Copywriting For Profits – Three Questions You Must Ask New Clients

If you want your copywriting to sell, you need more than just great sales skills and great writing skills. You need a solid knowledge of what is really going to appeal to the needs of your customers and compel them to take action and to buy. This means asking the right questions from the beginning, and here are three which have helped me to create copy that gets two and three percent response rates:
#1: What’s Keeping Your Customers Up at Night?
Most good business owners who are hiring copywriters will already know the answer to this. This is the thing which is threatening your customer’s sense of security and making it impossible for them to have peace. People will pay just about any price to have their peace back, so if you want to speak directly to your customers needs, find out what’s keeping them up at night. Find out what the common concerns are that cause customers to finally throw in the towel and seek expert help.
#2: What’s their Biggest Doubt or Concern About the Service?
After over ten years in sales, I’ve found that no matter what product or service you’re selling, there’s always a common thing which customers are concerned about. Ask your client what the major objective is which keeps their customers from making the decision and buying. This will usually be apparent by the types of questions that the customers normally ask. They might ask about credentials, about testimonials from other clients or about what approach you use. Whatever it is, find out so that you can address this in your copy directly.
#3: What’s the Most Common Deal Sealer?
With every product or service, there’s almost always a common piece of information which causes the customer’s blood pressure to go down. Ask your clients what this one thing is. Is it when they share how the service works? Is it when they share other testimonials or case studies? Is it when they talk about the guarantee? Whatever it is, find out the common deal sealer so that you can also address this in your copy. Find out what language or phrases your client has found to resonate the strongest with their customers and use these phrases in your copywriting.
With these three questions, you can develop a good plan of attack for writing copy that speaks directly to the customer by entering the conversation which is probably already going on in their minds.