust, and so does your business.

When you’re selling, first focus on building trust with buyers. Then you’ll find people will not only listen to your advice, but they’ll be more willing to take it and to move forward with you.

Direct Mail Postcards: A Proven Winner

Results. Whether it’s weight loss, test scores, or finances, tangible success is the payoff everyone wants.

With a limited marketing budget, it’s important for your business to make every penny count. And, according to a 2018 DMA Response Rate Report, direct mail consistently outperforms all digital marketing channels. 

Direct mail allows readers to comprehend, process, and remember the material more quickly and easily, with postcards and large envelopes eliciting the best overall response. Think about how quickly you process your own mail – ‘bill, letter, junk, ad . . .’ It takes a split second to accept or discard each piece. Postcards put the message front and center as soon as the printed piece hits their hand.

When it comes to results, 52.5 percent of potential recipients claim they will read a postcard, whereas a letter-sized envelope will be opened only a third of the time. Postcards get a fairly high response rate – 4.25% – followed by dimensional mailers with 4% and letter-sized envelopes at 3.5%. And larger postcards (6-inches by 11-inches) are an ideal choice to ensure your piece stands out in the mail pile.

Success Starts Here

Ready to acquire new customers and increase your profits? Here are some tips for head-turning postcards:

Get to the Point

Postcards should have one obvious call to action. Understanding the audience and key message will drive design, with branding that will reinforce this theme.

Stress Benefits

Highlight the benefits of what you are selling. If you are selling a booklet-folding machine, don’t just say, “stainless steel hopper, 10 inches wide.” Add, “assembles 600 booklets per hour!”

Use Engaging Designs

Even classy postcards can have some sizzle, whether it’s font, bright colors, foil, or creative cardstock and graphic combinations.

Follow Headlines with Delivery

The promise of the headline should be fulfilled in the body copy—immediately. Your first few sentences should explain, elaborate on, and support the promise made in the headline.

Don’t Be Boring

People take in loads of information each week, and postcards have a split second to catch their attention. A sharp layout is great, but be sure to integrate this with a lively message to keep them reading past the headline.

Offer a Next Step

Don’t assume the reader knows what to do with your card. Include instructions and crystal-clear action steps, like, “For a free 2020 landscaping guide, visit http://www.lawnparadise.com, or call Betsy at __________ for a blueprint on a total yard makeover.”

Enhance Readability

More than 30 percent of the population classifies themselves as “scanners,” so aim for improved readability with bullets, generous white space, screened boxes, yellow highlighting, crossed-out text (like $19.95, $9.95), and simulated handwriting in the margin.

Front and Center with Eye-Popping Postcards

Want to make the right offer at the right time?

Postcards are ideal when:

  • You want to generate leads.
  • You’re offering a free or premium item.
  • The primary response is a URL landing page or a phone call.
  • The concept is easy to explain or familiar to the reader.

Finally, the sure advantage in postcards is knowing where to send them.

Savvy marketers know who their audience is, and they realize it’s not just one group. The most successful postcard marketing sends unique messages (and even segmented landing pages) to the groups they most want to reach.

If you can reach out to 500 targeted people (versus 5,000 bulk addresses), your success rates will skyrocket.

5 Thoughtful Strategies for Advertising During the Pandemic

If you’re like many people, you’ve probably been more conservative in your spending lately.

Recent research shows that, during the pandemic, many people were rationing food to save on expenses and grocery runs, and 23% of people were eating more plant-based meals. Discretionary spending has decreased, and consumers are shifting to digital solutions and reduced-contact channels to receive services.

On a larger scale, consumers worldwide say they expect the pandemic to affect their routines or spending for at least two to four months.

A Shift in Content and Scope

In recent months, many companies have shifted the scope and content of their marketing efforts as well.

Instead of pushing products and promotions, proactive businesses have focused on building relationships and adding humanness to their brand, including inspirational direct mail newsletters, heartfelt emails, and down-to-earth videos.

In one example, eBay championed small businesses that power the nation with its “Stronger as One” ad. Other companies highlighted safety changes and customer convenience options, like this “Call In / Pull In / Pick Up” curbside delivery ad:

“During these challenging times, we are here for you. We are making changes moment by moment to ensure the safety of our customers and employees. And what matters most is doing this together, for the community that we all call home.”

