The temperature was in the 90’s again so we decided to dine alfresco. We trooped outside, pushed a couple of tables together and became observers of the passing scene until Chris dropped a verbal hand grenade in the middle of things.
Gail, our writer/editor snorted, “now what!”
Rick just covered his face with his hands, moaned and said, “In direct marketing there is only one measure of what works and what doesn’t and it is not based on Click Through Rate!”
“That’s why I brought it up,” said Chris. “All of us are going to catch flack on this so we need to be ready when clients and managers start trying to push us around.”
“Anyone who has ever written a headline that got people to make a buy is going to love some of these findings,” Chris began. “The report says the words easy, how to, credit, cure, magic and free decrease CTR. But wait, there’s more” he continued. Using You or your or you are also reduces the CTR. And don’t try giving me tips or tricks or telling me it’s simple or amazing. I don’t want to know the secret. And don’t think you can get me to take action quickly I’m not about to act Now.”
“I may be a country boy.” said Rob our branding Guru that hails from Georgia, “but I can tell you somebody’s been sippin’ grannie’s hard cider when she ain’t lookin’ if y’all believe that nonsense. I been getting paid to write for a lotta years and click throughs don’t hold a candle to conversions. Y’all don’t need to go preachin to all them folks outside the tent. The ones that are inside is where the action is. And that is what works across all the media I know.”
Kate snorted and said, “Hear, hear. Bubba. It’s the same in sales. We do a little cold calling but most of the time we are talking to people that want to be talking to us. I figure a prospect is someone that has a problem I can solve, can pay me to do it and is willing to talk to me. I don’t need to convince them to talk to me. I just need to understand their problem so I can help solve it. I’d rather work with folks that want to see me any day!”
“That’s the thing about this report,” Chris said. It’s 28 pages and it took 17 before they started talking about conversions.”
“Then, what did they say?” I asked.
“Suddenly, all those low CTR performers became more important. Being new and meeting a need Now paid off. Suddenly Amazing had power to open wallets. And funny thing, FREE managed to get more orders when used in headlines directed to real prospects and especially when it became part of the close.
The one thing that came out of this study that appears to work across the board is putting brackets in the headline. What helps close the sale in brackets? Here are their top five examples: Template, Quick Tip, Free Download, Infographic, FAQ.”
Add a bracketed item to your headline while using the words that have proven useful since promotion began to convince, persuade and generate sales. Conversions are always more important than Click Throughs.
Jerry Fletcher’s blog recaps conversations with clients, prospects and the unruly mob of business development professionals he consorts with. They discuss marketing that works from solopreneur to enterprise level. Jerry Fletcher is the ringleader and “Watson” of the dialogue. Look at the blog at: www.JerryFletcher.net
Jerry has been researching and implementing small business marketing that builds businesses, careers and lives of joy for 25 years as President of Z-axis Marketing, Inc. Learn more at www.JerryFletcher.com
Schedule a personal appearance. Jerry speaks internationally on Networking, Marketing and Contact Relationship Magic. www.NetworkingNinja.com