Direct Response Copywriter on Having a Laugh -- Sort Of

I watch very little television. However, during the fall, I watch some football (both types) and this means I, by default, have to watch TV advertising.

As a direct response copywriter, I watch the branding ads and laugh … but for all the wrong (or right) reasons.

On major networks, the ads are the usual pulp … entertaining branding ads with no call to action and, thus, no accountability.

Expensive media placement. Expensive production.

I won’t bang on about how big ad agencies do business (ripping you off) and I won’t mention how branding people view advertising (as a way to deceive clients into placing huge media) and I’ll avoid the subject of 95% of corporate marketing directors (who NEVER want to be accountable and hide behind social media and their branding agency), and I certainly don’t want to mention ROI (in the company of branding people) but a couple of ads currently running for big brands make fun of direct response TV ads.

Hmmmmm …

In a Geico ad, the Tasmanian Devil rips through a direct response TV ad for plates. How this relates to car insurance is a bit beyond me but, after all, I’m just a direct response copywriter. So what do I know? I write direct response copy that generates millions in sales. That’s all.

And another insurance ad, for a company I can’t remember (ha!), is running a semi-spoof of QVC. And QVC is a direct response medium.

Oh how those creative directors must be guffawing when they create these ads. They’re certain to win prizes! They’re so creative! Oh you’re so very very funny! It’s a new level of creativity! We’ll link this to social media and it WILL go viral! The client will be so so happy!

Let me tell you something, you super-clever branding people …

Sooner than you think, your party is over.

TV is over and that’s your medium. Online advertising, according to every source, now attracts more money than “traditional” media and that means, get this, you can measure ROI. And your clients will now be asking you to, get this, if you’ll excuse the split infinitive, produce actual financial results. Return … on … investment.

So while you might mock direct response, direct response copywriters, and direct response TV ads, we’re going to win. Or more saliently, the client is going to win … which is what really matters.

If you continue to hang on to your branding MO, you’ll be out of work extremely soon. Your game is over. If I were you, I would make some time, and soon, to discover the fundamentals of direct response marketing.

All of us will welcome you with open arms. This might shock branding types but direct response is collegial and welcoming. We’re all in this together. We’re all in this to help our clients make some money and build the value of the business. We happily share ideas to help each other grow.

Start with Scientific Advertising.

And spend some time with David Ogilvy, who actually loved direct response … as you’ll discover here.

Rant over.

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My thoughts about the tragedy in Paris. Here in the United States, there’s a reason the First Amendment is the first amendment.

Free speech is the foundation of a free society.

For the last 30 years, the merchants of political correctness have been trying to take away our free speech by telling us what we should say and what we shouldn’t. It's an attempt to control us and take away our freedoms.

I wonder how the merchants of political correctness feel right now. I very much doubt they even get the connection.

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I'm a direct response copywriter. I specialize in providing direct response copy for the direct marketing environment for clients around the planet. I specialize in sales page copy ... copy that persuades readers to pull out their credit card and buy. Enter your info to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote.

I'm also a Dan Kennedy Certified Copywriter for Info-Marketers.

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Disclaimer for the above.

The Dan Kennedy Copywriter for Info-Marketers Certification is awarded to professional copywriters who have successfully completed a course of study of preparation for such copywriting. This Certification has not been provided by an accredited education institution. It does not constitute endorsement of or liability for any individual copywriter by Mr. Kennedy or any companies or organizations affiliated with Mr. Kennedy. The client's relationship is solely with the individual copywriter retained via any agreement.

Direct Response Copywriter on Real Marketing

Some random thoughts about direct response copywriting during this holiday season.

I was out in Los Angeles visiting a client. I stayed one night near Culver City. I spent the next night in Newport Beach -- one of my favorite spots. Whenever possible, I like to stay in family-owned hotels. They're tough to find and no, I don't count Hilton as a family-owned hotel.

Genuine locally-owned hotels and inns ooze charm plus they can be less expensive than chains. These hotels have personality.

In Colorado, I love The Mountain Chalet Aspen. In Newport Beach, I discovered the Bay Shores Peninsula Inn just a few blocks from the beach on the Balboa Peninsula. It's a little old school plus it's not going to win any awards for architecture but it provides a lesson for all direct response marketers.