A Vision for Marketing Beyond COVID-19

Beyond connecting and empathizing, what is next for marketing beyond coronavirus?

For starters, you’ll need a commitment to move forward. Research shows that 92% of consumers believe brands need to keep advertising. Ads offer people a glimpse at a prosperous future or something hopeful to look forward, and your marketing gives people a welcome taste of distraction, entertainment, and normalcy.

Also, if the firms competing against you have lowered their ad output, now is a great time for you to invest more. As others scale back, your ads are more visible, allowing you to gather leads with a lower cost-per-acquisition.

And even if the economy seems shaky, pulling back now may actually lengthen the time it takes you to recover. If you need to tighten expenses, don’t turn off your marketing. Instead, look at ways you can rethink intake, client services, or business expenses in general.

Need some concrete marketing ideas? Here are five types of ads to consider:

1. A Product Focus

Showcase how your product is safe, accessible, or helps people strengthen their health or physical well-being.

2. A People Focus

Show prospects you care about them and that your business is standing with them during this time. This Fitbit ad offers its premium package for 90 days to help people work out at home, manage stress, and eat and sleep better during COVID-19: “Thank you for doing what you can. We’re all in this together.”

3. A Values Focus

Here you might feature positive company values or champion the solidarity and togetherness of your community.

4. A Nostalgia Focus

When things feel uncertain, old songs or vintage photos can bypass the brain and connect straight to the heart.

5. A Humor Focus

While being sensitive to people’s pain, you can still connect with your audience through humor during challenging seasons. Encourage people to laugh at their weaknesses or make the most of this strange season, like this Ben & Jerry’s “Netflix and Chill’d” campaign.

Though it may seem counterintuitive to up your print output today, now is the time to invest in a strong comeback after COVID-19.

With today’s carefully crafted message, you can ahead of shifting customer needs and shape people’s long-term expectations. As your partner in print, we are open, and we are ready to help! Contact us today to visit more.

Increase Your Odds for Success by Finding a Business Mentor

Bill Gates first met his mentor at a dinner organized by his mom.

When his mother suggested the connection, Gates thought he would have nothing in common with him, because this contact was just a “guy who picks stocks.” It turned out that they had more in common than he realized, and over the years, Gates came to view him as a key mentor and advisor.

That man? Billionaire investor Warren Buffett.

Today, Gates has created software that runs in most of the computers on the planet. He is a billionaire philanthropist who has given away more than $28 billion while working to eradicate polio. And Gates says that one of the most important things Buffet taught him is that success is not found through net worth but by “having people you care about loving you back.”

4 Keys for Developing a Powerful Professional Mentorship

Do you have a professional mentor?

If you don’t, this is a great time to get matched with one. The Service Corps of Retired Executives (SCORE) is a non-profit organization with members who provide free consultation services and advice to entrepreneurs. SCORE oversees the nation’s largest network of volunteer, expert business mentors. This organization helps thousands of entrepreneurs start and grow businesses, to give back to communities, and to allow people to pass on their knowledge to the next generation of leaders.

Whether you connect with an organization like SCORE or pursue a mentorship opportunity of your own, here are four things you might look for in a mentor.

1. Compatibility

Your mentor is someone who you will be working closely with, so it’s important that you have a sense of compatibility with this person, so the relationship doesn’t feel awkward or forced.

If you sense cues that could indicate long term tension, it’s ok to voice your concerns or end the relationship. Assigning the initial stage of the relationship as a short-term trial period might make a potential termination seem more natural.

2. Contrast

A mentor helps you stretch yourself, so it’s good if your mentor seems a bit outside of your comfort zone.

Don’t pick a carbon copy of yourself or look for a best buddy in a mentor. Diversity helps you get a better perspective on things, and it may be good if your mentor is from a different industry, age group, or geographical area.

3. Expertise

Mentorship isn’t about following someone with the most experience or the biggest title; it’s about finding someone with the knowledge to help you on your journey.

Look for a mentor who has unique expertise or one who has worked through similar challenges as you face rather than focusing on someone with a long career or a resume that matches yours.

4. Trust

Because you will share intimate business details with your mentor, trust is of utmost importance.

And this trust should go both ways. When trust is mutual, both parties can confide in each other in specific, vulnerable ways. Build trust by learning each other’s communication styles, setting expectations up front, and asking deeper questions as you grow. Once a solid level of trust is established, you’ll be able to glean the best insights from this relationship.

