Content Discovery Smackdown: Hootsuite vs. Buffer vs. KloutContent Marketing Minds: Ingredients of the Tastiest Content [Nutrition Label]From the Corn Field to the Digital Era: Content Marketing Starts with TrustContent Marketing: Is 2014 Really Shaping Up to Be the Year of Video?
Your Customers Aren’t Listening! How to Create Consumer Dialogue that Converts4 Tools for Nonprofit Social Listening and Reputation ManagementThe Promising Role of Social Listening in Treating Health IssuesThe Importance of Social Listening for Brands
- Public Relations
Facebook Testing a Way for Users to Buy Products on the Platform7 Website Tips to Attract More Shoppers to Your PagesHow eCommerce, Augmented and Virtual Reality Will Redefine the Retail ExperienceSearch Query Analysis to Increase eCommerce Website Conversions
- Content Marketing
Technology & Data
Social Startups: Bizible Connects All the Dots from Marketing Contributions to RevenueCreating the Perfect Profile for Your Social Media Marketing EffortUsing GPS and Localization for Social AnalyticsAnalytics and Prospect Intel: Discovering Your Ideal Prospect
- Big Data
- Tech & Innovation
3 Security Risks You’re Taking Every Day While Using Social MediaShould the President Have the Power to "Pull the Plug" on the Internet?How Safe is Your WordPress Website From Hackers and Other Malicious Attacks?
- Software & Tools
- Small Business
- Social Organization
Celebrating the Grand Re-Launch of Social Media Today! SBH Podcast Episode 8Why Should You Care If Your Employees Are Thought Leaders?Beyond Engagement: The Art of Managing Social-Media Risk in Employee Advocacy
Why All-in-One Social Media Management Systems Don't Cut It for Social Customer ServiceWhat You Should Know About Customer, Digital, and Contextual ExperienceSurging into Q3: How to Make It Better Than Q2Is How You Serve Your Customers Costing You Business?
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
Copywriting Hooks: 5 Easy and Fast Ways to Fish for Sales
Posted on December 2nd 2013
Copywriting hooks are mysterious. They come to you like lightning strikes, usually when you’re engrossed with research.
It’s many years since I read Donald Westlake’s novel The Hook, but I remember the opening scenes. They made me laugh, and I identified with the main character.
In the opening scenes of The Hook, the protagonist, mid-list author Wayne Prentice, is trying to come up with the hook for his next book. He’s worried, because his books aren’t selling. His only option might be to create yet another name under which to write. Finding the hook for his new book obsesses him.
Those scenes immediately resonated with me, because unless a copywriter can come up with the hook for a project, he’s got nothing. You can list features and benefits until your eyeballs bleed; it’s all useless until you get your hook.
Research is the only way to find a hook. I call it “the click” – the lightning strike from heaven.
Unfortunately, you don’t have the time to do in-depth research for most projects. That’s when you need some tricks you can use to create hooks. Let’s look at five.
1. Piggyback on something in the news.
This can be a brilliant strategy. You can piggyback on anything in the news that’s even vaguely related to your product.
Blockbuster movies are useful, as are the big launches of major products. Several years ago a diet pill was released to much fanfare. If you were selling things in the weight loss area, you could piggyback onto the hype.
A couple of things to watch with news hooks…
News-related copy loses its punch when the news gets old.
Night turns to day, and news becomes old news, faster than you’d think. So never use a news hook for a marketing campaign which will be around for a while.
Consider unintended consequences.
What happens if the movie is a dud? Or the product launch is a disaster? Things can and do go wrong, so be cautious.
2. Intrigue, or arouse curiosity.
“All the world’s gold came from collisions of dead stars, scientists say” – who knew? Almost no one, so I used this weird fact when I wrote copy for a jewelry chain over a decade ago. It worked brilliantly.
I call this the Ripley’s Believe It Or Not hook. Come up with something intriguing, which suits the product, and you’re good to go.
3. Promise an experience.
Steve Jobs did it with the iPad. He called it “magical and revolutionary”:
“iPad is our most advanced technology in a magical and revolutionary device at an unbelievable price,” said Steve Jobs, Apple’s CEO.
You can’t do this with every product; but if you can promise an experience, you’ve got your hook.
4. “… (something) or it’s free.”
Domino’s Pizza no longer offers its “30 minutes or it’s free” guarantee, but if you can make an offer like this with your product, it’s a fantastic hook.
Tip: if everyone’s making a free offer, it’s no longer a hook. This happened with ebooks.
Initially, offering an ebook free for a few days was a real sales driver. By mid–2012, it stopped being useful as a hook.
However, this doesn’t mean that you can’t make “free” work for your product. It just means you’ll need to give “free” a twist. Brainstorm.
5. Investigate Maslow’s pyramid of needs: sex sells.
Maslow’s hierarchy of needs can inspire all the hooks you’ll ever need.
Look at the physiological needs at the base of the pyramid. They’re all primal needs. An example: FUD – fear, uncertainty and doubt; they trade on basic survival needs. That said, I suggest that you steer clear of negativity in your copy. Negativity can hurt you – remember unintended consequences in our first tip, “news”.
Sex is a primal need, so it sells. Brainstorm; you can usually find a way to create a primal-needs hook for a product.
Summing up: you’ve now got five ways to create hooks for your copywriting projects. Nothing beats in-depth research. When you don’t have the luxury to do that, these tricks will help you to create hooks which make sales.