Today we’re continuing onto the final steps of Steve Hochman’s 8 Step Formula to help you become a better copywriter and extract more money.
As a refresher, here’s a brief overview of the previous steps:
Step 1: Captivation
The headline needs to be the biggest font on the page and written in red or blue to direct their eyes there first.
This instantly lets them know they’ve come to the right place, and to continue reading the next line.
For example, I surveyed my audience and found that their biggest want is to tone their hips, butt, and thighs so they can fit in their skinny jeans from college. And their biggest obstacles are they’re “too busy” or “hate dieting”.
Step 2: Agitation
Once you’ve gotten their attention, it’s time to turn the heat up a notch.
You want to agitate their pain.
See, people buy off of emotion, not by logic. They’re reading your ad because they’re sick and tired of being fat and out of shape. They’re looking for a solution to their pain!
This is where I like to list several bullet points to really get them in that emotional state.
Step 3: Relation
It’s time to introduce the solution to their problem – YOU.
I let my readers know that I TOO have struggled with my weight.
I tell them how miserable I was. How horrible my eating habits were. How low my self-esteem was.
I discovered this amazing fitness formula that changed my life. It was a miracle!
Let your readers in to how your program is the solution that they (and hundreds of others) need to get the results they want.
Step 4: Motivation
This step is where your reader is going to get REALLY motivated – because they’ll be able to see for themselves and believe it’s possible!
I like to put TONS of testimonials with before and after pictures and videos of happy clients on my home page.
Speaking of, NEVER hide your testimonials on another page!
Put them right on the home page where everyone can see – these are powerful game changers who could mean all the difference in closing a client.
Step 5: Formulation
You’ve given your audience proof that your workout program delivers results, so now it’s time to reveal HOW you do it.
Got it? Good. Let’s move on to the next steps…
Step 6: Solution
At this point, you’ve got them on the edge of their seat waiting for the solution.
Now it’s time to tell them what to do next…BUY.
And the best way is with a risk reversal like a 2 week FREE trial. People are much more likely to buy your program for the first time when they know they can get out of it if they’re not happy.
But if you’re promoting your program like it’s the best fucking program around, then you better deliver. And they won’t want to drop you before the trial is up.
Try my amazing unstoppable fitness formula for a full 2 weeks for FREE
Step 7: Limitation
Don’t let them procrastinate. Give them a sense of urgency with either a space, time, or number limitation.
Setting a time limit on your offers is going to potentially fill any gaps they have about whether they should buy or not buy.
It’s like when you’re at the mall and there’s a one day sale going on where you can buy three shirts for $20. You know it’s the only day to get these shirts at a discounted price, so you go in and buy them so you don’t miss out.
Create that urgency to promote fast buying decisions.
This special 2 week FREE trial offer ends (tomorrow’s due date)
This offer is for the first 7 soon to be fit clients only
Space is VERY limited and we are filling up fast. When we are full we’re locking doors…so don’t wait and get left behind.
Even if you haven’t sold a single program to anyone, make them believe that you’re about to run out. The urgency will push them to stop debating and just swipe the card already.
Step 8: Contemplation
So now you’ve got their attention, agitated their pain, related to them and gave them hope, proved yourself, gave them the solution to their pain without any risk and threatened to take it away if they don’t take massive action…
It’s time to give them something to think about.
The way to give them those final action provoking thoughts comes in the form of a “P.S”
When we’re reading a piece of copy, our eyes tend to scan over everything all the way until the end of the page.
Use this to your advantage by putting a “P.S” at the end with the most crucial information.
Think of it as a way to grab your reader’s attention and get them to go back to the beginning of the copy to find out what they’re signing up for and how it will benefit them.
P.S Don’t let the next 12 months be the same as the last 12 months. Do something about it. YOU CAN DO THIS. You can make The Unstoppable Fitness Formula work for you. All you have to do is let me “prove it” to you over the next 14 days by calling [insert number] right now to register for your FREE 2 week trial.
P.P.S Remember, your success is MONEY BACK GUARANTEED!
Follow Hochman’s 8 step method for writing copy, and watch your clients multiply and the cash flow.
Committed to your success,