It is a well known fact (apparently) that men think about sex every six seconds. So next time the guy next to you on the train, plane, tube or bus has a misty look in his eyes you can be pretty sure what he is thinking about.

From a copywriter’s point of view this is a bit of a pain because if you write a sales letter that takes 5 minutes to read, your carefully crafted sales pitch is interrupted 50 times. To be honest, whether the statistic is true or not is neither here nor there – the point is that when someone picks up your sales letter your reader is more than likely focusing on something else other than your sales message.

A good sales writer will know their product intimately and will be able to write about it convincingly. Fantastic, but how does that help with the wondering mind problem? It doesn’t, but it does highlight that to be a great sales writer you have to know your reader intimately too. No, I am not saying that you should dash out and romance every member of your target audience. You’d be far too knackered to write anything but you should be able to understand their idiosyncrasies, their motivations, their innermost fears and desires.

Before you even start writing you should build a psychological profile of your reader, for example:

• What sex are they?
• How old are they?
• What do they want more of in their lives?
• How do others see them?
• Are they head or heart people?

By doing this you will find it easier to write copy that speaks directly to them in a way they’ll find difficult to ignore. Admittedly in some cases their own inner thoughts will still be more appealing but hopefully it will grab the attention of most and get your message across.

In a nut shell, if you do the leg work you’ll reap the rewards with a masterly piece of sales writing that will grab hold of your prospects by the collar and shake them – figuratively speaking of course.

Sally Ormond

Freelance Copywriter

Let me take your business to new heights by making every word count.

This article will hopefully clear up some misconceptions about copywriting. Basically it is sales writing – that’s it in a nut shell. It is primarily about selling, the actual writing is almost secondary. Below are some key ideas that you should always keep in mind when writing.

It’s not about you 

Sorry, but as a writer you come at the back of the queue. You must focus on the reader; it is them that will be doing the buying. What are they like? Are they male or female? What is their age group? What are their likes and dislikes? These are the questions you need to think about. Take an interest in them, find out what makes them tick.

All good things come in small packages 

That’s what my mum always told me and she wasn’t wrong. Many people seem to be under the misconception that sales writing, in any form, has to be impressively high-brow, be full of ridiculously long and complicated words and sentences. Well it doesn’t and in fact, shouldn’t.  Keep it simple. It doesn’t matter who you are writing for or how educated they may be; your audience will be turned off if they are faced with unfathomable words and rambling sentences. The best writing is clear, simple and concise - and don’t use jargon!

B2B or B2C? 

Whether your audience is Joe Public or another company your style should be the same. Many people think that selling to another business requires a different approach. But at the end of the day it is still a person who will be reading your sales letter or brochure.

Forget the F-word

No I haven’t gone barking mad. By the F-word I am referring to features. Your audience aren’t going to be impressed if you write about a list of features. By doing that the only reaction you will get is ‘so what?’ You must show your audience why the product is for them.

You have to sell them the benefits. If a guy wants to be a better football player, and you sell him your latest top of the range football boots on the basis that they’ll make that happen, he’ll buy them. OK, daft example, but you get the idea. It is all about tapping into the buyer’s emotional need.

Whatever you write you must grab the readers attention (a killer headline), get their interest in what you are selling (that’s where the benefits come in), create a desire (if they want something they’ll convince themselves they need it) and finally get them to act (buy, sign up etc).

Sally Ormond

Freelance Copywriter 

Let me take your business to new heights by making every word count.

Anna Patterson; a former leader of Google’s search indexing, Tom Costello; her husband who researched and studied search engines at Stanford University and IBM, and Russell Power; also worked at Google on search indexing, Web rankings and spam detection have come together to form Cuil. (pronounced ‘cool’)

Cuil claims to have indexed more pages than Google at a staggering 120 billion web pages. Google last month declared t had discovered over 1 trillion unique pages, but didn’t specify how many it had actually indexed. With insider knowledge at Google, we can only assume they’re right.

Cuil said its search engine goes beyond traditional approaches by analyzing the context of each page and the concepts behind each query so it can provide better rankings by content rather than popularity. Cuil then organizes similar results into groups and sorts them by category. It also offers tabs to clarify subjects, as well as suggestions on how to refine searches.

