为什么你的文案卖不了钱?

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文案能不能卖钱,取决于你的文案能不能带来销售。
那么,一般销售型的文案有什么特点呢?充实感、可信度和行动力。
1、充实感。对消费者而言,你的文案创意要满足一定的需求。
2、可信度。能够使人信赖,如何让消费者心里给你许可。
3、行动力。一个文案创意需要让人产生思考的,继而让人产生购买行为。
接下来我要告诉大家,如何通过这几个方法让你的文案有销售力。
一、将问题夸大
产品是要解决问题的。
就拿牙膏来说,它要解决的问题可能是牙齿污垢或者口臭。虽然这些问题普遍存在,但有些消费者不会主动采取行动。
将问题夸大,是为了引起消费者的关注。让消费者的状态从不在乎到主动采取解决行动进行转变。那么,把问题夸大的方式一般有两种。
第一是营造事物恐惧。
比如牙膏的口臭问题,我们用“恶臭”这个词去形容。让人不禁联想到臭水沟的味道、食物腐烂的气味,原来口臭是这么严重。
第二是带来恶劣后果。
就拿吸烟的例子说,吸烟本身这件事不恐怖,但是它能带来恐怖的后果。它会让你的肺变成烤肉,它会给你带来咳嗽甚至癌症。
还有一个口臭的经典文案。“总是伴娘,从未当过新娘”,这种恶劣后果让人不得不注重卫生习惯。
好了。将问题夸大化,其实就是增大你的消费动机。让你的需求更加强烈,必须采用下一步行动了。
二、将利益戏剧化
我的产品能给你带来什么利益。
再拿牙膏来说,我能给你带来美白和清新口气的好处。如果直接说我的面膜能美白,这多没感觉啊。美白产品那么多,我哪记得哪个是你呢。
所以,你要将利益戏剧化。主要有两方面作用,一是帮助消费者对产品功能的记忆,二是让产品带来的利益视觉化,让消费者知道这个产品是行的。
就像OLAZ美白产品的广告文案。不要用我们的产品,否则变白得签证官都认不出你。
把想象和视觉结合起来,产品通过戏剧化给人带来利益,让人记忆深刻且亲近认同。
三、突出销售个性
是的,你的产品能美白,你的产品能止渴。不好意思,还有千千万万的产品都可以呢。
为什么消费者只认你家?因为你们臭味相投呀。不对,是因为你找到了认同感。如果每一个文案张扬着不同的个性,不同的消费者就会对号入座。
就像大众甲壳虫汽车。
从它的文案《想想还是小的好》、《柠檬》、《我很丑》等,可以知道它的个性是独特、聪明、挑剔,并坦率承认自己有点错。同样个性的消费者,会因为个性的品牌认同而选择你的产品。
比如沃尔沃汽车来说,它就是一再强调对消费者安全的关注。那么,它就是一种给人安全感的个性。
比如百威啤酒,百威的敬真我,它的个性就是真诚直率。那么,这些人可能啤酒就只喝百威。
突出销售个性,让品牌表现出一种能和消费者产生联系的性格。这样消费者,只认你。
四、独特的销售环境
万事俱备,只欠一个购买环境。
消费者有购买需求,也知道要买什么产品,必须只认你家的品牌。销售流程到了最后一个环节,在合适的环境购买它。
如果你要销售一些贵的产品,那么我们的环境需要很精致、很高档。
再拿kindle来说,它通过地铁和图书馆等阅读元素搭建出一个独特的销售环境。
再比如一个饮料水产品,我们的环境就可能有沙滩、河流、山泉甚至是泳池派对。那是一个理想的销售环境,这个环境是需要我们创造出来的。
一篇文案也是。通过字体、颜色、图片和排版风格等元素去营造这种环境,吸引消费者的注意力。最后,消费者情不自禁地完成一次完美的购买行为。
总结一下,一个完整的销售过程有这四个环节。
第一、刺激消费者的需求。
第二、提供解决问题的产品。
第三、展示吻合的品牌个性。
第四、营造合适的购买环境。
记住。你的文案创意能不能卖钱,在于它能不能促进销售。做好一个环节,都有可能带来意想不到的效果。

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