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People buy because of emotion and justify with logic. Force an emotional by
touching on a basic want or need.
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4. The message recipient believes that he or she can perform the recommended action.
(Fear can also paralyze. Use specific, believable recommendations. Use fears that are specific
and widely recognized.)
2) Ego Morphing Instant Identification. By purchasing the right stuff we enhance our own
egos and rationalize away. AKA. Retail therapy.
3) Transfer Credibility by Osmosis. Symbols, images, or ideas. Cues. Institutions, celebrities,
authorities. Experts i.e. White lab coats.
4) The Bandwagon Effect Give Them Something To Jump On. Consensus-ImpliesCorrectness heuristic. People want to belong.
1. Aspirational group to which youd LIKE to belong.
2. Associative group to which you SHARE ideals and values.
3. Dissociative group to which you DO NOT WANT to belong.
5) The Means-End Chain The Critical Core. Dont buy for what it does today but for what
it will do tomorrow! Future objective.
6) The Transtheoretical Model Persuasion Step by Step.
Stage 1 Pre-contemplation: ignorant of your products existence.
Stage 2 Contemplation: aware and thought about using it.
Stage 3 Preparation: thinking about buying from you, but need information about benefits.
Stage 4 Action: Heres my credit card.
Stage 5 Maintenance: continue to buy again and again. part of their daily lives.
1. Create ads that address all five stages.
2. Create a series of ads that progress over a period of time from stage one to stage five.
7) The Inoculation Theory Make Them Prefer You for Life. Give them arguments against
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2) Bombard Your Readers With Benefits Benefits are what you get from attributes.
Consumers buy based on what the product will do for them, not on what
ingredients it has.
Tell me quick and tell me true, or else, dear friend, the hell with you.
Not how this product came to be, but what the damn thing does for me.
-Anonymous
3) Put Your Biggest Benefit In Your Headline Always. Keep under 6-9 words. 12 Max.
Best is 3 or less.
Unless your headline sells your product, you have wasted 90 percent of your
money.
-David Ogilvy
Short headlines enjoy higher readership than long headlines. As headlines grow,
readership shrinks.
-Starch Research
4) Crank Up The Scarcity Hard deadline: Sale Ends August 21st. Soft deadline:
Quantities limited. First 100 Buyers only!
5) 22 Psychologically Potent Headline Starters:
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There are four important qualities that a good headline may possess. They are: 1.
Self-interest. 2. News. 3. Curiosity. 4. Quick, easy way.
-John Caples
1. FREE: Free Book Shows You How to Write Sneaky Advertising That
2. NEW: Powerful New Seminar Teaches
3. AT LAST: At Last.. A Bakery That Only Uses
4. THIS: This New Invention Stops
5. ANNOUNCING: Announcing The Hottest New Sandwich
6. WARNING!: Warning! Some Dog Groomers Wrap a Noose
7. JUST RELEASED: Just Released: Psychologists Study Reveals Little-Known
8. NOW: Now You Can Stop Any Attacker
9. HERES: Heres How A 95-Pound Granny..
10. THESE: These Three Very Italian Men Make a Pizza
11. WHICH OF: Which of these Hot Bodies Would YOU Like to Show Off
12. FINALLY: Finally A Self-Improvement Seminar..
13. LOOK: Look! Now You Can Buy Cotton Candy
14. PRESENTING: Presenting the Easiest Way Ever to
15. INTRODUCING: Introducing the Only Ice Stand in Philly
16. HOW: How to Sing Like an American Idol in 90 Days
17. AMAZING: Amazing New DVD Lowers Your Blood Pressure
18. DO YOU: Do You Know How to Stop a Wild Dog Attack
19. WOULD YOU: Would You Trade $5 For x
20. CAN YOU: Can You Be Sure Your Child Wont
21. IF YOU: If You Hate Cleaning Your Pool,
22. STARTING TODAY: Starting Today You Can Dance 97% Better
6) 12 Ways To Lure Your Readers Into Your Copy:
Example Headline: Just Released! Psychologists Study Reveals Little-Known Speaking
Patterns That Immediately Put Rude Salespeople in Their Place.
1. Continue the Thought In The Headline: You know the rude salespeople we mean. The
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21) Buy Your Own Island Dont pay for a full-page ad. Use a Half-Page Island, which is a
centered half-page ad that takes up space.
22) Authority Positioning Become an authority in your industry. Share all of your expertise in
free reports and guest posts.
23) A Sales Letter in Surveys Clothing Ask questions about their relationship to your
product. Thank you for participation is OFFER.
24) Power Your Ads With Pictures Ads with 50% visuals = 30% recall rate. Ads with 75%
visuals = 50% recall rate. Show the product + in use.
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It has been found that the less an advertisement looks like an advertisement, and
the more it looks like an editorial, the more readers stop and read.
-David Ogilvy
30) The Coupon Persuader Add a broken coupon style border to graphic ads. People are
conditioned. Use Double Coupons! Light yellow bg tint.
31) 7 Online Response Boosters 1. Best Frequency for E-Mailing 31-35% => 1/week 18% => 2-3/week 13% =>
1/month
2. CTRs What to Expect Declining for email. 1% for poorly crafted to rented lists. 20%+
for highly appealing offers to house list.
3. HTML vs Text 60% have the ability to see HTML. HTML gets 200% better response
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A good ad will get noticed irrespective of its position within the newspaper.
-Roper Starch Worldwide
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6) Boost the value: Tell what its worth, not only what it costs.
7) Tell how much others have paid (and were happy to do so!)
8) Create a sense of scarcity with deadlines.
9) Employ psychological pricing.
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21) _ Is the copy colorful, sprinkled with power visual adjectives where appropriate?
22) _ Is it believable? (Not overblown or ridiculous.)
23) _ Is it respectful of the reader and not insulting to his or her intelligence?
24) _ Is it emotional? Does it create emotion?
25) _ Do you use the principal of extreme specificity?
26) _ Are your words, sentences, and paragraphs short? Simple words?
27) _ Is your web copy set in a sans-serif typeface such as Arial or Verdana?
28) _ Do you tell your readers what you want them to do in super-simple way? 1. Clip this
coupon. 2. Bring it to our store by Aug 21. 3. Save 50%.
29) _ Do you outright ask for the sale?
30) _ Did you set a deadline, if appropriate?
31) _ If you have a lot of benefits, do you list them in bullet or numbered list form?
32) _ Do you use testimonials? If you dont have them, get them!
33) _ Is your business name and phone number large and instantly noticible?
34) _ Did you include your logo?
35) _ Do you give directions, maps, and landmarks, if necessary?
36) _ Did you key your ad to better track responses?
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[NOTE: I originally published this summary in early 2010 on the WickedFire affiliate marketing
forum, which is only readable by forum members, so I decided to republish it here for easier
access.]
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RATKO VIDAKOVIC
I help companies deliver
superior value to the
market, achieve revenue
goals, and grow market share. Leading
expert in programmatic advertising and
real-time bidding (RTB) technology.
Learn more here
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