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  • Writer's pictureErin Ratliff

Conversion Copywriting 101: How to Connect, Persuade and Motivate your Ideal Customer or Client

'Conversion copywriting' is the art of crafting compelling and persuasive messages that prompt readers to take action. For heart-led solopreneurs who are juggling various aspects of their business, mastering the ability to convert leads into customers can be a game-changer.

In this post, we will explore the key principles and strategies that can help budding entrepreneurs effectively harness the power of conversion copywriting to drive their business forward.

Understanding Your Target Audience

Before diving into copywriting for your website, email newsletter or social pages, it is crucial to understand your target audience. Thankfully solopreneurs typically have the advantage of being intimately connected with their customers. Regardless, by gathering insights about their needs, desires, motivations and behaviors you can create copy that resonates deeply.

  • "Pleasure Points" = What they want

  • "Pain Points" = What they don't want

Of course, to discover info about your audience and info your copywriting decisions, you need DATA. How to get it:

  • Engage in direct, personal conversation with your customer

  • Conduct surveys and polls

Craft Compelling Headlines

In today's fast-paced online environment, attention spans are short. The average human attention span is 8.25 seconds, which has decreased by almost 25% from 2000 to 2015.

A headline serves as the first point of contact with your audience, making it a critical element in conversion copywriting.

How to do it:

  • Aim for headlines that are concise, intriguing, and promise a benefit or solution.

  • Utilize power words, questions, and urgency to capture attention and entice readers to explore further.

  • Hook the reader with phrases like:

"Pay attention…"

"Have a look…"

"Just imagine…"

Focus on Value

A common mistake in copywriting is overly emphasizing features rather than results, product rather than performance. Fear of loss is more powerful than pleasure of gain so biz owners should instead focus on the final outcomes!

How to do it:

  • Highlight the specific advantages and descriptive benefits your customers can expect by embracing your service.

  • Use persuasive language to evoke emotions and create a sense of desire, making it difficult for readers to resist taking action.

  • Swap technical or product terms for specifics, and replace adjectives for verbs. Examples of how to frame your copy in a different way:

Instead of saying "Portable media player" say "1000 songs in your pocket"

Instead of saying "Waterproof phone case" say "stress-free pictures at the beach"

Instead of saying "25GB of cloud space" say "all your files in one place"

Instead of saying "Get healthy, abundant hair with our new shampoo” say“Prevent hair loss with our new anti-baldness shampoo”

Instead of saying "Our face wash is effective, healthy and perfect for your skin" say "Our face wash cleans your pores, moisturizes your skin and adjusts your skin type."

Leverage Social Proof

By demonstrating that others have benefited from what you offer, you instill confidence in potential customers. Social proof plays a crucial role in building trust and credibility, thereby boosting conversions. This takes the form of

  • customer testimonials and reviews

  • client success stories

  • case studies

  • professional endorsements

  • professional affiliations, associations

How to do it:

  • Incorporate snippets of social proof strategically within your copy

  • Showcase the results your product or service has delivered.

One way to do this is to speak in first person and sell with your OWN first-hand experience. Your own story is your most powerful marketing asset because it is 100% unique to you. Here's a format:

"I had a problem with...

It hurt because...

I tried to solve it with...

Until I finally found the solution in....

Now I am..."

Craft Clear & Compelling CTAs

Your copy's ultimate goal is to prompt readers to take action, whether it's making a purchase, subscribing to a newsletter, or scheduling a consultation. Your call-to-action (CTA) must be compelling, clear, and positioned strategically. You want your writing to be so impactful and influential that it invites your reader to click, consider, or keep reading.

How to do it:

  • Use action-oriented language over descriptive language and create a sense of urgency.

  • Experiment with different placements, colors, and button designs to optimize your CTAs for maximum impact.

  • Reduce friction. Make an offer they can't refuse! It should no-brainer, easy for them to buy- [Ex: "free trial"]

  • Speak to a user benefit in the CTA?

