Content Marketing Must Make Readers the Winners

/0 Comments/in , , , , /by

“Shark Tank likely would not be the household name it has come to embody had it not been for Clay Newbill, Daymond John admits. “it was Newbill who pitched the idea and his choice of ideal cast members to a team of writers and editors”. In his book Powershift, Daymond John recalls a key change to the seating arrangements on the set that Newbill had made in the show, putting the Sharks at eye level with the entrepreneurs instead of on a raised stage. John’s advice to entrepreneurs is to “hone a win-win negotiating style”, striking a deal that works to the benefit of both parties.

In order to bring about a successful result in negotiating any deal, John elaborates, you need to do your homework, set the tone for the discussion, make the first move, and play to win-win. Understanding that people are people, just like you, bring value to the table without expecting anything in return, he advises. Always consider the needs of the buyers, not only those of the sellers.

Think like a buyer in your blog, I tell content writers. As Keith Rand, my late friend and co-member of Circle Business Network put it, achieving success in business means understanding – and focusing the conversation on – not what you have to offer, but on what the other party is seeking. Keith would explain that in a business transfer, the focus needs to be not on why the seller has decided to sell, but on what on what’s going on inside the buyer’s head as he or she pictures owning and running that business going forward. 

In advising professional speakers on ways to drive revenue, Aussie consultant Peter Sheahan advocated being buyer-centric, doing everything with buyers’ needs in mind. Your content marketing, I tell business owners and professional practitioners, will succeed only if two things are apparent to readers: 

  1. You understand their concerns and needs.
  2. You and your staff have the experience, the information, the products, and the services to solve exactly those problems and meet precisely those needs. 

The content  marketing principle emphasized ten years ago in a piece by socialmediatoday.com remains true: “Content marketing should be beneficial to your customer, reflective of your brand, and optimized for Google, in that order.

Content marketing must make readers the winners!

Facebooktwitterredditlinkedintumblrmail

A Taste of Wine and Content Cues

/0 Comments/in , , , , /by

 

This week’s Say It For You blog posts are inspired by items in issues of Wine Spectator which I think offer clues to the most attention-grabbing and impactful ways of marketing a product or service through content……(Today’s quotes come from the March 2024 issue of the magazine).

Using unlikely comparisons
Looking for an acoustic guitar, Bruce Sanderson writes, “It occurred to me that tone woods are to an acoustic guitar what grape varieties are to wine.”

Turns of phrase catch readers by the curiosity,” I realized years ago. Putting ingredients together that don’t seem to match is not only an excellent tool for creating engaging marketing content, but also a good teaching tool. Going from what is familiar to readers to the unfamiliar area of your own expertise, allows your potential customers to feel smart as well as understood.

Introducing “insider” terminology
If you’re a wine lover, you’ll want to check the UGA on the label, pinpointing the region in Italy from which the grapes originated..The designation is brand-new, with 2024 vintage wines the first to be allowed to display the “credential”,  Alison Napjus explains…

In marketing content, once you’ve established common ground, reinforcing to readers that they’ve come to the right place, it’s important to add lesser-known bits of information on your subject, which might take the form of arming readers with new terminology, serving several purposes:

  • positioning the business owner or professional practitioner as an expert in the field
  • adding value to the “visit” for the reader
  • increasing readers’ sense of being part of an “in-the-know” grouphttps://www.sayitforyou.net/using-tidbits-of-information-in-blogs/allow-me-to-introduce-new-terminology

Using the power of story
“When I was embarking on my first trip to Europe as a young trumpeter, the great saxophone player Ben Webster pulled me aside and gave me some of the best advice a 19-year old who had never traveled outside of the country could ever receive: “Wherever you go, eat the food the real people eat.”

In creating content for business, I recommend including anecdotes about customers, employees, or friends who accomplished things against all odds. That shifts the focus to the people side of things, I explain to clients, highlighting the relationship-basedaspects of your practice, plant, or shop.

Educating prospects and customers
“In 2019 the Guigals opened their wine museum in Ampuis, which introduces visitors to the history of vineyards and winemaking in the Rhone dating back to Roman Times.”

Content writers need to include information that can continue to have relevance even months and years later, material that is evergreen and which adds to readers’ knowledge of the subject.,

While becoming a wine connoisseur may be furthest from your mind, these “sips” from Wine Spectator can offer valuable insights for creators of marketing content.

 

 

Facebooktwitterredditlinkedintumblrmail

Watch Your Tone of Content Creation

/0 Comments/in , , /by

“Sometimes we have no choice but to implement rules,” my speaker friend Todd Hunt admits, but we may have a choice as to how we present those rules. While one hotel at which Hunt stayed posted a notice reading “Breakfast buffet food not allowed beyond breakfast area”, another facility took a different approach, saying “We request our guests to have breakfast only in the lobby area to maintain the food safety standards on our property.”

“Tone of voice plays a crucial role in effective communication. It allows us to express emotions, convey meaning, establish rapport, and influence others’ perceptions,” everydayspeech.com explains. “One element of communication stands out — tone,” Tracy Brower, PhD, writing in Forbes, agrees, citing data from Grammarly and the Harris poll showing that working remotely increases the need to be a better communicator.

