Your website’s headlines and kickers (a.k.a. sub headlines) need to tell visitors they’re in the right place.

You have a fraction of a second to orient people on the Web. If your web content does a good job, you’re often a step closer to a conversion. Miss the mark and your bounce rates will go through the roof.

A headline takes more than a catchy hook or angle to get prospects to stop and scan your web content. You need to align your headlines and web content with your visitors’ emotional drivers or trigger points.

The most effective way to achieve this is to leverage what you know about your target audience. Familiarity can help you nail the right information, keywords and angle.

But always be sure to provide practical information on where they’re at and what you can do for them. Vague statements don’t stick well on the Web. “5 Writing Tips for Web Designers” is a lot more helpful to visitors than a generic headline, such as “Writing and Web Design.”

Precise, practical headlines help your visitors get to the right information, and spare them time and frustration.

When you’re creating or revamping your web content, be sure to periodically ask yourself: “Does my audience care?”

If the answer is no, you’re headed down a slippery slope. That’s because web content should speak to and cater to the visitor – not the business owner, designer, developer, programmer, or your spouse. Indeed, the consumer is the true king of the Web.

To help achieve useful web content, you need to define not only what content will be published, but why you’re publishing it in the first place.

Self-centric jargon just gets in the way. Visitors want to know how you can help them. So tell them.

Don’t waste their time with we-driven copy. Respect your online guests.

Well-versed web content writers know web users have short attention spans. In fact, some studies indicate your web content has less than a second to make an impression. It is doable if you understand your audience.

How do you get inside the heads of your audience? Figure out the answers to some key questions, including:

1. What do they want?

2. What do they fear?

3. What do they value?

Whether you’re developing web content, print brochures or radio ads, gain a deeper understanding of your target audience by going beneath the skin. It’ll help you deliver your message with impact.

More is not enough. People want more than others, suggests a new study on how money motivates.

University of Bonn researchers used brain scanning to show how much people take others’ earnings to measure our own success. Economists and brain scientists tested male subjects in pairs, asking them to perform simple tasks and promising payments for success. Using magnetic resonance tomographs, the researchers examined the volunteers’ brain activities.

Participants who got more money than their co-players showed much stronger activation in the brain’s “reward center” than when both players received the same amount. So it’s not what we have that matters most, but rather what we have in relation to others.

It’s an odd trait, to be sure. “Keeping up with the Joneses” robs us of being grateful for what we have, and living blissfully in the present.

As far as marketing goes, “get ahead of your peers” proves to be a powerful motivator, and marketing and sales types will likely exploit this on an increasing level.

Leave the Joneses in the dust might appear on billboards and websites near you.

Why should prospects invest in your product or service? If you can make a strong claim and support it on your website, you’ve got a winning brand.

Are you the biggest? Provide the widest selection? Offer patented technology? Feature convenient locations? Or are you young and small, allowing you to churn out customized solutions swiftly, unlike your much larger and slower competitors?

Define your strengths and leverage them. And be sure you get them right because they are key to your short- and long-term success.

Paint a picture that clearly demonstrates how your prospect’s world will be easier, more lucrative, healthier, happier, etc. with you in the picture. The overall messaging can then be continually reinforced not just in your web content, but also your print materials, advertising, tradeshow presentations, press releases and so on.

Remember, web designers aren’t the only ones with the ability to shape your brand. Well-versed web copywriters can also build your brand with words.

Buying life experiences rather than material possessions leads to greater happiness for consumers, suggests a new San Francisco State University psychology study.

The study demonstrates that experiential purchases, such as a meal out or theater tickets, result in increased wellbeing because they satisfy higher order needs — specifically the need for social connectedness and vitality.

“These findings support an extension of basic need theory, where purchases that increase psychological need satisfaction will produce the greatest well-being,” said Ryan Howell, assistant professor of psychology at San Francisco State University.

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Web content has the ability to deliver a message to prospects at the right moment — precisely when they’re looking for a product or service. Unfortunately, the right message is rarely delivered.

Self-centric copywriters and business owners are to blame.

Some copywriters believe it’s more important to win awards than for clients to win new customers. They write for themselves, disregarding key business objectives.

Meanwhile, numerous micromanaging business owners insist prospects are interested in their mission statements and corporate values. Employees have a hard time getting excited about these things, so why would consumers care?

So what engages visitors and turns them into customers? Read Web writing: The Good, Bad and Ugly.

How do you get online visitors to take interest in your products or services? Write about things they care about. Most would say that’s brain-dead obvious. Yet, it seems 90% of websites miss the mark completely. The problem: self-absorbed web content. The cause: self-absorbed copywriters and business owners.

To engage prospects and turn them into customers, you need to appeal to the visitor’s self-interest — not yours.

Is Your Web Copy Written for the Right Audience?

Who is your website written for — your audience, your business, or your writer?

The following insight will help you answer this critical question, and guide you toward higher online engagement and conversion rates.

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While discussing Maslow’s Hierarchy of needs at a web writing workshop, a student asked what the most powerful consumer appeals are. Great question.

I suggested sex, greed and fear top the list.

Sex Sells

First of all, does sex sell? Just ask Calvin Klien. The concept has been around as long as advertising.

However, during the past decade, it seems consumers are more sophisticated and have greater expectations of companies and their marketing ploys. Hence, to achieve the fully desired effect, flesh-induced images and suggestive word plays might require increasingly developed strategies.

Greed and Fear

As for greed and fear, they are timeless motivators.  That’s because humans naturally: (a) have a desire to improve the status quo; (b) or fear losing the status quo.

Mix a person’s wallet into the equation, and you have a powerful formula to get people to act.

When it comes to web content, some web copywriters still clash on the classic “features versus benefits” debate.

A web copywriter might choose to stack web content exclusively with features. For instance, web content promoting binoculars might focus on certain features, such as oversized lenses, rubber coating and ergonomic design.

That can score points with consumers in terms of credibility, but the web content should not omit the benefits: low-light performance; bright, crisp and clear images from dusk until dawn; and toughness and easy handling.

For consumers to take action, they need to care. Benefits tell readers why they should care.

Benefits engage. Benefits inspire. Benefits get people to act.