Copywriter on Content. Part 5. Selling Happiness.

What do people really want? In his excellent book, 2,239 Tested Secrets for Direct Marketing Success, Denny Hatch writes about motivators and lists two pages of them. Two of the most important are happiness and ease. Hatch breaks these down into 100 motivators and I won't go into all of them here and there's no need for most businesses to worry about precise motivators--leave this up to us direct response copywriters.
However, if you make a big effort to base your content on happiness and ease, you'll be way ahead of most of the competition.
Six steps to selling happiness through content.
  1. Find out what makes your clients and customers really happy. Then show how you deliver.
  2. Ease is always huge. Make everyone's life a lot easier.
  3. Tell stories about just how happy clients and customers have become since making the decision to do business with you.
  4. Show happy people in photos and videos (this may seem obvious but there's a lot of morosity on websites).
  5. Make sure testimonials are teeming with happiness.
  6. Your special report and free content should be organized around making people so happy they have to buy what you have to offer.

Also...try to organize your content so the happiness is digestible.


  • Captions under photos.
  • Pull quotes.
  • Subheads.
  • Bullets.
  • Copy doodles.


Let's take a look at some websites and pages that really sell happiness with their content.

I'm not a huge flash fan and there's a lot of flash on this site but it's selling happiness throughout. Think it's hard for a dentist to sell happiness? Think again by clicking here. And I think Jim McLean, the golf instructor, is really good at showing results on his site.

Take a look at your site and your content. If you think you're selling happiness really well, leave a comment with a link.


I'm a direct response copywriter based in Charlotte, North Carolina. I specialize in providing copy and content for the direct marketing environment for clients around the world. Enter your info to the right for my free series: Seven Steps to High Converting CopyOr contact me here for a direct response copywriting quote.

An interesting and powerful page on Google's site (part 4)

In this series of five blogs, I'm going through the excellent content advice on this page on Google's site. Today I'm looking at the paragraph that begins...

Increase your visibility.

Here's an excerpt.

To a search engine, the best sites consist of many HTML files, each one text rich...Even more important, you'll find that other sites like to link to pages with useful information. Having lots of sites pointing to your articles...can improve your natural (unpaid) search engine rankings.

Q: How do you get people pointing to your site?

A: The content must be really, really compelling. And that's where serious writing comes into play. Technically, anyone with a computer can be a writer. But a big reason to hire a seasoned and experienced writer is to generate compelling content.

A lot of people ask me, "What does a copywriter do?" The short answer is "type a lot." But my two goals are to:

  1. Sell
  2. Get someone to hand over their information

To achieve these goals, the copy and content has to be compelling, interesting, salient, and persuasive. There's a simple test...response. Ask to see actual conversion rates when you ask to see a portfolio. A web page I wrote is currently converting at over 30%...which is off the charts. The copy and content are compelling.


I'm a direct response copywriter based in Charlotte, North Carolina. I specialize in providing copy and content for the direct marketing environment. Enter your info to the right for my free series: Seven Steps to High Converting Copy. Or contact me here.