Using Personality in Your Copy

One of the most effective ways to make your marketing sizzle, and to make real connections with your customers and clients, is to add your personality. The fact is, customers prefer to do business with people whom they know and like – not nameless and faceless corporations.

Personality works. It will multiply your sales. What is personality? I think it is best described as humanizing your marketing – taking away the sterile corporate approach. Consider the all-too-common approach to many sales letters:

“It has come to our attention that your account is now blah, blah, blah.” You can imagine how fast that letter will hit the circular file! Now try this next sample on for size, and see if you just might hold the attention of the reader for a little while longer. “I was just sitting at my desk writing my next column and my secretary came running in, waving an invoice. She told me that it is highly unusual for …” Get the idea?!

If you would like to add some personality to your marketing, here are four things that you can do to help make you a better writer.

1. Read as much as you can. You should find time to read every day, even if it is for 10 minutes before turning in!  Read everything from sales letters to e-zines, newsletters, books, ad copy, direct mail, etc. The more you read, the more you’ll learn different ways to express yourself in writing.

2. Write more. There is just no way to get around it – to become a better writer, you have to write – and often! As with most things, the more you do it, the better you’ll get at it. You might want to consider starting a blog, which will force you to write at least two to three times a week in a way that, while important, is not as critical as a sales letter.

3. Read out loud. It’s amazing how different your own writing sounds when you read it aloud instead of reading it silently. This is a great way to find your actual “voice,” which you then can transfer to writing.

4. Mirror your favorite writers. Not only is imitation the sincerest form of flattery, it is a smart way to learn how to become a better writer. In the Glazer-Kennedy world this is known as S&D.

As I mentioned at the beginning of this article, personality works! I was recently hired to help write a client newsletter in which our strategy was to deliver something very different from the typical corporate brochure. We wrote the copy in the voice of an older woman who was a long-term employee of the company (which in this case was actually true!).

When the first issue was mailed, the reaction was phenomenal. The company received well over 100 e-mails praising the newsletter, saying that it was a breath of fresh air and fun to read, and that they looked forward to the next issue. Being in the newsletter business, I can tell you that that is not a typical reaction – personality sells! Even if you incorporate only a few of these tips, you should start to see a shift in your own writing. Before you know it, your personality will start shining through, and with it, you’ll start to see more clients, more sales, and more profits.

Jim Palmer, The Newsletter Guru, has been writing and designing newsletters for clients in just about every industry for nearly 30 years. If you’re ready to boost your profits by increasing your repeat and referral business, get Jim’s FREE e-course, The Awesome Power of Newsletter Marketing, at

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