Tone and language are tricky to deal with when it comes to written communication, universalclass.com explains. A speaker’s body language, voice, intonations, eye contact, and general demeanor  offer essential clues about what the speaker is feeling; with print content, this instant give-and-take of nonverbal signals is not possible.”  Still, written messages can take a conversational, a cajoling, or an apologetic tone.

In the case of the two hotel signs Todd Hunt saw, the second message had a more positive tone in that it explained “the why” (the reason guests were to keep all food within the breakfast area). In content marketing, calls to action (CTAs) often use imperative verbs to provoke readers to take positive action, from requesting further information to actually signing up for a newsletter, to actually making a purchase.  But online visitors who’ve found themselves at your blog want to know why they ought to keep reading and why they should follow your advice. Why the urgency about the specific solution you’ve proposed?  Why this price point?

Even couched in a polite, rather than bossy tone, it’s simply not enough for content creators to provide information to online searchers who’ve landed on our client’s corporate blog. The facts need to be “translated” into relational, emotional terms that compel reaction – and action – in readers.

For positive marketing results, pay close attention to the “tone” of your content!

Facebooktwitterredditlinkedintumblrmail

Can You Be More Specific?

/0 Comments/in , , , /by

“Capitalize on the post-holiday rush by driving incremental purchases amongst shoppers redeeming gift cards, taking advantage of longer sales windows or making returns,” the 2024 Digital Marketing Playbook advises. Just two weeks ago, at the Business Spotlight, I recall one of the presenters doing precisely that kind of “capitalizing” on post-holiday needs. When it was Troy Larson’s turn to give a 60-second “pitch” for his Alder Avenue Home Handyman business, he offered to help all of us not-so-handy parents assemble all those Christmas gifts.

“When a business understands their customers’ needs, they can tailor their products and marketing plan to better serve those needs, momencrm.com explains naming five main needs: 1. price points 2.convenience 3.sustainability 4.transparency 5.control/options. However, successful marketing messages are delivered “across channels when and where each person is most receptive”, epsilon.com emphasizes.

Researching and understanding your target market is one of the ABCs of all content marketing. Read, read, read, is my best advice as a content marketer, from local business publications to your competitors’ marketing materials – it all helps you hone your own message, we teach at Say It For You.

Using blog posts and newsletter issues to highlight specific services and product uses is a way to achieve razor-sharp appeal to prospects with an urgent, precise need. Interviewed for the article “Tips From the Inside” in Inc. Magazine, the purchasing agents of mega corporation Northrup Grumman answered: “Be as specific as possible when describing what you can do for us.”

 In Digital Marketing for Dummies, the authors stress that content marketing works only to the extent it is specific; the more specific you are in describing the shortcuts and solutions, the more engaging that content will be. What we have learned over the years at Say It For You is that the benefit of describing specific solutions holds true even if that solution is not one that fits precisely into the searcher’s inquiry – the general impression readers get is that they’ve come to a place where problems get solved!

Assembling the bicycle your daughter received for Christmas is only one of hundreds of different tasks that Alder Avenue handymen perform. But the secret of the “pow” in Troy Larson’s 60-second marketing “pitch” was that it was so very specific.

Facebooktwitterredditlinkedintumblrmail

“Facing Up” Blog Content is a Great Idea

/0 Comments/in , , /by


Webpages with lists of staff are often one of the most-viewed pages on a company’s website, yet some companies don’t have any people represented in detail, Karen Carlson of LRS Web Solutions regrets. “They say it’s too much work to maintain, they receive spam emails, or that they’re worried other companies will pilfer their best employees.” While acknowledging those very risks, Carlson emphasizes that “The bigger risk is leaving your business faceless.”

AARP editors agree, recognizing eight senators, among them Thomas TIllis of North Carolina caretaker for his grandmother, and Maggie Hassan of New Hampshire, caretaker for her son who has cerebral palsy. The photos, along with the stories, serve to make real legislators’ tireless efforts to improve the U.S. healthcare system.

“Today’s users want to do more than just purchase from a company,” Carlson explains. “They want to put faces with names.” At Say It For You, we translate that into “authenticity blogging“, using the content to provide readers an intimate look at what goes into providing your products and services. After all, it’s the employees who are in the field and on the phone with customers and clients. Although often employees see blogging as just one more task to make their work load heavier, my team members want to interact with those employees and, in fact, highlight their accomplishments and insights along with their photos.

For some business or practice owners, a combination blogging plan turns out t be just right, with my Say It For You team providing professionally written content, thus maintaining the regularity and research needed to win search engine rankings, but with employees providing their very special touch when their time and their regular duties allow.

Blog content marketing based solely on the features of products and services is simply not likely to work. Yes, for blogs to be effective, they must serve as positioning statements and describe a value proposition. But blogs cannot do that without connecting. Showing the “faces” and the people behind those faces has the power to “amp up” the connective power of marketing content.

“Facing up” your blog content is a very good idea!

 

 

 

Facebooktwitterredditlinkedintumblrmail