Good writing sells products: and we’ve got the proof

We’re an opinionated bunch, here at The Writer. If you’ve ever worked with us, you’ll know we’ve got no time for things like buzzwords, or boring, formal writing.

But we know we’re in a bubble. We think about words all day, every day. On the plus side, that means we know our stuff. But on the minus, there’s always a danger that we’ll lose touch with how real people think.

So we teamed up with Nielsen and two well-known FMCG brands, let’s call them Soothe and Sport, to put our theories to the test.

The method

We got our hands on one product concept each for Soothe and Sport. They’d already run the concepts through testing and both had got the worst possible result: ‘probable failure’.

We rewrote them both in three ways: one neutral, one in the Soothe tone of voice, one in the Sport tone of voice.

Our hypothesis

We wanted to see if good writing could improve a product concept’s performance in testing. And we also had a hunch that Soothe customers would prefer the Soothe tone of voice, and Sport customers would prefer the Sport tone of voice.

What we found

Good writing makes a disproportionately big difference. Our best-performing concept doubled the overall result of the previous version. (And each concept took us about 20 minutes to rewrite.)

Loyal customers prefer writing that’s in the brand’s tone of voice. The concept in the Soothe tone of voice was most popular with Soothe buyers.

Clear writing beats concise writing. Our best-performing concept was actually a little longer than the original. And a version we chopped right down ended up failing the clarity part of the test.

Metaphor works. As part of the testing, people had to click anything they particularly liked. The phrase that got the most love was this: The clay inside acts like a sponge.

People need to know what ingredients are for. The original Soothe concept talked about moisturising cream and vitamin B3, but left it there. In our rewrites, we gave the benefits attached to those ingredients, and took the result for the ‘credibility’ scale from bottom marks to top marks.

You can explain away people’s worries. The Sport product contains clay. After the original test, people were worried it would stain their clothes and clog their pores. In our versions, we named those worries and explained why they were unfounded. Nobody had any worries about the clay.

0 min read, posted in Customer Experience, by The Writer, on 28 Sep 2017