Creative: Multichannel Copywriting

DLA website copy includes generous use of subheads, numbered bullets and charts to help the reader absorb a complex message.

The email had a 47 percent open rate from the very first effort, due to an urgent subject line.

Social media messaging is short, encouraging the reader to learn more.

Tactics that work across direct mail, email, Web and social media

The principles and foundation of direct marketing copywriting are timeless. But the copywriting styles used to market the same offer across various media aren’t always the same.

While the tactics differ, one principle is constant: At the moment your prospective customer is consuming your message, you need to build motivation to take action now.

Direct Mail vs. Digital Media
Direct mail is often written in a formula—a framework—with a call to action. Direct mail affords flexibility in copywriting style because a letter can be two, four or even 16 pages long (depending upon budget and the category of product being offered).

One of the classic direct mail formulas, identified generations ago, is AIDA: attention, interest, desire and action. When this formula was first envisioned, it was obviously with the notion that all four processes would unfold while the reader was reading a letter. But now, because there are so many media options, and a shortened attention span from readers, this formula can unfold over a number of touchpoints. Moreover, the medium that gets the prospect’s attention and brings them into your sales funnel can be virtually any vehicle: direct mail, email, Web landing pages, social media, content marketing and more.

Some media choices are designed for long copy, others for short copy. The environment your prospective customer is in while consuming your message can reveal what your prospect’s mindset is at that point in time. Our challenge as marketers is to identify the best copywriting approach for each vehicle.

Putting It Together
To illustrate differences between vehicles, let’s examine how the Digital Learning Alliance, a nonprofit dedicated to improving economic growth by advocating for personalized education through the use of digital learning technologies, used multiple vehicles to reach technology companies. DLA has a list of educational issues that dozens of state legislators in about 35 states are attempting to solve through legislation and funding of initiatives.

Reinventing Direct is for the direct marketer seeking guidance in the evolving world of online marketing. Gary Hennerberg is a mind code marketing strategist, based on the template from his new book, "Crack the Customer Mind Code." He is recognized as a leading direct marketing consultant and copywriter. He weaves in how to identify a unique selling proposition to position, or reposition, products and services using online and offline marketing approaches, and copywriting sales techniques. He is sought-after for his integration of direct mail, catalogs, email marketing, websites, content marketing, search marketing, retargeting and more. His identification of USPs and copywriting for clients has resulted in sales increases of 15 percent, 35 percent, and even as high as 60 percent. Today he integrates both online and offline media strategies, and proven copywriting techniques, to get clients results. Email him or follow Gary on LinkedIn. Co-authoring this blog is Perry Alexander of ACM Initiatives. Follow Perry on LinkedIn.

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