copywriting（文案写作）

Copywriting

Conversion-focused marketing copy that is clear, compelling, and drives action across every page type.

Table of Contents

• Keywords
• Quick Start
• Core Principles
• Copywriting Frameworks
• Page Structure by Type
• Headline Formula Library
• CTA Framework
• Objection Handling in Copy
• Voice and Tone Calibration
• Best Practices
• Integration Points

Keywords

copywriting, marketing copy, conversion copy, headline writing, CTA copy, landing page copy, homepage copy, pricing page copy, feature page copy, persuasive writing, value proposition, benefit-driven copy, sales copy, page copy, web copy, product copy, SaaS copy, PAS framework, AIDA framework, BAB framework, objection handling

Quick Start

Write Page Copy

1. Define the page purpose, target audience, and desired action
2. Select the appropriate page structure template
3. Write the headline using a formula from the library (generate 5 options)
4. Write each section following the structure framework
5. Add social proof, objection handling, and CTA
6. Review against the quality checklist

Improve Existing Copy

1. Identify the page goal and target audience
2. Audit headline for specificity and benefit clarity
3. Check every feature for a corresponding benefit ("which means...")
4. Verify social proof is specific and attributed
5. Evaluate CTA for action orientation and friction level
6. Test: Would a first-time visitor understand the value in 5 seconds?

Core Principles

1. Clarity Over Cleverness

If you have to choose between clear and creative, choose clear. A confused reader does not convert.

2. Benefits Over Features

Features describe what it does. Benefits describe what it means for the customer.

3. Specificity Over Vagueness

• Vague: "Save time on your workflow"
• Specific: "Cut your weekly reporting from 4 hours to 15 minutes"
• Vague: "Trusted by thousands"
• Specific: "Used by 2,847 teams including Stripe, Notion, and Linear"

4. Customer Language Over Company Language

Mirror the words your customers use. Pull language from reviews, support tickets, sales calls, and interviews.

5. One Idea Per Section

Each section advances one argument. Build a logical flow down the page: problem > solution > proof > action.

6. Honest Over Sensational

Never fabricate statistics, testimonials, or claims. Exaggeration erodes trust. Specificity and honesty convert better than hype.

Copywriting Frameworks

PAS: Problem > Agitate > Solution

Best for: landing pages, email subject lines, ad copy, product pages

[Problem]: Name the pain in the reader's language
[Agitate]: Show what happens if they don't fix it
[Solution]: Introduce your product as the answer

Example:

Your team spends 4 hours every week manually compiling reports. That is 200 hours a year — the equivalent of losing a full-time employee to spreadsheets. [Product] automates your reporting in 10 minutes. Set it once, get reports delivered every Monday morning.

AIDA: Attention > Interest > Desire > Action

Best for: homepage, awareness campaigns, long-form sales pages

[Attention]: Bold statement or surprising claim
[Interest]: Expand with relevant details
[Desire]: Show proof and paint the transformation
[Action]: Clear CTA

BAB: Before > After > Bridge

Best for: case studies, testimonial framing, email sequences

[Before]: Current painful state
[After]: Desired future state
[Bridge]: How your product gets them there

4 Ps: Promise > Picture > Proof > Push

Best for: sales pages, feature pages, product launches

[Promise]: State the key benefit
[Picture]: Help them visualize the outcome
[Proof]: Show evidence it works
[Push]: Call to action with urgency

QUEST: Qualify > Understand > Educate > Stimulate > Transition

Best for: long-form content, webinar scripts, nurture sequences

[Qualify]: Identify the right audience
[Understand]: Show you get their problem
[Educate]: Teach them something valuable
[Stimulate]: Create excitement about the solution
[Transition]: Move to the ask

Page Structure by Type

Homepage Structure

The homepage serves multiple audiences. Lead with the broadest value proposition.

Landing Page Structure

Single message, single CTA. Everything on the page serves one conversion goal.

Pricing Page Structure

Help visitors choose the right plan. Reduce comparison anxiety.

Feature Page Structure

Connect every feature to a business outcome.

Headline Formula Library

Outcome-First Formulas

[Achieve outcome] without [pain point]

• "Build landing pages in minutes without writing code"
• "Hire senior engineers without the 4-month wait"

[Achieve outcome] in [timeframe]

• "Get your first 1,000 customers in 90 days"
• "Set up analytics tracking in under 10 minutes"

Problem-First Formulas

Stop [pain point]. Start [desired state].

• "Stop guessing what's working. Start knowing."
• "Stop chasing approvals. Start shipping."

[Pain point] is costing you [specific cost]

• "Manual reporting is costing you 200 hours per year"
• "Slow page loads are costing you 23% of mobile visitors"

Category-Definition Formulas

The [category] for [specific audience]

• "The analytics platform for product teams"
• "The CRM for founders who hate CRMs"

[Category], but [key differentiator]

• "Project management, but built for remote teams"
• "Email marketing, but with deliverability built in"

Social Proof Formulas

[Number] [people/companies] [outcome]

• "2,847 teams ship faster with [Product]"
• "Join 40,000 marketers who read this newsletter"

[Specific customer] [specific result] with [Product]

• "How Stripe reduced onboarding time by 60% with [Product]"

Question Formulas

[Question that highlights pain]?

