Author Archives: Patrick Quinn

About Patrick Quinn

Patrick Quinn is a copywriter, author, trainer, and seminar leader with 40 years of experience in the advertising business. Both as an ad agency copy chief / creative director and as a freelance copywriter. He has operated in London, Dublin, Edinburgh, and Miami.

The Curse of Reversed-Out Type

by Patrick Quinn

I know nothing about design. I do, however, know a little about typography, since I started my working life 200 years ago as a hot-metal compositor. And in design terms, I also know what I like. With these caveats, I’d like to say a general word or two about a certain design anomaly in ads and websites that has me more bemused than usual.

Clearly, the more appealing an ad, a brochure or a website looks, the better it will be received by its target audience. Of course, appeal is in the eye of the beholder, but my definition of ad appeal is that the presentation should be clean, uncluttered and, above all, readable.

Why is it, then, that so much promotional work is neither clean, uncluttered, nor readable? All right, unclean and uncluttered one might, in order not to upset the sensibilities of designers and art directors worldwide, be able to live with. But unreadable?

Why, then, do advertisers and webmasters persist in spending good money to produce material that is a nightmare to read because the type is positioned on a dark background; or sometimes, as a faint gesture towards legibility, reversed-out white on a black or deep tone background? There is, I admit, little wrong with this latter device if the type is of a substantial point size. In the normal course of events, however, such reversed type is slapped down in 8-point Myopic – which means that only a well-practiced hawk can read it.

This sort of folly is usually the fault of quasi-designers who are trying to be terribly artistic and who don’t really give a damn whether the stuff can be read or not, just as long as it looks fancy in their own portfolios. Such people would be better gratifying their instincts in a garret rather than fouling up pieces of commercial print.

I recently came across two particularly egregious examples of this practice. The first had a pic of a sultry woman in a black dress; behind her, was a waiter who was about to top her glass with champagne. (What either of them was doing in an ad for tachometers is a question I’d rather you didn’t ask.) Anyway, the headline type ran across her black-haltered bosom, so it was reversed out white. Ah, but it also ran across the white napkin the waiter was holding, so that it virtually disappeared. The result was a piece of copy that I wouldn’t mind betting was read by only one person apart from those directly concerned with it. Me.

The second example was error twice compounded. It was a type only web page in four colours – yellow, orange and a sort of subdued cyclamen, all on a black background. Have you ever tried to read cyclamen coloured type on black?

Apart from that, this garish combination of colours produced what I believe the French call a trompe l’oeil which made me recoil and then hastily hit the back button. I would name the website, but I haven’t a pair of tinted glasses handy.

There are a couple of morals here, for those of you who are short of them. One is that if you, as someone in charge of accepting or rejecting a layout, are confronted with something which involves type on any kind of coloured or tinted background, think hard before giving it the nod. And the longer the copy is, the harder you should think.

Maybe I’m old fashioned, but I always think that if you’re going to have words in a publication, it’s not a bad idea to present them so that they can be easily read.

What do you think?

© Markethill Publishing 2006.

For a free monthly newsletter with copywriting tips and tutorials, plus advertising and marketing know-how, just click here. https://www.adbriefing.co.uk

Getting Your Message Across

It has been scientifically proven that most of us take in only around 40% of what we actually see. Our brains edit out the other 60% of visual information as unimportant.

On these grounds, if you have a serious proposition to make in your website, brochure, or sales letter, it would be wise to repeat it. And not just once, but several times.

Just because you are deeply immersed in your offer or promise, it doesn’t follow that your market will be likewise informed after only one reading. Ads, brochures, and websites are the most negligently read materials on the planet.

Aside from you, nobody has any real or abiding interest in them. Always remember that you are preaching to the indifferent.

Therefore, if you have something to say – say it often. Everything will bear repetition if it is sufficiently interesting to the audience.

If you’re stuck with copywriting problems, or suffering from writer's block, or can’t quite come up with that elusive headline may I recommend our own sales writers’ resource ebook Word Power III?

You’ll find ready-made copy such as headlines, tag lines, link lines, calls to action, price defenders, guarantees, and more, which you can lift straight from the page and adopt or adapt. You’ll also discover a sales writers’ thesaurus in the form of a theme finder, which will cure writer's block forever. You can see it in the Word Power III: Copywriting Bible.

© 2005 Markethill Publishing

What’s In It For Me?

Copywriting Tips

This article is brought to you by www.AdBriefing.com.

Our aim is to produce a library of informative pieces that contain copywriting tips, marketing know-how and lessons in good advertising practise.


What’s In It For Me?

Patrick Quinn

Many well-meaning writers on the subject of copywriting are happy to tell you that the headline is the single most important element of any ad, brochure, website and so on. Which, of course, it is.

They also tell you that the headline must be so cleverly framed as to practically force the reader into the compass of the body copy. Which, again, it should.

