Every once in awhile a light bulb goes off in someone’s head and a new marketing concept is born. One of the more recent “opportunistic” marketing methods is marketing to you when you have no choice.

Imagine yourself in a very small metal room with 10 other people. The doors close and you have no way of escaping this room for a minute or two. While locked in with these strangers you are exposed to various commercials for different products appearing on a video screen right in front of you. The doors finally open, and you are allowed to leave.

Sound like a nightmare (or Marketing Executive’s dream, perhaps)? Well, it’s actually reality; it’s your experience if you use an elevator in any one of a few hundred buildings across the United States.

Captivate Network has installed over 3,000 flat-panel video monitors in elevators across the country. Business professionals use these elevators every day and while in that big metal box with nothing to do, a video screen flashes to life and sales pitches fill the room. After all, what are they going to do? Haul up 60 flights of stairs? Likely not. (more…)

Before You Begin Writing

Before you write a single word of your message, you need to figure out your audience and your goal. These are critical steps, because later you’ll be using words to bridge the gap between your audience and your goal.

Start with your audience. Make a list of the things that might be important to them. Then narrow it down to what you think is the most important element. Use that item for your headline and all throughout your copy.

Professional Experience Not Required

Persuasive writing is more about human understanding than writing skill. The most successful copywriters didn’t get to where they are by being literary wizards. They got there by understanding what motivates people, and being able to write to those emotions.

The most effective marketing copy uses clear, simple language and avoids complexity altogether. Complex language just gets in the way of emotion.

Pick up any Sharper Image catalog and see what I mean. These catalogs sell extremely well for three reasons. They have neat products. They have great photos of those products. And they have straightforward descriptions that aim for the reader’s emotions. (more…)