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THE PSYCHOLOGY OF COPYWRITING AND ITS IMPACT ON CONSUMER BEHAVIOUR

The art of copywriting is not just about stringing together words and phrases. It is about understanding the psychology behind what makes people tick and leveraging that knowledge to influence their behaviour.


From marketing campaigns to product descriptions, copywriting plays a crucial role in shaping consumer behaviour. One of the most important aspects of copywriting is understanding the emotional triggers that drive consumer behaviour. According to a study by the Harvard Business Review, emotion is the primary driver of purchasing decisions, outweighing logic and reason by a ratio of 2-to-1. Effective copywriting taps into these emotional triggers, such as fear, joy, or nostalgia, to create a connection with the consumer and motivate them to take action.


One example of how copywriting can tap into emotional triggers is the ‘fear of missing out’ or what many know as FOMO. FOMO is a powerful psychological force that can drive consumers to make impulsive purchasing decisions. By using phrases such as ‘limited time offer’ or ‘while supplies last’, copywriters create a sense of urgency and scarcity, triggering the consumer’s fear of missing out on a great deal.


Statistics show that FOMO is a widespread phenomenon among consumers. According to a survey by Eventbrite, 69 per cent of millennials experience FOMO, and 60 per cent have made an impulsive purchase because of it. By understanding this psychological trigger, copywriters can create messages that resonate with consumers and influence their behaviour.

Another psychological principle that copywriters use is the power of storytelling. Stories have been used for centuries to convey information and create connections with others. Effective copywriting uses storytelling to create an emotional connection with the consumer and inspire them to take action.


For example, a company selling outdoor gear might use a story about a hiker who overcame adversity to reach the summit of Mount Everest. By telling this story, the company creates an emotional connection with the consumer and inspires them to explore the great outdoors.


Statistics show that storytelling is a powerful tool for marketers. According to a study by OneSpot, 92 per cent of consumers want brands to create ads that feel like a story. By using storytelling in their copywriting, marketers can create messages that resonate with consumers and motivate them to take action.


Another important psychological principle that copywriters leverage is social proof. Social proof is the concept that people are more likely to follow the actions of others when they are uncertain about what to do. For example, when a consumer sees a product with high ratings and positive reviews, they are more likely to perceive it as valuable and trustworthy.


According to a survey by BrightLocal, 88 per cent of consumers trust online reviews as much as personal recommendations. By incorporating social proof into their copywriting, marketers can influence consumer behaviour and increase the likelihood of conversion.


One effective way to use social proof is by featuring customer testimonials and case studies. These types of content not only showcase the benefits of a product or service but also provide evidence that other people have already enjoyed those benefits. This can create a sense of safety and security for the consumer, making them more likely to make a purchase.


By understanding the emotional triggers that drive consumer behaviour, copywriters can create messages that resonate with consumers and influence their decisions. Effective copywriting has the power to impact the bottom line of all brands and businesses. As marketers continue to adapt to the changing landscape, understanding the psychology of copywriting will remain a key component of successful campaigns.


Need help with your copywriting? Contact us on (02) 9825 9600 to organise a brainstorming session.

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