But it is right there that the commonsense comes to a stop. Because they then go on to offer you a formula of some kind along the lines of: ‘Ten Ways To Write Killer Headlines', or ‘Eight Sure-Fire Methods For Creating Copy Impact'. Some even go so far as to say something like: ‘If You Can Write A Headline Like This, You'll Be A Cash Millionaire This Time next Week.' The latter is usually accompanied by a sample headline that, take my word for it, would get most ad agency trainees fired on the spot.

Let's clear the decks. There are no formulae, no quick tricks, no lazy ways to produce a good headline. A good, selling headline depends for its success on just one simple ingredient – a statement of benefit. Meaning a benefit inherent in the product or service that the consumer will reap if he goes out and buys it.

Every product or service has a benefit. If it hasn't, why is it being produced? Thus, the best headlines, those that move product, say to the reader: ‘Buy this product and get this benefit.'

Simple, isn't it?

END.

Patrick Quinn is a copywriter, with 40 years' experience of the advertising business in London, Miami, Dublin and Edinburgh. Over the years, he has helped win for his clients just about every advertising award worth winning. His published books, include:

The Secrets of Successful Copywriting.

The Secrets of Successful Low Budget Advertising.

Word Power 1, 2 & 3.

© Markethill Publishing 2005.

For a free monthly newsletter with copywriting tips and tutorials, plus advertising and marketing know-how, just click here.

https://www.adbriefing.co.uk

TOO CLEVER BY HALF

Advertising Tips

This article is brought to you by AdBriefing.com. Our aim is to produce a library of informative pieces that contain copywriting tips, marketing know-how and lessons in good advertising practise.

TOO CLEVER BY HALF

Patrick Quinn

You might describe me as a progressive reactionary. The progressive in me is as eager for new ideas and new techniques in advertising as a young beagle chasing its first hare. But the reactionary in me tends to view innovation with the kind of sour suspicion with which Scrooge greeted Marley’s ghost. Why? Because a lot of what is new tends to be clever – and, all too often, too clever for its own good.

I’ll explain. The public, at whom the mass of consumer advertising should be aimed but often isn’t, aren’t vastly interested in cleverness as a whole, let alone cleverness of copy and art. The kind of ad that the average person considers to be good is apt to be the kind of ad that causes the average copywriter and designer to feel like reaching for the Prozac. This, admittedly, is a sorry situation, but it is one of the sad facts of life.

And it is to the average person that we look to spend the money to buy the products we advertise and keep us in meat and potatoes with an occasional splash of gravy. Why is it, then, that a large proportion of advertisers (terrestrial and internet) set out to make fools of their target market by feeding them material that they patently won’t understand?

To prove my point, take a look around you at the huge number of ad illustrations that have no bearing whatsoever on the product. And also at the myriad headlines which, likewise, have no bearing on the product. The sales message, if they have one, is lost within the slickness of the design and the obtuseness of the copy story.

The advertisers concerned may be overawed by the beauty of their artwork and the cleverness of their words, but they are convincing nobody but themselves. And if the consumer fails to understand the sales proposition at first glance, he will very quickly go and spend his money with someone else.

Quite right, too.

END

For a free monthly newsletter with copywriting tips and tutorials, plus advertising and marketing know-how, just click here. https://www.adbriefing.co.uk/

Patrick Quinn is a copywriter, with 40 years' experience of the advertising business in London, Miami, Dublin and Edinburgh. Over the years, he has helped win for his clients just about every advertising award worth winning. His published books, include:

The Secrets of Successful Copywriting.

The Secrets of Successful Low Budget Advertising.

Word Power 1, 2 & 3.

© Markethill Publishing 2005.

For a free monthly newsletter with copywriting tips and tutorials, plus advertising and marketing know-how, just click here. https://www.adbriefing.co.uk/

The Problems With Industrial Advertising

Advertising Tips

This article is brought to you by AdBriefing.com. Our aim is to produce a library of informative pieces that contain copywriting tips, marketing know-how and lessons in good advertising practise.

THE PROBLEM WITH INDUSTRIAL ADVERTISING

Patrick Quinn

I think it true to say that industrial advertising, the sort that fills the pages of the thousands of technical and semi-technical magazines, is the most neglected of all advertising types. You only have to flick through the pages of publications like Bulk Handling International, or Building Services & Environmental Engineer, for instance, to see that advertisers are nowhere near as clever with their promotional work as are their counterparts at the consumer end of things.

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HOW TO TEST YOUR HEADLINES

Copywriting Tips

This article is brought to you by AdBriefing.com. Our aim is to produce a library of informative pieces that contain copywriting tips, marketing know-how and lessons in good advertising practise.