  • Make your CTAs specific. The more specific, the more likely you are to attract clicks! For example:

Instead of "Buy Now" try "Score Instant Access"

Instead of "Sign Up" try "Secure Lifetime Updates"

Instead of "Subscribe" try "RecieveWeekly Value-Packed Emails"

Instead of "Join Today" try "Join 1,250 other like-minded members inside"

Write for Humans

Writing for your audience means you factor in human nature and psychology into your messaging, simplicity and structure. Using familiar, everyday words will make your copy easy to read.

How to do it:

  • Picture your best customer. Imagine them summarizing you business or saying your copy. If it sounds strange coming from their mouths, then it's not aligned.

  • Start sentences with transition words, which are conversational and casual and keep the reader engaged and interested:




Normally ,

Naturally ,

Of course ,

You know ,

Remember ,

That's why...

By the way..

Let me guess...

I know what you're thinking...

Monitor, Modify & Improve

Conversion copywriting is an iterative process, and a skill that can always be honed. As a solopreneur, you have the flexibility to experiment with different approaches to see what copy works, and what doesn't. Test one variable at a time to accurately identify what elements have the most significant impact on your audience. By investing in ongoing learning and improvement, you'll refine your copywriting skills and keep your business ahead of the competition.

How to do it:

  • Utilize A/B testing to compare different versions of your copy, headlines, CTAs, and other elements.

  • Analyze the data and insights to refine your copy and improve your conversion rates continually.

  • Stay up-to-date with the latest trends, strategies, and techniques in the field through books, webinars and networking to learn from industry experts.

  • Analyze successful copywriting examples from your niche and adapt them to your unique style.

A Final Check

Here are the essential questions to ask yourself before hitting "Publish"

Did you...

  • Make it

  • easy and quick to read for the lazy or busy reader?

  • interesting for the bored reader?

  • believable for the skeptical reader?

  • convincing for the vain or selfish reader?

  • Write...

  • a first sentence that will hook them?

  • each sentence so it only carries one idea?

  • a page or post that naturally flows?

  • less characters, less words for easy scanning? [you will = you’ll]

  • Eliminate..

  • weak words? [quite, very]

  • redundant words and descriptions [b̶r̶i̶e̶f̶l̶y̶ summarise, g̶r̶e̶e̶n̶ grass]

  • adverbs that repeat the verb? [run q̶u̶i̶c̶k̶l̶y̶]

  • pointless intros? [Ex: "it seems necessary to point out.."]

  • fat phrases to single words? [in order to = to]

  • long words? [additionally = and]

  • ideas or concepts you've repeated

  • secondary information?

  • Show...

  • the negative outcome of not acting/buying?

  • that people already benefit from your product/that they’re not the first to try?

  • you’re the authority to buy from?

  • how you’re different from competitors or how you're product/service contrasts?

  • how you solve a problem or alleviate a pain?

  • how you help them realize a dream?

  • how to use your product or service habitually or regularly?

  • Use...

  • subheadings and bullet points?

  • the active voice to make ideas concrete and easy to process?

  • Add a sense of urgency to make them act now?

  • Preempt and cover objections?

  • Demonstrate a high value to low effort ratio?

  • Give them important context?

  • Incorporate lots of white space?

Wrapping It All Up

If you're a busy and heart-centered solopreneur ready to unleash the power of WORDS to captivate your audience, look no further. I am the copywriting master who can help you connect with your customers, unlock new opportunities and transform your biz right before your eyes.

Whether you need persuasive copy for your sales pages, click-worthy copy for your email newsletters, or engaging content for your blog posts my holistic digital marketing services are here to help you impact, serve and shine. Contact me today to discuss your project and embark on a journey of soul-driven success!


Erin Ratliff is a certified feng shui consultant, holistic business coach and organic growth marketer for earth-loving, heart-centered soul-preneurs.

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