Bouncing Back After COVID-19

This unique time of economic recovery is probably unlike any crisis your business has faced.

But entrepreneurs are nothing if not resilient, and you can get through this. The key is to take quick action and to lean on the wisdom of others. Why not pursue a mentoring relationship today?

3 Strategies for Pursuing New Business Opportunities

In the weeks surrounding the onset of COVID-19, businesses worldwide have pivoted quickly.

Many have juggled shifting expectations by establishing remote work arrangements, securing supply chains, reducing employee workload, cutting costs, or applying for government support.

Now it’s time to move forward with a proactive business plan and to consider new opportunities. What will this look like for your business? Here are three strategies.

Strategy 1: Same Products, Different Channel

If the majority of your business takes place on-site, now a promotion focus through a different channel may be helpful.

In what ways can you offer the same (or similar) products and services through an online channel? Can you digitize any of your physical products? Can you offer webinars, online consultation, or build a technology-mediated delivery solution? From curbside pick-up to livestream shopping events, ramped up digital options are a low-hanging fruit every business should explore.

One florist facing delivery bans sold “virtual” bouquets for $70-$400 dollars. The recipient got a photo of their bouquet over email with the promise of a live delivery once businesses re-opened. When Chinese cosmetics company Lin Qingxuan was forced to close 40% of its stores, the company redeployed its beauty advisers as online influencers, and digital tools like WeChat engaged customers virtually. One large-scale livestream shopping event featuring 100 beauty advisers, helping Lin Quingxuan’s February sales climb 120% over 2019 sales.

Strategy 2: Same Infrastructure, Different Products

During a crisis, leaders must recognize opportunities and make the most of them. 

The COVID-19 season is a crucial time to consider new opportunities. While the need for some products and services has fallen, demand for others is high and even growing. Can your business deploy existing infrastructure to produce different products or offer new services?

In the spring of 2020, companies such as LVMH (perfumes) and Skyroro (rockets) switched to producing hand sanitizer within a few days. Manufacturers like GM, Ford, and My Pillow modified idle production lines to manufacture medical devices and face masks.

If people today see increased value in e-learning, improved individual health, or meaningful networking, how can your business identify and fill these needs? Disruptors often come from the bottom of the market to upend traditional retailers, or they create new markets and appeal to customers who have previously gone without a product.

Strategy 3: Same Products, Different Infrastructure

Perhaps your challenge is an increased demand for a particular product or service.

In this season, some companies may need to quickly augment physical systems, communication networks, or staffing to increase production or delivery capacity. And building new infrastructure often requires collaboration with external partners.

Employee sharing is one example of companies shifting infrastructure to meet needs. In Germany, McDonald’s staff have been permitted to work at Aldi stores while on-site dining is shuttered, and groceries are swamped. On the physical side, an adapted retail model may mean offer smaller stores (or “nodes” within large spaces) rather than crowd-based facilities.

Monitoring needs and forecasting future behavior are critical to adapting your infrastructure and remaining nimble.

Creativity Fuels Innovation

During a crisis, many things are out of your control.

But that’s ok because you can still shape your response! Focus solely on what you can control. Look for creative ways to adapt, and you will come out stronger in the years to come.  

 

Five Strategies to Use Your “Quaran-TIME” Effectively

Mike Turner founded the Front Street Brokers real estate firm in 2005, with a desire to offer distinctive client experiences, to equip agents for the maximum efficiency and profitability, and to devote significant firm resources to a local, philanthropic focus.

After three years, Turner’s firm experienced a significant slowdown during the 2008 financial crisis. This was a time of immense strain, especially when scheduled closings dried up before his eyes:

“In that time period, we had 10 real estate transactions scheduled to close, and nine of them fell through for unforeseeable reasons,” Turner said. “All of a sudden, $100,000 worth of business income that we were dependent upon [was] gone.” 

Turner faced difficult choices in this season, and many of us are facing similar decisions in today’s COVID-19 crisis. Today, Turner says that while change is inevitable, he knows we still have a choice. Will we allow unforeseen challenges to drag us downstream, or will we improvise to find a way across the river?

Five Strategies to Use Your “Quaran-TIME” Effectively

Anyone can become a victim when change comes fast and forcefully.

