Does Hard Sell Work on the Web?
April 3rd, 2006 by Bob Bly
A Web designer sent me an email the other day criticizing a long-copy promo I sent to my list.
“Some authors have not really grasped onto The Hard Sell Will Not Work on the Intenet,” she scolded me.
But wait a minute. Take a look at the money-making sites on the Internet. They are a broad mix: some soft sell, some hard sell, some short copy, some long copy.
Given the hundreds of hard-sell, long-copy Web and email promos that are making money hand over fist, how can this Web designer or anyone else possibly state as if it were a law of online marketing that “the hard sell won’t work on the Internet”?
What’s your experience in all this? Does hard-sell, long-copy work online? Or does the Web require a totally different approach: soft sell, informative, non-selling?
This entry was posted on Monday, April 3rd, 2006 at 8:03 am and is filed under General. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
April 3rd, 2006 at 8:14 am
It seems to me that long copy, in an email or on paper, will work…if it is read. Most emails that I get that are in the form of newsletters provide short and to the point paragraphs of text…not long letters. Those of us used to such types of email may not want to be bothered with a long letter.
Joel
April 3rd, 2006 at 8:57 am
Bob, I think you know the answer to this. What were your results with the letter that Allison complained about? 🙂
April 3rd, 2006 at 9:06 am
Maybe the principle of targeting applies, i.e. for instance, direct mail is all “junk,” until a piece comes in that engages your immediate needs or desires. Then THAT one is a keeper. So if you’re already in target range, it seems to me you’ll stop and read an Internet pitch that hits you where you live (I do)–and the longer and “harder” the better.
April 3rd, 2006 at 2:30 pm
Probably, it depends. Personally, sometimes I’m intrigued, but I need to know more before I’m ready to purchase. These are the times when I appreciate well constructed long copy.
Other times, I know what is being sold, and I just need to know what I’d get and how much I’d need to pay. Then the long copy gets in the way.
-TimK
April 3rd, 2006 at 3:10 pm
Bob, I agree with your mix. The long copy and hard copy will sell. I read long copy because I can sometimes read between the lines and get creative to understand what the person is trying to sell.
That helps me make a better dcision whether or not it is really good information to purchase and unique and I would have trouble figuring it out myself.
But I will only read long copy on topics I am interested in, and like any book I get on the subject it is about learning.
April 3rd, 2006 at 3:34 pm
How do you define ‘Hard Sell?’
Like those long, breezy, chatty pages trying to sell copywriting course packages for hundreds of bucks? Sure, they probably work. Otherwise you guys (meaning pro copywriters) wouldn’t post those things all over the web. 😉
Where they don’t work, is in the realization that information can be had for free, and if someone wanted to learn how to craft a long rambling sales page like that, they could just break down and analyze the sell page itself.
This will be an obvious breakdown if the product you’re trying to sell is purely information. But I don’t know. What kind of numbers do guys like John Carlton make on their ‘copywriting lessons?’
April 3rd, 2006 at 3:38 pm
Long copy’s tend to be skipped / zapped. So in these long emails I scroll down to the ‘bottom line’ and try to find out the catch. In my experience these long copy’s with great referal’s all have a catch..
April 3rd, 2006 at 4:10 pm
A website designer telling you that your copy is too long for the internet is like me telling Luciano Pavarotti that he sounds a little “pitchy.”
April 4th, 2006 at 11:19 am
Personally, I have purchased a lot of books, courses, technology and services over the internet. If there’s a ‘long, breezy, chatty’ page (you know, the ones with lots of different colours of text that you have to scroll down to read) then I click AWAY from that. I despise that type of selling.
And I’m in sales.
Personally, I have to first want the product. Then I have to be informed of the benefits. Then I will comparison shop. Then I will buy.
The hard sell does not work for me. Not on the internet, not on the street. Unless it’s a Girl Guide holding a box of cookies and looking at me with doe-eyes. Then I’ll buy anything.
The hard sell (anywhere) smacks of desperation. I want to be able to TRUST the seller. If it smells like he’s trying too hard to convince me to buy, then I don’t want it. At least not from him. But that’s just my personal experience. As a salesperson I am not good at ‘closing the sale’ or being too aggressive. This is probably why.
April 4th, 2006 at 3:30 pm
Yes, it’s true: hard sell doesn’t work on the Web. Oh yeah, and benefit headlines don’t work either. In fact, nothing works. We’re all screwed. =)
April 5th, 2006 at 7:53 am
I’ve found that really both are right. There is a large and growing group that is turned off by the hard sell. There is another group who responds to it. But the copy that pulls best for me is neither. It is copy that is very direct to the point of almost being insulting. It is honest and straight forward. People seem to respond to that.
I use soft sell on one site and hard sell on another. The soft sell seems to outpull the hard sell. But in both cases the direct approach beats them all. People respond to honesty even when it’s not the nicest thing to hear. They know it when they hear it, read it or see it. And they tend to respect it.
Susanna
April 5th, 2006 at 8:05 pm
I think it totally depends on the prospect. Of course this is obvious, as some need a hard sell, some are completely turned off by it. I respond best when the author of the offer “speaks” to me and answers my “what’s in it for me?” question. I believe that is the true key to selling anything — answering the prospects burning question and speaking to their wants, needs and desires. I do think that too many internet marketers have gone completely over the top with the hard sell. But again, it depends on the prospect. I guess the bottom line is not so much “know thyself” as “know thy audience”.
April 14th, 2006 at 11:40 am
Yes, It’s completely dependent on your site and your product. Both have worked in the past for me. What really counts is an understanding of your audience and what they will respond to. Clear, digestable, succint messages have worked the best for me.
Andrew Hunter
April 19th, 2006 at 11:13 pm
A distinction I found useful in the ‘long vs short’ sales letter debate, and which is intrinsically about neither hard sell nor soft sell, was that a ‘long’ or longish letter is how you handle the fact that you can’t sit and talk directly with the person. So you can anticipate questions and objections and endeavour to deal with those systematically. This made some sense to me. The related observation was that when you are really interested in/looking for something, you won’t in fact notice that it’s long. As when someone is very fashion conscious they will spend what to another person will seem like an inordinate amount of time studying fashion mags, window-shopping, trying things on etc. I used to be very anti long sales letter, now I’m agnostic but willing to give them a go. I still hate the hard sell.
April 26th, 2006 at 8:23 am
People hate being sold to, UNLESS they are looking to be sold (like on a car lot). The higher up the food chain you go at a company, the less hard sell approach should be taken. For example, a well-written white paper should be a soft sell document AND can be very effective.
Mike
May 21st, 2006 at 7:24 am
I’ve always throught your idea that a short email combined with longer sales copy on the landing page is the right mix. You grab their attention with a teaser (and no scrolling) and then use as much copy as you need to close the deal, once they have clicked through. I first heard this idea from you, Bob, and it still rings true for me.
May 19th, 2007 at 1:54 am
The information I found here was rather helpful. Thank you for this.
July 25th, 2013 at 12:18 pm
My dream retirement would involve a good log cabin in the mountains. Who needs a beach?
July 30th, 2013 at 6:58 pm
Check out a great new ipad book about graffiti. Tons of historical photographs.
July 31st, 2013 at 4:13 pm
I every time download a complete film in parts, that’s always existing at YouTube, since my network connection is very slow and YouTube fulfils my needs.
August 2nd, 2013 at 2:29 am
Good post. I be taught one thing more difficult on completely different blogs everyday. It’s going to at all times be stimulating to learn content material from different writers and observe somewhat one thing from their store. I?d want to make use of some with the content material on my weblog whether or not you don?t mind. Natually I?ll provide you with a hyperlink in your internet blog. Thanks for sharing.
August 2nd, 2013 at 5:52 am
alternative medicine for anxiety attacks
August 2nd, 2013 at 10:11 am
The perfect dark colored outfit is very simple and chic, and it’s very nice to make sure you kind all of them with a variety of things. For example,prom dresses in uk, a vast colorful strip designs very nice any time displayed along with your little black dress, it also may much more to do with any item by using forms and various colorings.
August 3rd, 2013 at 2:22 am
I was very happy to seek out this net-site.I needed to thanks in your time for this excellent read!! I undoubtedly enjoying every little bit of it and I have you bookmarked to check out new stuff you blog post.
August 3rd, 2013 at 7:53 am
The subsequent time I read a blog, I hope that it doesnt disappoint me as much as this one. I mean, I know it was my choice to read, but I truly thought youd have something fascinating to say. All I hear is a bunch of whining about something that you would fix when you werent too busy looking for attention.
August 5th, 2013 at 4:02 am
Hiya! I simply wish to give an enormous thumbs up for the nice data you will have right here on this post. I will likely be coming again to your weblog for extra soon.
August 7th, 2013 at 2:52 am
A powerful share, I just given this onto a colleague who was doing a bit of analysis on this. And he in truth bought me breakfast as a result of I found it for him.. smile. So let me reword that: Thnx for the treat! But yeah Thnkx for spending the time to discuss this, I feel strongly about it and love reading more on this topic. If attainable, as you grow to be expertise, would you mind updating your blog with more details? It is highly helpful for me. Massive thumb up for this blog publish!
August 8th, 2013 at 10:51 am
Good post. I study one thing tougher on totally different blogs everyday. It can all the time be stimulating to learn content material from different writers and observe just a little one thing from their store. I?d desire to make use of some with the content material on my weblog whether or not you don?t mind. Natually I?ll offer you a hyperlink in your net blog. Thanks for sharing.
August 9th, 2013 at 2:01 am
Nice post. I be taught something more difficult on completely different blogs everyday. It should at all times be stimulating to read content from other writers and practice a bit of something from their store. I?d favor to use some with the content on my blog whether you don?t mind. Natually I?ll provide you with a link on your internet blog. Thanks for sharing.
August 9th, 2013 at 2:25 am
Spot on with this write-up, I truly think this web site wants way more consideration. I?ll probably be once more to learn way more, thanks for that info.
August 9th, 2013 at 2:26 am
That is the precise weblog for anybody who desires to search out out about this topic. You notice a lot its nearly arduous to argue with you (not that I really would needHaHa). You positively put a brand new spin on a subject thats been written about for years. Nice stuff, simply nice!
August 11th, 2013 at 5:33 am
It?s laborious to seek out educated individuals on this matter, however you sound like you already know what you?re speaking about! Thanks
August 12th, 2013 at 7:55 am
I gotta bookmark this web site it seems very useful very helpful
August 31st, 2013 at 4:41 am
Good day! Would you mind if I share your blog with my facebook group? There’s a lot of people that I think would really appreciate your content. Please let me know. Many thanks
September 5th, 2013 at 11:56 pm
I’m generally thought about this, appreciate it for placing up.
September 18th, 2013 at 12:37 am
Thanks for the publish. I have usually noticed that many people are wanting to lose weight simply because they wish to appear slim as well as attractive. Nevertheless, they do not always realize that there are more benefits for you to losing weight additionally. Doctors say that obese people are afflicted by a variety of ailments that can be directly attributed to their own excess weight. The good news is that people who are overweight and suffering from numerous diseases are able to reduce the severity of their illnesses simply by losing weight. You’ll be able to see a steady but noted improvement with health when even a bit of a amount of weight reduction is realized.
September 23rd, 2013 at 12:01 pm
It is perfect time to make a few plans for the long run and it’s time to be happy. I’ve read this publish and if I could I want to suggest you few fascinating issues or suggestions. Perhaps you could write next articles regarding this article. I desire to learn more things approximately it!
September 24th, 2013 at 11:54 pm
Great – I should definitely pronounce, impressed with your website. I had no trouble navigating through all tabs and related info ended up being truly simple to do to access. I recently found what I hoped for before you know it in the least. Quite unusual. Is likely to appreciate it for those who add forums or something, site theme . a tones way for your customer to communicate. Excellent task..
October 18th, 2013 at 9:24 pm
Thanks for sharing excellent informations. Your web site is so cool. I’m impressed by the details that you have on this website. It reveals how nicely you understand this subject. Bookmarked this website page, will come back for more articles. You, my pal, ROCK! I found just the info I already searched everywhere and simply couldn’t come across. What an ideal web-site.
December 22nd, 2013 at 1:04 am
Money and freedom is the greatest way to change, may you be rich and continue to help other people.
January 16th, 2014 at 9:41 pm
Thank you for the insight. I’m a relatively new Graphic Designer, at least new at moving forward with it full-time, and can use all of the pointers I can get. Looking forward to the follow-up articles.
October 23rd, 2018 at 2:30 am
tn forest
July 18th, 2020 at 6:57 pm
Thank you for your blog, it helped me a lot during my studies! I studied these questions all the years at the university, and now I am writing a dissertation on this topic, and I take a lot from your blog, it is still relevant! But I spent a lot of time on research, so the best dissertation service helps me with the design of my work.
July 23rd, 2020 at 3:20 am
Great site! Good luck to it’s owner!
https://allaboutos.com
July 30th, 2020 at 7:36 am
I don’t want to take a lot of your time, but I really want to share very useful information with you. Stop making meaningless bets that won’t bring you income. Better visit https://csgobettings.com/csgoempire/ with the best top-end betting platforms I use all the time. This brings me good financial support, which makes me very happy. Perhaps it will become interesting to you and you will find your new hobby.
January 23rd, 2021 at 1:50 pm
history dissertation help
May 4th, 2021 at 2:03 am
Nice place to visit. Great description provided on this site
Breaking a curse
May 8th, 2021 at 7:46 am
Great post.
Personally, I don’t see anything wrong with you sending a long-copy promo. As long as you are sending to the right list and not spamming, you’ll definitely start seeing results soon. Combining both soft sell and hard sell can bring more results in the long run.
June 1st, 2021 at 10:00 am
If you are interested in earning on gambling you can use for your needs a list of the best csgo case openingsites with promo codes and welcome bonuses. It can brings you a pretty good profit.
June 12th, 2021 at 1:52 am
puppies for sale,pug puppies for sale in oregon,pug puppies for sale in az raised at home in a family/friendly environment making our Pug puppies completely at ease with other pets.pugs for sale,pugs for sale near me,cheap pugs for sale,pug puppies for sale,pug puppies for sale near me.
https://pugslandbreeder.company.com
June 29th, 2021 at 3:26 pm
https://savannahbengal.company.com/
November 3rd, 2021 at 1:04 am
Thank you for sharing such an interesting and educative post.
February 17th, 2022 at 4:54 am
Today there are so many websites where you can sell your work. All depends on what you can do. Anyway you can get some money playing on Rollbit. It’s fun and simple.
February 18th, 2022 at 10:02 am
Now it is simple to sell your work online and get the money on the Internet!
May 12th, 2022 at 8:31 am
Selling online is not a tough job you need to gain some skills and make the right strategy for your brand. Long hair is a long process and very much care to grow moore hair please is giving long hair extensions online solution at your doorstep where you can enjoy and attend events confidently this extension give you original hair feel and is easy to attach with your hair. Our goal is to give you a unique hairstyle and value for your money.
July 26th, 2022 at 3:06 am
Best and trendy design hand bags for girls is offer by Chinyere so visit and shop now. They are best and cost-effective visit and shop now.
July 26th, 2022 at 9:03 am
Stunning face scrub and body scrub are offered by Rios, a great new multi brand store The shop wants to bring its customers satisfied with their top notch face scrub goods Their body scrub pakistan is perfect for your needs, fulfilling your demands With the best scrub for oily skin in Pakistan Rios meets all your needs.
September 29th, 2022 at 1:54 pm
ty for post
October 27th, 2022 at 1:07 am
Buy online branded flormar nail polish for girls and women in Pakistan on reasonable price at flormar.pk with fast shipping. Quick delivery.
November 7th, 2022 at 4:11 am
Shoes with comfort and style are hard to come by. Servis PK Online offers a collection of shoes for women which can be used for any occasion. Buy online women shoes, Sandals, Chappals, Casual Wear Shoes, Heels, Pump Shoes in various Colours at reasonable Price from Servis Pk. We can deliver in all Metro cities across Pakistan, like Lahore, Karachi, and Islamabad.
February 3rd, 2023 at 1:32 am
I really like the way that you have expressed yourself. There is a lot to be admired from this post. You might want to click onYellowstone Official Merchandise
May 26th, 2023 at 1:32 am
Embedded software development services involve the creation and programming of software that is embedded in electronic devices, such as microcontrollers, sensors, and other electronic components. These services are typically offered by specialized firms that have expertise in electronic engineering and software development.
June 22nd, 2023 at 1:02 am
a long time
June 22nd, 2023 at 1:27 am
thank you, biomiracle??????
June 22nd, 2023 at 1:30 am
it is a good website online submit without fail. No longer too many people might without a doubt, the way you simply did. I am impressed that there is a lot statistics about this subject that has been uncovered and also you’ve defeated yourself this time, with a lot excellent. Appropriate works! Thank you a bunch for sharing this with every body you genuinely realize what you’re speaking about! Bookmarked. Please additionally are trying to find advice from my website online =). We ought to have a hyperlink trade agreement among us! You make so many outstanding points right here that i study your article multiple times. Your views are in accordance with my very own for the maximum part. This is great content in your readers. ??????? ????
June 22nd, 2023 at 1:37 am
weblog very often.
June 22nd, 2023 at 1:40 am
i am involved this informativ you . That is important, even though it’s vital to help you head over to it weblink: ????