Check out Cuil here

Opinion? Cuil are trying something new which is always a good way to go about it. Google clones fall within days because they’re trying to copy and are always behind Google’s ever changing ideas. On the other hand, if the pronounciation of your name needs to be added afterwards, how are people going to communicate your brand effectively? It will have to develop its own pronounciation to avoid it being mistaken for its homophonic equivilent.

Testing it’s ‘context’ idea, I searched for ‘Two too to’and had a page of results, none of which talked about English grammar. An identical search on Google however came straight up top with n explanation of the homophones and common mistakes.

The site is also severely lacking features such as news and image search, but that’s exactly why people liked Google in the first place, it was simple, easy-to-use and effective. While testing, I did get a ‘our servers are running a bit hot message’ which is tech speak for, we can’t handle the pressure, but lets see where this leads… Watch this one closely I’d say. No one will beat Google in a day, but give them time and we’ll see what happens.

And why my wife’s site comes up with an image saying ‘born in Japan’ for example which is nowhere on the site is anybody’s guess.

Cuil isn’t the first Google rival to launch this year. Wikia Search, a highly anticipated search engine from Wikipedia founder Jimmy Wales, made its official debut in January. Wikia Search hopes to provide better search results by allowing a community of users to index pages by using their Web page rankings and other suggestions, as well as its own indexing of the Web.

The Wall Street Journal reported yesterday that Microsoft executives have met representatives of Time Warner Inc. (Owners of AOL) suggesting that Microsoft had a plan B from Yahoo’s failed buyout. Microsoft Live Search has been trying to compete with Google for some time and seem to have decided they need people with experience to make it successful.

With Google’s possible move to controlling Yahoo’s advertising stream, Microsoft has become a little worried about the overall outcome. AOL hold approximately 11% of the US advertising market matching Live Search’s 11% according to eMarketer.

AOL’s current advertising is already managed by Google, it is unclear how long this deal would be honoured for if any deal took place, or even what would happen to businesses using adwords to advertise on AOL. Whether or not it goes ahead, we can only speculate.

What would be Microsofts benefit to buying AOL? Microsoft would increase it’s online services, particularly in the social networking scene. They would obtain TMZ, AOL’s celebrity gossip site, AOL’s Bebo, several online display advertising networks like advertising.com and tacoda.com. In terms of unique users, they would effectively become larger than Google, the current industry leader.

“It’s a deal worth doing” at a reasonable price, said

Charles Di Bona, an analyst with Bernstein Research. “It would bring some search and some significant display advertising assets.” Bernstein’s parent company, Alliance Bernstein, owns shares in both Microsoft and Time Warner.AOL’s advertising business is worth somewhere around£4.4bn according to J.P. Morgan. In contrast, Bear Stearns values it at nearer £7 billion.

Following Microsoft’s failed bid to buy Yahoo!, a deal is underway for Google to gain control over Yahoo’s search advertising. Presumably this means that Google adwords will spread to Yahoo! increasing coverage while removing choice. With Google taking over 90% of the internet advertising revenue, this would certainly impact on Microsoft’s Live Search wallets, but could wipe out existing smaller search engines and any future competition Google could ever have.

It would also affect smaller businesses in terms of getting a competitive deal on online advertising as the choices would be removed, prices could go up, the smaller voices would be muffled, and advertisers would have nowhere else to turn.

Yahoo! anticipates additional revenue from the deal, presumably Google will do too (else why make the deal) and all this extra cash is coming from somewhere.

Microsoft is making noises, they’ve been in court for similar practices with Micrsoft Windows Monopoly and now they want their own back. There are talks from their corner of price-fixing similar to the UK’s big supermarket agreements where minimum prices are set further hitting the smaller businesses. Microsoft’s best move now would be to file an antitrust lawsuit through the US Justice Department as happened to them prior to 2002 when the case was settled.

As there’s no merger, the Google Yahoo! partnership (hereafter known as Goohoo!) would not need to go through the US Justice dept. but they can challenge the agreement if it’s shown that competition would be stifled.

Goohoo! have agreed to give the deal a 2 1/2 month for the dust to settle and to back out if Yahoo! is ever bought. (Perhaps a collaborative effort to push Microsoft towards a higher bid?) They also deny any claims of potential price fixing and minimum ad costs.

Good idea? Bad idea? Your views and comments are welcome: