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Writing For The Web
writing sales copy, web copy guidelines, better content, organise sales copy By Bob McElwain   ©2004 All Rights Reserved

writing sales copy, web copy guidelines, better content, organise sales copy Writing is writing, right?

writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Well, yes and no. Certainly there are requirements common to all writing. Correct spelling, for example. But the requirements vary according to the task.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy In writing a story, such things as sustaining suspense and pace are fundamental. If the reader does not feel compelled to turn the page, the tale does not "sell."
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Oddly enough this characteristic essential in fiction, applies to writing articles. If visitors do not read enthusiastically to the end of the work, then you did not reach them.
writing sales copy, web copy guidelines, better content, organise sales copy

A Rule Of Thumb
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy While there are many options in structuring an article, it's hard to beat that old, tried and true formula that goes like this.
  • Tell 'em what you're going to say.
  • Say it.
  • Then tell 'em what you said.
writing sales copy, web copy guidelines, better content, organise sales copy This format is excellent. Readers can see in a glance whether or not they have need for the information that follows. Thus they can quickly move on if they do not. What's more, they will thank you for not wasting their time by dragging them into content of no help to them. This applies to articles you write for your newsletter and for those you submit to others.
writing sales copy, web copy guidelines, better content, organise sales copy

Some Guidelines
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy The following are must-have elements authors who want their work to be accepted as first rate must include. While I'm thinking of articles here, all applies pretty much as stated to web pages as well.
writing sales copy, web copy guidelines, better content, organise sales copy

Writing Without A Purpose
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy It doesn't work. You have likely seen hastily written newsletters that simply ramble from beginning to end. Sure, there may be an idea or two mixed in that's worth a thought. But most will go unnoticed for few will struggle through the ramblings.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Before beginning, a clear purpose for the piece needs to be defined. The point you want to make, if you will. Or the information you want to provide.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Next consider the points your want to include that collectively define that purpose and demonstrate its value.
writing sales copy, web copy guidelines, better content, organise sales copy

Start With A Bang
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy The title matters more than many believe. Think of it as the headline on a sales presentation. Its purpose is to draw the reader into the first paragraph of the article.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy The first line of the first paragraph, and the first paragraph itself, are critical. It is while reading this text, your reader will decide whether or not to continue.
writing sales copy, web copy guidelines, better content, organise sales copy

Hold To A Steady Even Flow
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy While extensive outlining is not much help, it's a good idea to know before you begin writing, how you plan to grab attention immediately. And equally important, how you want to wrap. This needs snap, if you can manage it. Something memorable the reader carries away that reminds them of what was presented.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Given you know how you want to begin and end, consider the points you want to make within the article. Some recommend ordering these points with the most important first. This is the format used in newspapers so that wherever a reader quits, they have seen the strongest points.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy While many also recommend this format for articles, it doesn't work as well for me. Flow matters more. That is, begin with the point that matters most if possible. But be sure it flows from the headline. Else choose to open with a lesser point. There must be no sudden "jump" between the headline and first sentence.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Organize so that other points flow from the first to the end of the piece. To put this another way, later points in the piece may be more important than earlier ones, but include them where they best fit within the flow.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Ideally, one builds from a title to a startling conclusion, all as one steady crescendo, with content increasing in significance and impact. In reality, this is seldom possible. Simply arrange the points you want to make in a manner your readers will find sensible.
writing sales copy, web copy guidelines, better content, organise sales copy

The Secret To Great Paragraphs
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy The first line matters, but the last one matters more. In making this statement I'm at odds with many writer. But I think in terms of flow. Always. Let the first line sustain and enhance interest as possible. Let the balance of the text make the point clearly, but flow into the last sentence.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Let the last sentence express the essence of the point, to be carried into the rest of the piece. When an article is organized in this way, the reading task is easier. Only the last sentence in each paragraph needs to be remembered to understand what follows.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy These aren't rules. If you look at what is written above, you'll see I did not follow this pattern in all cases. At times it just doesn't work well. Still, accent the meaning of the paragraph in the last sentence as possible.
writing sales copy, web copy guidelines, better content, organise sales copy

The Last Sentence And Transition
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy The last sentence must also flow as nicely as possible into the next paragraph. This encourages the reader to continue and makes for an easier read.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Note the paragraph above that begins with, "These aren't rules." This is a distinct break from the prior paragraph. And this is often needed. In this case, similar but related points are made. While the ideas flow from the paragraphs above, they do not flow from them directly.
writing sales copy, web copy guidelines, better content, organise sales copy

Subheadings To The Rescue
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Whenever the flow can not be evenly sustained, use a subheading as above. This creates a distinct break from the thinking in the previous section, and begins a new one. Sure, the content under the subheading needs to be appropriate. But it may be quite different than content in the previous section.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy In a more formal piece, I might have used, "Use Subheadings When It Is Necessary To Break The Flow." My style is to punch up subheadings as possible. The one I chose above says nothing to those scanning this piece, and is thus not the best choice. But it fits with what is being said.
writing sales copy, web copy guidelines, better content, organise sales copy

Wrapping With Snap
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy At the very least, wrap an article on a positive, upbeat note. Leave your reader nodding his or her head in acceptance. Or with a grunt of surprise. Or a chuckle, maybe. I'm really done with this piece here, but I'll take a shot at a wrap.
writing sales copy, web copy guidelines, better content, organise sales copy
writing sales copy, web copy guidelines, better content, organise sales copy Grab your reader by the nose with your title and the first sentence. Grab real hard. And don't let go of that nose until they've read the very last sentence. This is your task as a writer. Do this right, and your readers will never know what an awful thing you have done to them. They will simply say, "Thanks."


BOB MCELWAIN author of "Your Path To Success." How to build ANY business you want, just the way you want it, with only pocket money.
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