June 22nd, 2023 at 1:44 am
i used to be very thrilled to locate this pleased and fortunate to come on for your web site, i in reality favored the wonderful article to your web page. Thanks for this useful facts. I also observed very exciting facts ???? ??????
June 22nd, 2023 at 1:45 am
everyday visits indexed right here are the very best method to understand your strength, which is why why i’m going to the website ordinary, attempting to find new, thrilling data. Many, thanks easily, the item is simply the first-rate topic on this registry associated issue. I healthy in with your conclusions and will eagerly look ahead to your subsequent updates i’m impressed, i need to say. Sincerely rarely am i able to encounter a weblog that’s both educative and enjoyable, and honestly, you have got hit the nail on the pinnacle. Your idea is fantastic; the issue is something that too little people are talking intelligently about. ????
June 22nd, 2023 at 1:46 am
thanks due to the fact you hant this submit to general my venture within the university, and it has exact identical topic together with your write-up. Thanks, right share . ????? ????
June 22nd, 2023 at 1:55 am
trying ??
June 22nd, 2023 at 2:17 am
Thank you for sharing.
June 22nd, 2023 at 2:21 am
that is an wonderful elembook-marking and checking returned regularly! ?????????
June 22nd, 2023 at 2:46 am
way cool! A few ve up. ?????????????
June 22nd, 2023 at 3:25 am
can need to check this…
June 22nd, 2023 at 5:20 am
i feel so lucky because ting points. Keep up the coolest paintings ?????????
June 22nd, 2023 at 5:21 am
thank you for taking ??????
June 22nd, 2023 at 5:31 am
returned regularly!
June 22nd, 2023 at 8:21 am
“first rate facts sharing .. I’m very glad to have a look at this article .. Thanks for giving us go through data. Great exquisite. I recognize this put up. I immoderate respect this put up. It’s tough to lo”” .
Remarkable article, it is particularly useful! I quietly began in this, and I’m becoming more acquainted with it better! Delights, keep doing more and extra impressive .
Really impressed! Everything is very open and very clear clarification of issues. It contains truly facts. Your website is very valuable. Thanks for sharing.” ??365 ???????
June 22nd, 2023 at 8:42 am
may also i really simply say what a comfort to find out someone that honestly is aware of what they may be discussing at the net. You genuinely recognize a way to carry an issue to mild and make it important. Increasingly more humans must have a look at this and understand this facet of your story. I was surprised that you’re not extra famous since you actually have the present. Aw, this turned into an exceptionally nice post. Taking a couple of minutes and actual attempt to generate a tremendous article… but what can i say… i procrastinate a lot and don’t control to get nearly some thing achieved. It’s tough to locate well-informed people on this specific topic, however, you seem like you already know what you’re speakme approximately! Thanks ??????????
August 29th, 2023 at 1:30 am
Explore our delightful collection of pink gifts, perfect for welcoming a baby girl into the world. From pretty dresses and soft blankets to charming toys, our pink-themed selection offers a variety of choices to celebrate the new addition to the family.
December 5th, 2023 at 11:54 pm
Trust BSNS Consulting as your reliable Taxation Services Provider. With our in-depth understanding of tax laws and regulations, we ensure accurate and timely tax compliance for your business. Our proactive tax planning approach aims to minimise tax burdens and maximise savings, allowing you to focus on driving your business forward.
December 28th, 2023 at 12:04 am
A Maniküretisch mit Absaugung is a table designed for manicure treatments, and it includes an integrated dust extraction system to keep the workspace clean and safe.
January 29th, 2024 at 4:52 am
For those who would rather take a more hands-on approach, electric fly swatters offer a focused alternative. We’ll look at the construction and operation of these portable gadgets and talk about how they provide a more accurate means of controlling flying insects.
March 11th, 2024 at 8:33 am
I think it’s easy work.
May 18th, 2024 at 12:23 am
Everyone like this kind of work.
August 14th, 2024 at 6:51 pm
Hailey Bouche is a content creation company that combines expertise and creativity to deliver eloquent and insightful content. Our passion for writing and our dedication to quality have earned us recognition as one of the leading content providers in the industry.
September 18th, 2024 at 9:51 pm
Transform your home with DecorHubUSA exquisite furniture & decor. Shop now for premium quality items, exceptional service, & unbeatable value.
November 15th, 2024 at 1:25 am
Haze CBD premium products are known for their quality and effectiveness. Our Haze CBD vape Oil combines convenience with therapeutic benefits, delivering an accurate dosage of CBD in an easy-to-use format.