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Invented by Neil Rackman, SPIN Selling is usually used in sales. However, we discovered that you can also use it to guide your marketing copy. What is SPIN selling and how can you use it in copywriting? Find out here.
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Use SPIN Selling
To Write Effective Copy
• Today, it’s harder to respond to the requirements of search engines, capture the interest of your readers, and still be able to sell
• You need to combine ingenuity, SEO, and still provide what your visitors need
What does it take to write copy that works?
That’s where the SPIN selling model by Neil Rackman comes in.
SPIN is an acronym that stands for· Situation· Problem· Implication· Need-payoff
SPIN Selling is typically used in sales, but it can be used in copywriting.
Here’s how…
Use the first sentence to pull your page visitors in by starting with a situation statement or question.
1. Situation
• Keep it brief—do not overwhelm them
• Do your research—how well you know your audience
• Ask questions—probe into something with a clear purpose and goal
• Give your visitors an idea of what problem they can potentially face
• Engage the audience by tugging on something that they bugs them.
2. Problem
Houston, I
think we have
a problem…
• Spell out the possible implications or consequences the problem you just laid out might have on your audience
• Planting seeds of fear, discomfort, anxiety, dissatisfaction, desire, etc.
3. Implication
• Be the first to present the solution to the problem you established
• You can easily position yourself at the head of the line with the solution
4. Need-payoff
Your Seriously Simple Marketing Hack
1. For your next blog post, try and incorporate the SPIN selling technique.
2. Once you publish it, be sure to track how effective it is in terms of page views, time spent on page, and conversions (You can use Google Analytics for that).
3. Compared these statistics with your previous blog posts to measure how well it does.
For More Information Visit:
www.SeriouslySimpleMarketing.com