I received a friendly greeting when I arrived. The guy at the desk made me feel genuinely welcome. After my visit, I received a thank you email. And then -- get this -- I received a thank you card.

Guess where this direct response copywriter is staying the next time he visits Newport Beach?

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My new site providing "look over your shoulder" copywriting videos is up and running. It's in its infancy so it's just $2 a month right now. I'm adding at least one video a day. Click here for more info.

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I attended a couple of big marketing/copywriting conferences this fall. And they are still in my mind. The first was Titans of Direct Response in Stamford, Connecticut. The event was a tribute to Marty Edelston who told his copywriters: "tell the truth." That's the best advice for every copywriter. I don't lie or make stuff up when I write direct response copy. I research and provide facts tide to benefits.

At the AWAI Bootcamp in October in Delray Beach (worth a visit) I especially enjoyed hearing from Brian Kurtz of Boardroom who told us about what it takes to write for big marketers. Enthusiasm and desire were two traits. I love being a direct response copywriter. In the past few weeks, I've been taking notice of people who are enthusiastic about their work -- even if the work is somewhat menial. Enthusiasm makes all the difference in sales.

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I'm a direct response copywriter. I specialize in providing direct response copy for the direct marketing environment for clients around the planet. I specialize in sales page copy ... copy that persuades readers to pull out their credit card and buy. Enter your info to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote.

I'm also a Dan Kennedy Certified Copywriter for Info-Marketers.

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Disclaimer for the above.

The Dan Kennedy Copywriter for Info-Marketers Certification is awarded to professional copywriters who have successfully completed a course of study of preparation for such copywriting. This Certification has not been provided by an accredited education institution. It does not constitute endorsement of or liability for any individual copywriter by Mr. Kennedy or any companies or organizations affiliated with Mr. Kennedy. The client's relationship is solely with the individual copywriter retained via any agreement.

Direct Response Copywriter on a Great Winston Churchill Quote

Sir Winston Churchill was many things to many people. He was a Prime Minister, writer, painter, pig farmer, soldier, and orator. And that's just a few of the roles he accepted.

But part of me thinks he was a direct response copywriter. Take a look at this quote.

If you have an important point to make, don't try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time - a tremendous whack.

That's a variation on the old direct response copy plan:

• Tell them what you want to tell them.
• Tell them.
• Tell them what you just told them.

Churchill's point is superb.

There's no need to be clever or subtle with direct response copy. Emphasize the key point (big idea, key benefit, and/or USP) with intense clarity ... that's the pile driver.

Make the point over and over. More than three times.

"A tremendous whack" is some cricket lingo, I believe. I take this to mean getting the message across using every direct response copywriting technique in the book.

Branding copywriters can try to be clever or subtle. But, as a direct response copywriter, I'm following Churchill's advice.

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On a separate note, if you're in New York City, check out The Churchill on East 28th Street. Music in the bar area but Churchill speeches piped into the bathrooms. A must.

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I'm a direct response copywriter. I specialize in providing direct response copy for the direct marketing environment for clients around the planet. I specialize in sales page copy ... copy that persuades readers to pull out their credit card and buy. Enter your info to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote.

I'm also a Dan Kennedy Certified Copywriter for Info-Marketers.

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Disclaimer for the above.

The Dan Kennedy Copywriter for Info-Marketers Certification is awarded to professional copywriters who have successfully completed a course of study of preparation for such copywriting. This Certification has not been provided by an accredited education institution. It does not constitute endorsement of or liability for any individual copywriter by Mr. Kennedy or any companies or organizations affiliated with Mr. Kennedy. The client's relationship is solely with the individual copywriter retained via any agreement.

Direct Response Copywriter on Great Selling ... by a Teenager

The other day, I was walking into my local supermarket. A group of high school students had a table set up. I tried to avoid the table as I knew they were likely selling something like cookies. I was in a hurry and while I often give to all sorts of causes and buy Girl Scout cookies and the like, I wasn't in the mood.

However, the girl at the table came up to me, walked with me, and asked if I had the supermarket's discount card, in this case called a VIC card.

I said yes.

She quickly asked me to link my card to her group, in this case the local high school ROTC.

"It won't cost you a thing and just show this number to the cashier when you check out," she said, handing me a piece of paper.

