Marketing Tips for Dentists
Published by Galen Stilson
Direct Response Copywriter/Consultant
Dental Marketing a specialty
Than Can Help Improve
The Response To Your Printed Advertising
TYPE SIZE ...
Body copy typeset in 11 point with 2 point leading
(11/13) is easiest to read. Don't vary much from the 10 to 12 point type
size with 2 point leading ... except when targeting older audiences. Because many older adults have difficulty reading, you might increase the
type size to the 12 point to 16 point range.
Italicizing long strings of copy can reduce reading speed by up to 14 to 16 words per minute. So, for attention-getting and emphasis
of longer strings of copy, you're better off bolding or underlining.
DROP INITIALS ...
Drop initials (printing the first letter of the first word of an article or ad in much larger type size) used in long
articles/ads increases readership by up to 13%. Like other attention-getting devices, though, more is not better. If you use more
than one drop initial per article (one for each paragraph, for example) it distracts from -- rather than adding to -- readership. Stick with one drop
initial per article and you'll be better off.
The tighter you squeeze letters and words together, the more difficult they are to read. Kerning by just 3 units reduces
comprehension by over 50%.
THE LAW OF GRAVITY ...
Layouts that comply with the principles of reading gravity (people naturally read from left to right, top of page to
bottom of page) increases readership by about 100% over layouts that don't. Therefore, when designing an ad, please keep the reading law of gravity in
mind and create a layout that uses a logical, quickly comprehensible and understandable oriented progression of copy/illustrations. Don't make
readers skip all over an ad trying to put the pieces together.
HEADLINE/PHOTO POSITIONING ...
If you use a large photo or illustration in your ad, it is what readers will generally look at first. Then, because
of the law of gravity (see above), their eyes will naturally move down from, or to the right of, that photo. Thus, if you place the headline
above a large photo, it will get less attention than if you place it below the photo. And I can't think of a time when you don't want your headline
to get maximum attention. Therefore, when you use a large photo or illustration in your ad, it should be at the top of the ad with your
headline below it.
PHOTOS AND COPY READERSHIP ...
The larger the photo associated with a block of copy, the higher the readership of that copy, usually. In various
studies it was found that people will read about 25% of the copy associated with a two-column photo and about 50% of the copy associated with a
four-and-one-half column photo. Of course, the quality and appropriateness of the photo has a bearing on total readership also.
PHOTO CAPTIONS ...
Whenever you use a photo, you should always use a caption. One to four lines of photo caption copy will enjoy some of the
highest readership in your ad. Caption readership is often 100% higher than body copy readership. Because of the law of gravity, the caption
should be placed below or to the right of the photo.
PHOTO SHAPES ...
As far as attracting attention, studies have shown that readers will generally go to a vertically shaped photo before a
horizontally shaped (80% to 20%). And generally they'll be drawn to a circled area before a square shaped area. Closed shapes get attention
before partially opened shapes.
If you'll follow the ad design guidelines I've given you over the last
three issues it's likely that you'll see an increase of readership, response and profit from your advertisements. And ultimately, that's what
it's all about.
Copyright 2006 by Galen Stilson. Reproduction without permission is strictly prohibited.