---
name: copywriting-frameworks
description: PAS, BAB, and AIDA copywriting frameworks for B2B outreach with decision tree for framework selection
---

# Copywriting Frameworks for B2B Outreach

## Framework Selection Decision Tree

```
Is this cold outreach (first touch)?
  -> YES: Use PAS (2-3 sentences max)
  -> NO: Do you have social proof / case studies?
    -> YES: Use BAB (before/after with proof)
    -> NO: Use AIDA (educational/nurture content)
```

## PAS (Problem-Agitate-Solution)

Best for: cold email first lines, follow-up emails, proposal summaries.

**Structure**:
1. **Problem**: Name the specific pain in their context (use signal research)
2. **Agitate**: Amplify the consequence of inaction -- what happens if unsolved
3. **Solution**: Present your offer as the resolution

**Template**:
```
Hi [Name],

[One-sentence problem observation tied to a real signal.]

Most [role]s in [industry] tell us that [pain] costs them [time/money/risk].
[What happens if this goes unsolved -- one sentence.]

We helped [similar company] [specific result] in [timeframe].

Worth 15 minutes to see if we can do the same for [Company]?
```

**Rules**:
- Open at Value Proposition Ladder Level 4-5 (business impact or career identity), never Level 1-2 (features)
- Under 80 words total for cold outreach
- Single CTA, low-friction ("Worth 15 minutes?" not "Schedule a 45-minute demo")

## BAB (Before-After-Bridge)

Best for: follow-ups where you have social proof, case study emails, demo invites.

**Structure**:
1. **Before**: Paint their current painful reality
2. **After**: Show the transformed state (specific metrics)
3. **Bridge**: Explain what made the difference (your approach, not features)

**Template**:
```
[Name],

Before: [Company X] was dealing with [same pain prospect has].

After: In [timeframe], they [specific metric improvement].

Bridge: [What made the difference -- outcome-focused, not feature-focused.]

Happy to share exactly how they did it -- does [day] work?
```

## AIDA (Attention-Interest-Desire-Action)

Best for: top-of-funnel nurture content, landing pages, educational sequences. Too slow for cold outreach (requires more words to build).

**Structure**:
1. **Attention**: Hook with a surprising fact or question
2. **Interest**: Connect to their specific situation
3. **Desire**: Show the outcome others achieved
4. **Action**: Single clear next step

## The "So What?" Drill

For every feature or claim, drill down until reaching the customer's lived outcome.

```
Level 1 -- Feature: What the product does
Level 2 -- Function: What outcome it enables
Level 3 -- Benefit: What problem it solves
Level 4 -- Impact: What business result it produces
Level 5 -- Identity: What it means for the buyer's career/life
```

Cold email opens at Level 4 or 5. Never Level 1 or 2.

**Example**:
- Feature: "We offer AI-augmented development training"
- Function: "Your teams ship faster with fewer defects"
- Benefit: "You stop losing weeks to rework cycles"
- Impact: "Engineering velocity increases 30-40%, hitting quarterly goals on time"
- Identity: "You become the CTO who transformed engineering culture, not the one fighting fires"

Copy should use the Impact or Identity line, not the Feature line.

## B2B Emotional Arc

B2B copy follows: emotional hook -> logical proof -> emotional close.

1. **Open with pain** (emotional): the frustration of the current state
2. **Prove with data** (logical): metrics, case studies, ROI calculations
3. **Close with relief** (emotional): what it feels like to have solved it

## Social Proof Hierarchy

Ordered by persuasive weight (strongest first):
1. Specific named customer results with metrics
2. Industry statistics from independent sources
3. Testimonial quotes with name and role
4. Awards and logos
5. Generic claims ("trusted by hundreds")

Select proof points that match the prospect's industry and company size. A SaaS case study has low relevance for a manufacturing CTO.

**Template -- Targeted Social Proof Block**:
```
Companies similar to [Company] -- [industry], [size range] -- have used this approach:

- [Company A]: [specific measurable result]
- [Company B]: [specific measurable result]

Happy to connect you with any of them directly.
```

## Subject Line Optimization

**Evidence-based rules**:
- 3-5 words, 30-50 characters
- Lowercase outperforms title case
- Personalized (company name) increases opens by 22%
- Numbers increase opens by up to 113%
- Questions improve opens by 21%
- Salesy language reduces opens by 18%

**Pattern Library**:
| Pattern | Example | When |
|---------|---------|------|
| Signal reference | "saw [Company]'s Series B" | When you have a real signal |
| Number + outcome | "3 ways [Company] could reduce churn" | When you have specific insights |
| Question | "right person for this?" | Classic opener |
| Role-specific pain | "your onboarding gap" | When you've done research |
| Peer reference | "[Customer] thought you'd find this useful" | When you have a warm intro |

Always generate 2-3 A/B variants per email. Test systematically.

## CTA Hierarchy for Cold Outreach

Ordered by effectiveness (best first):
1. Specific time: "Does Tuesday at 2pm work?"
2. Low-friction question: "Worth a quick call?"
3. Permission request: "Can I send you a 2-minute overview?"

Avoid in first touches: Calendly links (signals high intent before rapport), multiple CTAs (decision paralysis), high-friction asks ("Schedule a 45-minute demo").

## Anti-Patterns

| Anti-Pattern | Fix |
|-------------|-----|
| Feature-led opening | Open with their pain or situation |
| Generic "I came across your profile" | Open with a specific researched signal |
| Multiple CTAs | One CTA per email |
| Long emails (>150 words) | Under 80 words for cold outreach |
| Fake urgency | Real constraints only |
| Personalization theater (just name + company) | Industry-specific pain or real trigger event |