• "Still spending your Sunday nights on reporting?"
• "What if your analytics actually told you what to do next?"

Generating Headline Options

For every page, generate minimum 5 headline options across different formula types:

1. One outcome-first headline
2. One problem-first headline
3. One category-definition headline
4. One social proof headline
5. One question or bold claim headline

Select the strongest. Test the top 2-3 if possible.

CTA Framework

CTA Formula

[Action Verb] + [What They Get] + [Qualifier if needed]

CTA Strength Spectrum

CTA Friction Calibration

Match CTA friction to visitor readiness:

Supporting CTA Copy

Below the CTA button, reduce friction:

• "No credit card required"
• "Free for 14 days, cancel anytime"
• "Takes 2 minutes to set up"
• "Join 2,847 teams already using [Product]"

Objection Handling in Copy

Common Objections and Copy Responses

Risk Reversal Techniques

Position risk reversals near CTAs:

• Money-back guarantee with specific timeframe
• Free trial (no credit card)
• "Cancel anytime" commitment
• Success guarantee ("If you don't see X result in Y days...")
• "Keep the content/data even if you cancel"

Voice and Tone Calibration

Formality Spectrum

Personality Calibration

Consistency Rules

• Headlines can be bolder than body copy
• Body copy should be clearer than clever
• CTAs should be action-oriented regardless of formality
• Maintain the same personality throughout the entire page
• Adjust intensity, not identity, between sections

Best Practices

1. Write the CTA first — Know what action you want before writing anything else. Every sentence leads to that action.
2. Lead with "you," not "we" — Count how many sentences start with "We" or your brand name. Rewrite to lead with the customer.
3. Cut 30% on the second pass — First drafts are always too long. The second pass should cut ruthlessly.
4. Show, don't tell — "Fast" means nothing. "Page loads in 200ms" means something. Replace every adjective with evidence.
5. One argument per scroll — Each scroll depth should advance exactly one argument. Problem, then solution, then proof, then action.
6. Match headline to traffic source — A landing page headline must mirror the ad, email, or link that brought the visitor. Mismatched expectations cause bounce.
7. Social proof near CTAs — Place testimonials and trust signals near every CTA. Proof reduces friction at the moment of decision.
8. Provide alternatives, not just options — "Start free trial" + "Book a demo" + "See pricing" gives three paths for three readiness levels.
9. Read it aloud — If it sounds like a brochure, rewrite it. If it sounds like a person explaining the product to a friend, it is close.
10. Test headlines relentlessly — The headline is the highest-leverage element on any page. A/B test the top 2-3 options.

Integration Points

• Copy Editing — Use after drafting to systematically polish through the seven sweeps (clarity, voice, so what, prove it, specificity, emotion, risk).
• Content Strategy — Use for deciding what pages to create. Copywriting handles the writing.
• Landing Page Generator — Use for generating the code/design. Copywriting handles the words.
• Marketing Psychology — Use psychological principles (anchoring, social proof, loss aversion) to strengthen copy.
• Brand Guidelines — Reference brand voice and visual standards for consistency.
• Ad Creative — Use for platform-specific ad copy. Copywriting handles page-level copy.
• Content Humanizer — Use if AI-drafted copy sounds robotic and needs voice injection.

Troubleshooting

Success Criteria

• Every headline passes the 5-second test: visitor understands value without scrolling
• You/your language outnumbers we/our by at least 2:1 across the page
• Every feature has a corresponding benefit with "which means..." bridge
• CTA appears 2-3 times on every page (hero, mid-page, footer)
• Risk reversal text appears near every CTA ("No credit card," "Cancel anytime")
• Specific numbers used instead of vague claims ("2,847 teams" not "thousands")
• A/B test running on headline at all times for top-traffic pages

Scope & Limitations

In Scope: Marketing page copy for homepages, landing pages, pricing pages, feature pages, and product pages. Headline formulas, CTA frameworks, objection handling, voice calibration.

Out of Scope: Ad copy (use ad-creative), email copy (use email-sequence), blog/content writing (use content-creator), page design/code (use landing-page-generator), copy editing (use copy-editing).

Python Automation Tools

1. Headline Scorer (scripts/headline_scorer.py)

Scores marketing headlines for clarity, benefit strength, specificity, and conversion potential.

python scripts/headline_scorer.py "Build landing pages in minutes without writing code"
python scripts/headline_scorer.py --file headlines.txt --json

2. CTA Optimizer (scripts/cta_optimizer.py)

Analyzes and scores CTA text for action strength, specificity, ownership language, and friction level.

python scripts/cta_optimizer.py "Start my free trial"
python scripts/cta_optimizer.py --file ctas.txt --json

3. Page Copy Auditor (scripts/page_copy_auditor.py)

Audits marketing page copy for customer focus, specificity, social proof, CTA presence, objection handling, and readability.

python scripts/page_copy_auditor.py page.txt
python scripts/page_copy_auditor.py page.html --json