Platitudes and empty promises go over like lead balloons in the B2B world, where people expect results. While emotion can often play a key role in turning prospects into leads – after all, the customer has to like you – B2B customers are visiting your site with an objective. Too much fluff can end up burying the sale. Effective copywriting delivers a message that lets customers know exactly how to meet their goals and compels them to take action.
Here are tips for persuasive B2B copywriting without the frills.
Know Your Audience
The tone, style, language and vocabulary you use depend heavily on the people who are using your site. You may have a typical clientele, but you must still narrow your audience down to the actual person who is making the online search, ending up at your website and taking action. This person could be a business owner, a product manager, a VP of marketing, a buyer, a salesperson or an assistant. Identify your users and write content that speaks to them. Using the word “you” helps you further communicate directly to your readers.
Headlines, Bullets and Menus
These areas of text may have the smallest amount of content, but they play an important role and require powerful language. Strong headlines are brief and to the point – don’t waste space with language that leaves readers wondering what the page is about. Use bullets to outline the benefits of your products or services, making it easier for users to find what they’re looking for without having to comb through heavy text. The content on your site’s menu bars must navigate users to where they should be on the site; if they get lost, they’re likely to give up and move on.
Asking your users questions helps them identify their needs and even discover challenges they weren’t aware of. Just be sure to provide solutions. For example, a marketing agency that provides digital display advertising services might ask “What Makes an Ad Effective?” in its headline. This gets readers wondering if their current advertising campaign is as effective as it could be, and compels them to read on for the answer.
Call to Actions
One of the main goals of a B2B website is to convert leads into sales. A successful call to action creates a sense of urgency and value that triggers an immediate response from the user. Vague call to actions, such as “Buy now” or “Click here” lack the detail required for an appropriate response – buy what now? Click here for what? Write call to actions that have a clear, concise message: “Sign up now for a 30-day free trial!” or “Contact us today to make an appointment!”
Case Studies and Testimonials
Rather than make promises and guarantees that aren’t for certain, tell your readers about true success stories. Testimonials help to build your company’s credibility. With case studies, you can highlight specific challenges and how you worked to meet them – proving to your readers that you have the resources and expertise to walk the walk.
Do you have any other tips for B2B copywriting that really works?
Jacqui MacKenzie is a writer for Straight North, one of the leading Web development companies in Chicago that specializes in Internet marketing, social media and SEO. She writes for a wide range of clients, including audiologist website providers and companies that help book a tee time online. Check out the Straight North blog! @ straightnorth
- The 10 Laws of Persuasive B2B Writing
- 10 Techniques for an Effective Call to Action
- The First Rule of B2B Copywriting: Know Your Audience
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