So, once inside, I linked my VIC card to the number on the piece of paper.

Four quick lessons here.

1. She grabbed my attention by asking a simple question. She likely knew the answer to the question.
2. She stated the offer clearly. The benefit was helping a noble cause.
3. She gave me a clear call to action and TOLD me to take the action.
4. She said it would not cost me anything.

She made the sale.

That, my brothers and sisters, is brilliant marketing and she should be a direct response copywriter.

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I'm a direct response copywriter. I specialize in providing direct response copy for the direct marketing environment for clients around the planet. I specialize in sales page copy ... copy that persuades readers to pull out their credit card and buy. Enter your info to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote.

I'm also a Dan Kennedy Certified Copywriter for Info-Marketers.

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Disclaimer for the above.

The Dan Kennedy Copywriter for Info-Marketers Certification is awarded to professional copywriters who have successfully completed a course of study of preparation for such copywriting. This Certification has not been provided by an accredited education institution. It does not constitute endorsement of or liability for any individual copywriter by Mr. Kennedy or any companies or organizations affiliated with Mr. Kennedy. The client's relationship is solely with the individual copywriter retained via any agreement.

Direct Response Copywriter on AWAI Bootcamp

Just returned from the AWAI Bootcamp and Job Fair. It was my second time attending the event and here are some general thoughts.

• If you're a direct response copywriter, this event is a must. The organizers get excellent and relevant speakers plus the job fair is for real: serious marketers looking for writers.
• I always enjoy hanging with fellow copywriters. We all compete but it's collegial. I finally met some copywriters I've known for a long time but have never met in person.
• There are lots of newcomers at this event and it must be slightly overwhelming. These are newcomers to this business. My advice ... keep plugging away and read everything you can. Start by making your website awesome.
• Beautiful, clear, and even slightly cool Florida weather. I always enjoy visiting Delray Beach. It's a scene. And I saw a Kiss cover band for the first time ... sorry ... tribute band.
• Brian Kurtz was excellent when he was talking about what it takes to work for a big mailer like Boardroom. He was extremely generous with his advice.
• Speakers included some of the "usual suspects" like Bob Bly and Dan Kennedy -- who both brought it -- but I enjoyed hearing from some people who rarely speak ... like Richard Armstrong, a long-time "A" list copywriter who gave the keynote address. He spoke about connecting the copy to the dominant emotions of the potential client or customer.
• Carline Anglade-Cole was inspirational as was Clayton Makepeace.
• It was a treat to hear Herschell Gordon-Lewis who gave a rousing presentation. Afterwards, I had the opportunity to have lunch with Herschell and two fellow copywriters. Herschell also makes horror movies and is known as the "Godfather of Gore." He calls his work "splatter" movies. Thank you to Denise Rich for organizing (and paying for) the impromptu lunch with a true master of direct response copwyriting.
• Met some great potential clients at the job fair and secured some valuable work. I went into the room with a plan and met with 15 potential clients. To me, the job fair is the #1 benefit of the AWAI Bootcamp.
• I entered the Clayton Makepeace spec challenge but did not win. However, I entered the AWAI spec challenge and my lead/headline for bootcamp earned a 'W' plus a $1,000 check. Better than a poke in the eye with a sharp stick!
• Delray Beach has some "flash" restaurants and they're all good (or look good) but my favorite hang out is The Blue Anchor, a local's place.

Overall, it was a great event and I plan to attend next year. Thanks to AWAI for putting this on.

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I'm a direct response copywriter. I specialize in providing direct response copy for the direct marketing environment for clients around the planet. I specialize in sales page copy ... copy that persuades readers to pull out their credit card and buy. Enter your info to the right for my free series: Seven Steps to High Converting Copy. Or contact me here if you have a project you'd like me to quote.

I'm also a Dan Kennedy Certified Copywriter for Info-Marketers.

*

Disclaimer for the above.

The Dan Kennedy Copywriter for Info-Marketers Certification is awarded to professional copywriters who have successfully completed a course of study of preparation for such copywriting. This Certification has not been provided by an accredited education institution. It does not constitute endorsement of or liability for any individual copywriter by Mr. Kennedy or any companies or organizations affiliated with Mr. Kennedy. The client's relationship is solely with the individual copywriter retained via any agreement.