HOW TO TEST YOUR HEADLINES

Patrick Quinn


A correspondent to AdBriefing, my monthly newsletter, has posed a very sticky question. How, she asks, can you tell whether a headline you have written is a good one…or not? What she means by this, I imagine, is whether the headline will actually help to make sales, rather than just act as a passing amusement to its readers.

Obviously, there is no absolute test. If there were, we benighted copywriters would be earning ten times what we are earning now, on the grounds that our work would be foolproof.

But there is a test – a very good test – that you can apply to any headline you create. I call it the ‘So What?’ test.

Allow me to give you an example of ‘So What?’ in action. If you produce a headline that says: Our Widget works twice as fast as any other Widget, and then ask yourself ‘So What?’, it immediately becomes clear that the line is bereft of a sales proposition. Because there is no obvious benefit to the potential customer.

On the other hand, if you write: Our Widget works twice as fast, so you do the job in half the time, then the ‘So What?’ has been answered. Your customer can cut his production time by 50%.

Likewise, were you to write: Our Widget is so small, it fits into the palm of your hand, you simply invoke ‘So What?’. Which results in: Our Widget fits into the palm of your hand, so it goes wherever you go. In this case, the benefit is portability.

Over the years, I have found the ‘So What?’ test to be invaluable. You might care to give it a try yourself.

And on the subject of headlines consider this.

When trying to write a headline many people tend to go off half-cocked. They consider the marketing brief, then bash down a headline or two to satisfy it. After that, they write the body copy.

Experience shows, however, that if you write the body copy first, the odds are that there will be the makings of a headline within it struggling to get out.

Body copy is, or should be, a carefully worked and logical encapsulation of the marketing brief. In other words, the whys, the wherefores and the benefits of owning the product or service. It makes sense, then, that if it is properly written, there is a very real chance of finding an embryo headline lurking within it.

Why not give it a whirl? You may be agreeably surprised.

END

For a free monthly newsletter with copywriting tips and tutorials, plus advertising and marketing know-how, just click here. https://www.adbriefing.co.uk

Patrick Quinn is a copywriter, with 40 years' experience of the advertising business in London, Miami, Dublin and Edinburgh. Over the years, he has helped win for his clients just about every advertising award worth winning. His published books, include:

The Secrets of Successful Copywriting.

The Secrets of Successful Low Budget Advertising.

Word Power 1, 2 & 3.

© Markethill Publishing 2005.

IF YOU CAN’T BE ORIGINAL, BE ACCURATE

Copywriting Tips

This article is brought to you by AdBriefing.com. Our aim is to produce a library of informative pieces that contain copywriting tips, marketing know-how and lessons in good advertising practise.

IF YOU CAN’T BE ORIGINAL, BE ACCURATE

John Powell


I’ve just been reading Pat Quinn’s revised book, The Secrets of Successful Copywriting. In it he says you can always take an old idea and give it a new lease of life with a simple twist. But he warns, make sure in doing so that (a) you’ve rehashed the idea with some originality, and (b) you don’t tear the fundament out of it.

This advice came to mind when I popped out for a pub lunch the other day. The pub in question is part of a nationwide chain which is running a promotion whereby, if you buy two glasses of wine, you get a third free.

They are promoting this splendid offer via a poster campaign throughout the chain; and a very nice, and expensive poster it is too. A2, full colour, with some very crisp photography of a bottle of wine and a half filled glass. So far so good.

Now I can only assume the copywriter who wrote the poster was sick to death of the hundreds of ads and supermarket point-of-sale materials that tell you Buy this and get this free – so he or she went for what they misguidedly thought was originality and came up with the alternative headline:

BUY 3 FOR 2.

Is that improving on?

Buy Two Glasses Of Wine

And Get One Free.

Perhaps my brain is addled with too much wine, but it seems to me the reworked headline is confusing, whereas the well used version leaves no room for doubt about what’s being offered. And my opinion seems to be borne out by a quick chat with the lovely bar girl. She told me that 8 out of 10 customers who order a glass of wine have to be told about the offer. In my book this means that the pub chain could have saved a fortune on posters.

Oh, one more point about the poster. The guy or gal who wrote it came up with a curious tagline. Underneath the pic of the bottle and glass of wine it says:

Quench your thirst.

Hardened tippler, I may be. Potential coach for the English Olympic drinking team for sure; and I await the phone call from the Committee with cheerful confidence. However, I’ve never thought of dowsing a thirst by guzzling wine. This is a case, I feel, of writers having no idea whatsoever about the motivations of their target market.

You drink beer to quench a thirst, but you drink wine in order to develop a nice, warm buzz, along with an eloquence that startles even you.

Therefore, a more pertinent tagline might have been:

Drink up – your third glass is on us.

Come to think of it, that would probably have made a far better headline!

END

For a free monthly newsletter with copywriting tips and tutorials, plus advertising and marketing know-how, just click here.

https://www.adbriefing.co.uk

© Markethill Publishing 2005.