If you want people to buy, you have to tell them to buy.

And the way you do that is with a call to action.

So what makes a good call to action? Here are some examples:

• Hurry in today.
• Buy now.
• Call now.
• Visit now.
• Click here now.

Did you notice they all had something in common? The word “now” (or, in the case of the first one, “today”).

If people think they can buy from you anytime, they’ll say “oh, I can do this later.” And later rarely comes. You need to give them a reason to buy from you right now, while they’re interested. Adding the “now” or some other urgency or scarcity technique (maybe a limited time offer or few copies left statement) is a great way to push people into doing what you want them to do right now and not later.

So how do you write a rock star call to action? Here’s an easy step-by-step formula:

1. Figure out your purpose for the ad or promotional material. Why are you running this ad, creating this Web site, printing this brochure? (And no, an acceptable answer is NOT because everyone else has one.) Is it to generate leads? Get your name out there? Get people to buy? Or what?

2. Now write it down.

3. That’s it. That’s your call to action. Whatever the end result you want for the campaign is what you should be asking people to do.