Sudden change is scary, and though we may not be able to swim upstream, we can still strategize and seek active growth. What are some ways your business can grow during this difficult period?

Use Social Media to Connect with Customers

Try a more animated touch through social media. If subscribers are opening your emails, they are expressing genuine interest. Take these customer relationships to the next level by including embedded videos or links to caring content you’ve posted on Facebook, Twitter, or YouTube.

Answer Questions or Position Yourself as a Helper

As you reach out to subscribers, ask if they have any questions or respond to challenges you know they have. Take an interest in the content they post as well – comment on it, share it with your followers, or start real conversations. Connecting to clients now will form a personal bond that lasts longer than the COVID-19 crisis.

Stretch Your Team’s Skills

When activity wanes, morale often follows. Invigorate employees by offering on-going education tools, professional mentoring within your team, or problem-solving workshops that mobilize groups to tackle some of your most ambitious goals. If your company lacks online meeting capabilities, this is a great chance to preview options like Zoom or Google Hangouts.

Do Some Spring Cleaning

While the pace is reduced, give focused attention to your internal atmosphere. Whether you need to spruce up workspaces or sort through old files, redeem the time by getting organized. This may also be a great time to refresh decor, business cards, or your website, or to involve your team in designing new content for newsletters and videos.

Express Gratitude

In hard times, a warm word goes a long way, and this can shift your own perspective from negativity to hope. Take time to say thanks to customers with handwritten notes, personal videos, or future discount options. Whether you plan a summer reunion party or make appreciation phone calls, prioritizing gratitude will make you a better entrepreneur in the long run.

Change Course, but Don’t Quit!

They say that genius is just persistence in disguise.

In tough times it’s ok to be discouraged, but it’s not ok to quit. Be proactive in this season, and keep taking the steps you can to inch ahead. New paths are, by definition, uncleared. But persistence and positivity are your most valuable assets as you journey toward hope.

Gain Momentum with a Strong Visual Identity

When Ruben Dario Villa started his car air freshener company, Fúchila Fresheners, he had a clear idea of who he was and how he wanted to communicate.

As a Mexican American, Villa wanted his Chicano heritage to be instantly recognizable to people from his community:

“Fúchila in Spanish is slang for when something smells bad,” Villa said. “So calling [our brand] Fúchila Fresheners is ironic, and people thought it was funny.”

Fúchila’s products aren’t your typical tree-shaped fresheners. Instead, they include pop-art images of the late singer Selena Quintanilla-Pérez and renowned Mexican artist Frida Kahlo. The fresheners use simple, punchy colors that reflect Chicano heritage, and it works. While Villa started Fúchila from the trunk of his car, now the fresheners are carried in over 100 stores from coast to coast.

 “The [visual] identity has been crucial to Fúchila’s growth,” said Villa. “It has a graphical element. It’s been attractive to people; I use very bright colors. It really is being authentic to me—it’s what I like to see and what I feel my community likes to see, so that’s what I gravitated towards.”

Why Consistency Counts

If you put five pieces of your marketing materials in front of you, what would you see?

Would you find a streamlined, consistent theme? Or would you see a confusing jumble of chaotic imagery, colors, and text?

In today’s visually-focused age, a strong visual brand identity is crucial. Visual identities offer a framework for clients to connect with companies in a reassuring, cohesive way, so when you engage prospects across different platforms, they know who you are and the personality you represent.

Visual branding includes logos, colors, typography, imagery, composition styles, photography, videos, and more. Just as Villa chose images relevant to Chicanos, your target audience should shape the theme of your brand. When you resonate with the desires of your audience, it will be easier to attract people.

3 Keys to Sharpen Your Visual Identity

Looking to sharpen your visual identity? Here are three keys.

1. Define Your Audience

Defining your audience can influence the tone you use.

Outline your target markets using demographics (age, gender, income, etc.) and psychographics (personality, interests, lifestyles, or desired solutions). Once you identify their values or concerns, you can appeal to their needs and wants.

2. Outline Your Mission and Voice

Your business probably has a clear vision, but can you communicate this to your audience?

Why do you provide your products or services? How do you hope to change your clients or bring benefit to their lives? Once you clarify your mission, identify the voice that matches this position. Whether this voice is authoritative, rebellious, or compassionate, seek to communicate in a consistent tone. 

