I found out quite by chance. I noticed a research brief in my inbox entitled, "Bad Web Experience Impacts Brick and Mortar Shopping." Being primarily focused on Internet business, I really didn't pay it much attention. But then I noticed it made reference to a customer's online experience, too, so I read on.

Allurent, Inc. gave the following details from their Online Customer Experience Survey. A total of 82% of consumers who participated said having a frustrating online shopping experience would make them less likely to revisit a retailer's site. That's expected. The survey continued by saying if the experience improved, visitors would be open to buying more from the offending sites. Logical. But what does this have to do with copywriting? It's what I read next that caught my attention.

According to respondents, visitors want specific "interactive and engaging features" when they shop online. One of those "engaging features" included better copywriting. Specifically, "68% want the ability to 'feel' merchandise through better imagery, more product descriptions and details."

Just exactly how do we accomplish that? It's really not difficult.

Use More Descriptive Adjectives

Break out your thesaurus and find words that impress, inspire and convince your customers more effectively. Look at the examples below to see what I mean.


Great Top for Hot Summer Days

When it's hot outside, this top will help keep you cool. Made of cool nylon, you'll love how it stops moisture. Available in four pastel colors.


Perfect Tank Top for Hot Summer Days

When the temperatures are steamy outside, this tank will help keep you remarkably cool. Made of breathable 100% nylon, you'll love how it sheds moisture. Available in four spring-fresh colors.

See the difference? The latter paints a more vivid picture of the tank top than the former. It also gives more detail. It's not a nylon blend, it's 100% nylon. They aren't just any colors, they are spring-fresh colors.

Create a Sensory Experience

Site visitors are looking for an experience as close as possible to standing in the brick and mortar store. That means you have to create copy that plays on all five senses to bring the products to life.

See if this example makes you hungry:

Definitely NOT Grandma's cinnamon rolls! Bake them fresh right in your own oven. As the aroma begins to waft through the air, your nose will start to tingle and you'll immediately know they are worth the wait. The scents of freshly ground cinnamon and yeast begin to merge as the dough rises and the cinnamon, sugar and butter begin to bubble. Open your oven door to reveal one of the largest sweets you've ever seen. Drizzle the homemade frosting over the top to complete your warm, gooey treasure. Your taste buds will praise you with every bite!

Do you notice the detail? With the exception of hearing, all five senses were addressed here. Smell the aroma. See the largest cinnamon roll you've ever seen. Taste the gooey treat. And the description of warmth brings in the sense of touch.

Rather go on vacation than eat sweets? How about this?

As your day begins, enjoy a gourmet breakfast prepared by your own private staff — at your disposal 24 hours a day. A gorgeous view overlooking your own crystal-blue freshwater pool welcomes you to another exciting adventure in Hawaii. A morning stroll along your private, white-sand beach is the perfect way to welcome the day. A fun-filled outing can consist of splashing in the surf, sunning on the beach or napping in an authentic hand-woven hammock that cuddles every curve of your body. At the end of the day, you'll have sun-kissed shoulders, a glowing bronze tan and a phenomenal appetite! Unwind poolside at the gazebo as you prepare for a world-class dinner that rivals any five-star restaurant. Refreshing after-dinner cocktails are especially enjoyable when sipped on the terrace as nature provides an amazing display of sunsets and a soft, caressing breeze you won't soon forget.

Now, isn't that better than:

Rent our two-bedroom condo right on the beach! You'll have a private staff to meet all your needs. Pool, hammock and gazebo are on site. Gourmet chef will cook all your meals to order. This is the best vacation house you've ever seen!

The next time you begin to write copy, think about every aspect of the product. How can you entice the visitor? How can you help him or her touch, smell, see, taste or hear what you have to offer? The more real you make the experience, the better your conversions will be!

Discuss this article in the Small Business Ideas forum.

February 22, 2007

Karon Thackston is owner of Marketing Words, Inc. a full-service copywriting company specializing in search engine copywriting. She is also publisher of the long-standing free ezine, Business Essentials. Karon is author and publisher of the popular Step-by-Step Copywriting Course, an e-course designed to teach sound and highly-effective copywriting techniques - including search engine copywriting techniques. With over 20 years of copywriting experience, Karon has contributed to the search engine and sales success of companies large and small including Gortons Seafood, Third Sphere Hosting and more.

Search Engine Guide > Karon Thackston > Online Shoppers Ask for More Detailed Copywriting