A broadcast commercial can last from 15 to 60 seconds; a print
advertisement may be limited to a few lines or even to a
number of characters, and a full page ad, while allowing
more space for your message, can be very expensive.
On the Internet, the time/space limitation is even more
critical. The window of opportunity to get your message noticed
is open for about 7 seconds, and the scales are weighed in
favor of the Web site visitor. She has total control of the
mouse; her patience in measured in nanoseconds and there
are hundreds of alternate choices at her fingertips.
If you expect to have a fighting chance for her business,
you must accomplish three goals:
- Get her to notice your advertisement.
- Keep her interested by building excitement.
- Encourage her to take the next step.
However, before I get to the details, it helps to understand
the dual way in which words affect our psyche.
Words can lift our spirits, give us hope, and fire us into
a fit of rage or ecstacy. That's because words normally have
two meanings: the generally accepted meaning as defined in
the dictionary, and the connotative or secondary meaning
that is exclusive to the reader or listener.
When you think of the word "home" for example, you
instinctively understand it to mean a place of residence.
But on another level you may be overcome with a feeling of
relaxation, comfort and security because of what that word
represents to you emotionally.
Someone else's secondary image may make them anxious and
stressful, because of unpleasant events they associate with
home. The same word, same intellectual understanding, but
different emotional responses.
If I say to you: "There goes a successful woman!" the
image that forms in your mind may be quite different from
what forms in mine.
You may picture Oprah Winfrey or Martha Stewart, while I
might imagine a financially independent, intelligent woman
who is well-read, poised in a variety of situations, and
extremely in touch with her sense of self. Neither of us
is wrong, we're each responding to our personal definition
at that moment.
As a result of understanding these two basic ways in which
words and images affect us, different advertising approaches
have evolved, aimed at one or the other. They have all become
part of the arsenal of gimmicks, tricks and strategies that
assaults our senses on a daily basis.
With that said, let's look at some practical ways to apply
this new understanding to achieve the goals I mentioned earlier.
1. Get her to notice your advertisement.
Your headline, hyperlink, lead-in or banner should be an
attention-grabber. Keep in mind that your potential customer
is looking for answers to questions and solutions to problems,
so begin there.
Here are some examples:
"Could you use a new idea to advance your business?"
"Double your article output in half the time!"
"Fight wrinkles from inside out."
"Say goodbye to those unwanted pounds!"
"Start earning extra $$$ today!"
With banners you can enhance your message using font size
and style, color, images and annimation. An annimated banner
gives you the ability to say more in the same fixed space,
but you must take care not to overdo the flashing and scrolling
features.
2. Keep her interested by building excitement.
The body of your offer should expand on the headline. Talk
about the health and appearance benefits of losing unwanted
pounds; the bills that could be paid with the extra dollars
earned; the improved self-image to be enjoyed from having
smooth skin.
3. Encourage her to take the next step.
It's important to get a commitment from your prospect by
telling her what to do next. A simple "Click Here" or "Find
out more" or "Go" works well with banners.
Text-based ads could read:
"Click here for more information."
"Visit us at www.yourdomain.com and get started today."
"Don't wait another minute. Subscribe now!"
People respond positively to those they respect, trust and
believe to be better informed. It's your job to establish
those qualities in your advertisement. You must also convince
them that your product or service is the one that best serves
their needs. Do that correctly, and it will be a simple matter
for them to take you up on your offer.
Hermas Haynes is an Internet marketer and Webmaster.
He offers an informative blueprint on how to create and manage
your own profitable online business in six simple steps.
Visit him at http://SixFigureProfits.net and
download your free
preview today.
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