How to Create a Need for Your Products

May 10, 2016

Are you effectively creating a need for your products and/or services? A good rule of thumb is to always think who, what, when, where, how, why. So who would need your product, what would they use it for, when would they use it, where would they use it, how would they use it and why would they use it.


Below are two product copy examples that I will enhance, in order to create the need.


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Creating a Need – Home Product Copy Example


Take a look at this description from ModCloth (who writes product copy really well) for this 5′ x 6′ beach wall tapestry:


how to create a need for your products


Put your longing for the wash of waves at ease with this oceanic tapestry by Lisa Argyropoulos for DENY Designs. Crystalline water sparkles under a beautifully clouded sky, bringing beachy beauty – and the carefree feeling that comes along with it – to your decor!


Now this is great for capturing the feeling of the product and creating desire. But remember, people don’t just buy products because they like them, they buy because they need them, so you need to create a need. Therefore, I would simply add a closing line that helps the reader visualize how they would use the product, hence identifying a need.


Put your longing for the wash of waves at ease with this oceanic tapestry by Lisa Argyropoulos for DENY Designs. Crystalline water sparkles under a beautifully clouded sky, bringing beachy beauty – and the carefree feeling that comes along with it – to your decor! Perfect for apartment dwellers, creating a focal wall or even as a very serene headboard.


As you can see, I gave three potential uses for the item. Even if one of these isn’t your particular need, chances are it could spark one you do have. Buyers can get gun-shy after they buy clothing items they never wear, a decor item they just couldn’t make fit, etc. So you want to ease the purchase decision by giving them ideas in advance.


Creating a Need – Jewelry Product Copy Example


Urban Outfitters is another online store that writes copy really well. Here is their description for a black choker:


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Our must-have styling tip this season is a wide banded choker necklace and this iteration is essential. Chic choker in a sultry gauzy chiffon complete with a lobster clasp closure + extender chain in an antique distressed finish.


So this is effective in that it quickly tells you this is a hot trend and stylishly describes the features. However, not everyone is fashion savvy, therefore I would add this line at the end:


Our must-have styling tip this season is a wide banded choker necklace and this iteration is essential. Chic choker in a sultry gauzy chiffon complete with a lobster clasp closure + extender chain in an antique distressed finish. This versatile choker looks great layered with other necklaces or on its own with everything from a little black dress to a t-shirt and jeans.


It is also only $ 22, so another approach would be to say:


An inexpensive way to instantly update your summer wardrobe with one of the hottest trends.


As you can see, when you create both the desire and the need, you are more likely to get a sale.

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