3. Use a Cohesive Style Guide

To build a strong visual identity, maintain a style guide to keep visuals cohesive across mediums.

Use color psychology to pick shades that match your voice. Define imagery that complements your message: is it pastel landscapes? Bright animations? Personable faces? Even shapes communicate: round and organic forms signal warmth and softness, while geometric or angular shapes signal innovation, prestige, or power.

According to John Du, a Los Angeles-based designer and art director, even typography is significant:

“Typography is just as emotional as anything else—when you look at different fonts, they have different personalities,” Du said. “If you want to showcase your business as something very traditional or respectable, you might consider a serif typeface. If you want people to see your business as something more modern, something more grounded, maybe you’ll choose a sans serif typeface.”

It’s All About the Image

Studies show that visuals increase a desire to read content by 80 percent.

When you create articulate, strong visuals, your business will gain momentum and grow strong relationships with customers and clients.

Embrace Originality with 4 Unique Marketing Options

Want to sculpt an eye-catching identity and bring your print projects to life?

You dream it; we’ll print it! With today’s technology, you can print concepts as varied as your ideas and as rich as your imagination. Ready to toss the template and try something a little different? Here are a few ideas to push the boundaries in your next design.

Foil Postcards

Time to rise and sparkle!

Raised gold or silver foil will take any printing to the next level. With a tactile, metallic shine, foil postcards bring a “wow” factor that can’t be matched. Foil can be added to logos, lettering, die-cut shapes, outlines, borders, and more. You can foil on one of both sides of your postcard, or combine your foil with velvety coated paper to make your product shine.

Whether you want eye-grabbing handouts or incredible invitations, foil postcards are guaranteed to make a stunning impression.

Pearlescent Flyers

Looking for a quality that suits your style?

Add an extravagant touch with metallic, pearlized, and pearlescent papers for your next flyer. With a smooth feel and a glittery finish, pearlescent print pieces bring a modern, pristine look your customers can’t miss. Thick, shiny, and metallic, these paper stocks offer a gorgeous option for announcements, service menus, invites, and more.

For a rich, warm finish, go for antique gold, champagne cream, copper, or flaming reds and oranges. Or, for a refreshing and royal tone, try aqua tropics, blue vistas, botanical greens, and deep violets. And remember, pearlescent and metallic coatings require larger fonts and extra white space in your design.

Super Business Cards

Looking for something super impressive and super fun?

Super business cards are for you! Cut from premium paper that’s durable (yet lightweight), these non-bendy business cards bring a bold impression that LASTS. Customize them to your preferences, with round corners, shiny finishes, raised spot gloss lettering, and more.

Whether you want a muted matte feel or a sleek sparkly vibe, super business cards are guaranteed to be as unique as you.

Creative Rip Cards

Want to keep them thinking of you after they walk away?

With posters or publicly displayed marketing materials, prospects may quickly see you . . . and forget you. Rip card printing offers an effective tool for marketing that sticks.

Did you know you can attach rip cards to posters, flyers, and mounted displays? Like a long-lasting calling card, rip cards offer your clients a point of contact they can follow up with later. Many businesses combine rip cards with discounts and incentives, whether it’s a “Buy One Get One” offer or a 10 percent discount on an upcoming service or treatment.

Whether you attach rip cards to rack cards, displays, or door hangers, this creative option ensures you’ll be seen, remembered, and contacted.

The One and Only You

You’re not like anyone else, so brand yourself with a unique voice and creative marketing options.

When you print locally, design and print come to life in ways that can’t be matched elsewhere. Ready to own YOUR niche through our collaborative design process? Visit our website to get started today!

Reduce Financial Risk by Conducting a Stress Test for Your Small Business

How will the economy affect your business this year?

Economic conditions impact all businesses, but small businesses often feel the effect of changes sooner. Upswings in the economy mean more disposable income, which can provide a rush of new or expanded business opportunities for your firm. But dips in the economy may make it harder for you to break even, to cover payroll, or to qualify for loans that will increase your growth opportunities.

While you can’t control the economy, you can take steps to ready your small business for unexpected changes. One simple tool to consider is a stress test.

Ways to Stress Test Your Business

A stress test is a simulation to gauge your financial risk under different economic scenarios. The results can aid your financial planning and let you know where your business is at the greatest risk in the event of economic hard times.

