- What is the problem (pain, predicament)?
- Why hasn’t this problem been solved?
- What is possible?
- What is different now?
- What should your readers do now?
As you compose your copy, you should write out several sentences to answer each question. This will keep you on task, and lead your readers through to action. I suppose it depends on what you’re writing, but I can’t think of many web pages, blog posts, articles where these 5 questions wouldn’t be appropriate.
I’ve been re-reading Maria Velosa’s Web Copy that Sells this week. Her blueprint for creating simple copy that works to market your products and services is clear. There’s a reason it’s organized this way.
Psychologically, we’re hard wired to sit up and pay attention to problems. This is why it’s a good idea to lead off with your headline and first paragraph addressing readers’ problems and pain. Negative emotions are strong enough to wake us up and get us to read the rest of the story.
There are two things you must realize about this seemingly obvious and simple question:
- People who are in your target audience may not realize they have a problem (or how bad it can get). It may seem surprising, but often people are in denial, are ignoring the bad stuff, and are overly optimistic.
- People need to know you fully understand their pain AND CARE before they will read anything you have to say about it
Write a few sentences out about the problem. You want your readers to say,
- “Oh how true, she really understands me.”
- “She reads me like a book.”
- “She must be following me around.”
- “She’s been there, done that too.”
- “Oh yeah, that’s true too, I hadn’t thought about that…”
Sometimes a simple story of a problem you’ve been having yourself says it better. Here are 8 simple writing steps to help you learn about this.
And this is why you really need to know your audience well. Know them and care about them. You’ve got to communicate understanding AND empathy. Not to be clichéd, but it’s really true:
“People don’t care how much you know until they know how much you care.”
This week I wrote about how one of my clients hadn’t realized all the benefits of selling her original art-work cards online: A Simple Blueprint for Writing Web Content that Gets Results. When we listed all the ways her cards benefited people, we came up with 4-5 problems she solved.
One way to explore question #1, “What’s the problem?” is to make a list of all the benefits of your products and services to clients. Each benefit can be attached to a problem.
Here’s another example of how this works.
Example: Imagine I’m writing copy designed to promote my ebook, Content Marketing with Blogs. This 15 page report is free (a feature) and provides many tips for small business owners how to blog successfully. Take just one benefit from reading this ebook as an example…
Feature: This report teaches you how to write great blog content.
Benefit: Writing and publishing great web content gets you found on the Internet
Problem: With so much information on the Web, how do you write content that works to get you found by the specific people who have the problems you solve?
Other manifestations of this problem are:
- How to stand out in a crowded niche
- How much to share
- How personal to get
- How technical and detailed to get
- How frequently to publish
- How to get read by more people
- How to publish using multi-media tools
- How to optimize for search engines…
The list could go on, and as you build a list of problems, think of it as a list of content ideas. Publish a page or post or newsletter addressing every aspect of the problems your customers face. You won’t run out of for content ideas for quite a while.
Are you interested in learning more about blog writing? Stay tuned for a Better Blog Writing Webinar soon. In the meantime, read this: 3 steps you can take to learn better blog writing, right now.