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Rick is a Senior Web Copywriter and Content Strategist at Webcopyplus, which helps designers and businesses boost online traffic, leads and sales with optimized Web content. His clients range from independent retailers to some of the world’s largest service providers, including AT&T, Bell Mobile, Tim Hortons and Scotia Bank. He advocates clear, concise and objective website content that promotes readability and usability, and conducts Web content studies with organizations in Europe and the U.S., including Yale University.
Globalization, low-cost technologies and saturated markets are making products and services interchangeable and barely distinguishable. As a result, today’s brands must go beyond face value and tap into consumers’ deepest subconscious emotions to win the marketplace.
In recent decades, the economic base has shifted from production to consumption, from needs to wants, from objective to subjective. We’re moving away from the functional and technical characteristics of the industrial era, into a time when consumers are making buying decisions based on how they feel about a company and its offer.
The Web industry is loaded with some of the globe’s brightest minds and revolutionary technologies. Yet, designers, developers, copywriters and other Web types repeatedly fail to reach their full collective capacities. The blame is typically put on big egos or lack of understanding, which is in line with such generalizations as the following: Designers care only about a website’s looks and have no regard for business objectives or user experience. Developers just want a website to work right, and will kill the design to make it happen. Copywriters want to show off their flashy vocabulary—and cause countless rounds of revisions.
Branding experts hit the nail on the head when they say that a winning brand conveys why you are your prospects’ only solution. If you can’t achieve that, you should at least convey why you are your prospects’ best solution. Of course, the same logic applies to your clients. So make a compelling claim about your business, product or service, and back it up.
Are you the biggest or most popular provider of your type of product? Do you provide the widest selection of services? Do you leverage strategic partnerships? Create patented technology? Offer convenient locations? Or are you young and small, able to churn out customized solutions swiftly, unlike your much larger and slower competitors?
Define your strengths and leverage them. Purposefully written Web copy that effectively tells your prospects why they should buy from you or your client can make a world of difference on the sales front. In fact, if done right, it can actually disqualify the competition.