Here are three ways to stress-test your business to stabilize it during unwanted slowdowns.

1. Solicit advice from others

Do you have an advisory board or a brain trust of reliable partners? 

SCORE, a nonprofit that is a resource partner of the U.S. Small Business Administration, offers a network of volunteers, including retired C-suite executives, who can help mentor. You can search for a SCORE mentor online or through a local chapter.

2. Plan for worst-case scenarios

One of the more effective ways to prepare for change is to make projections.

Look at what a dramatic budget crunch might do to your business or what would happen if you lost a major client or product. Evaluate how this loss would affect your business and decide how you could trim expenses or diversify your client base before this happens.

3. Review your financial cushioning

What kind of cash cushion does your business have?

While experts recommend a six-month reserve, you can probably be more specific. Look at your net “burn rate” on expenditures to identify the rate at which you spend cash holdings. Then look at your monthly budget and estimate how much money you plan to use over the next 12-15 months.

From here, you can project what kind of cushion is necessary and how long it might take you to obtain a loan or solicit an investor if money was extremely tight. Even in a worst-case scenario, having a plan in place can alleviate fear.

A Road Map For the Future

While it is wise to conduct a stress test at any time, analysts say the best seasons are typically the spring and summer because larger market crashes tend to occur in the fall.

By planning ahead now, you can make informed decisions about decreasing inventory, consolidating debt, cutting payroll, or connecting with new investors. By stress testing your business’s finances and proactively plan, you can mitigate future problems and sleep better each night.

4 Irresistible Hooks for Your Next Ad

Want to catch a fish?

Then use the right bait!

If landing a sale is your ultimate goal, first, you must entice people to take a closer look. Effective marketing strategies often involve a “hook,” which is a short phrase, jingle, or attention-grabbing device.

Sales hooks bridge the gap between prospects and customers as they focus people’s attention on your message, set the tone of your presentation, and provide something of value. Whether it’s a special offer or an amusing tagline, hooks should arouse interest in your product or service while encouraging further interaction between the customer and the company.  

Looking to start your presentation on a strong note? Here are four ingredients you might add to your next ad:

1. Paint an Incredible Vision

Human beings are selfish, and they are never satisfied with their present situation.

Anything that offers people an appealing future is intriguing and attractive. When you want them to give your product a second look, paint a vision of how it can change their experience for the better.

Here are a few samples:

  •    Save $500 a month and buy your next car with cash
  •    Own your own little piece of paradise
  •    Rock that bikini this July

2. Press the Pain Point

It’s true. People make buying decisions based on emotions.

Whether you elicit alarm or compassion, appealing to people’s fears, insecurities, or guilt is a great way to pique interest.

How do these examples impact you?

  •    Three million children die of hunger each year. Be part of a simple solution.
  •    You can never outrun your fork. We have a better way.
  •    Put a stop to this before it puts a stop to YOU.

3. Demand a Response

Sometimes the best approach in sales is an aggressive stance.

Short, clear commands can allow you to be blunt, relay a benefit, or convey an authoritative tone. This dictatorial tone helps resolve urgent situations or address a problem that needs immediate attention. Here are a few bossy lines to consider:

  •    Hackers steal 75 records every second. Build a security wall around your future!
  •    Stop wasting money on hearing aids that STINK.
  •    Recycle. Because there is no “Planet B.”

4. Let Others Brag About You

A testimonial headline is one of the best ways to grab attention.

Testimonials are appealing because people connect through stories, and they trust the opinions of others. Pictures of real people are irresistible, so a great photo combined with a stellar review is a surefire win.

Here are some easy taglines to plug into your print and photo testimonials:

   My money’s on _______________

   My ________________ guarantee

   I was there when ____________

   I’m obsessed with my new ________________

   I chose _____________ because _____________

   I discovered _____________ that _______________

   I made an extra _________________ because _______________

   Here’s how I ______________ in just ________________

   They laughed when ________________. Until I _______________

   Here’s what it feels like to __________________

   Here’s how I beat _______________ by _____________

Appeal to Their Unique Interests

When you want to connect with your target audience, appealing to their unique interests is key.

Formats give your ad a structure, but a hook gives it character! Bring your ads to life with emotions, commands, testimonials, or a compelling vision, and you will arouse interest and drive demand.