Putting Price Into Perspective

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Boy, those Harvard Business Review guys sure know how to put things into perspective… I learned that minimum wage employees in Venezuela would need to work 7,063 hours (in other words, more than three years) to buy an iPhone 13. (Here in good ole’ USA, you’d need to work a mere 114 hours to afford that phone.). Customers in every industry are price-sensitive, but, as Allstate found when it comes to auto insurance, it’s simply not true that most will buy the least expensive plan they can find. Price for the value you create, advises Dave Gray, author of Gamestorming: a Playbook for Innovators, Rulebreakers, and Changemakers. In fact, the Corporate Finance Institute defines value-based pricing as adjusting the price based on perceived value rather than historical price.

At Say It For You, we perceive our primary task as blog content writers to be this – clearly demonstrating the value delivered by a business or practice to its customers and clients. By doing that, we have the power to put the price of those goods and services into perspective.

Karen Greenstreet, writing in Forbes in 2014, offered reasons you should – and reasons you shouldn’t – put pricing on your website or in your blog.  You want the chance to establish rapport before discussing pricing, she acknowledges, but many customers will not do business with a company that is not forthcoming about pricing and fees.

My own take as a blog writer and trainer is that the very purpose of blogs is to put information into perspective for visitors. The typical website explains what products and services the company offers, who the “players” are and in what geographical area they operate; the better ones give visitors at least a taste of the corporate culture and some of the owners’ core beliefs.  It’s left to the continuously renewed business blog writing, though, to “flesh out” the intangibles, those things that make a company stand out from its peers.

For every fact about the company or about one of its products or services, a blog post addresses unspoken questions such as “So, is that different?”, “So, is that good for me?”  It’s not that pricing isn’t important or that it should be left out –  it’s simply one of many things readers are going to consider.

I think about putting price into perspective not only in terms of my blogging clients’ customers, but in terms of their own budget as we begin a blog marketing initiative.. Often it’s a small business owner in a retail or services field competing with giant national chains. With fewer dollars available, the little guy cannot hope to compete in purchasing ads and needs to rely on organic search to attract eyeballs.  In other words, my clients are wondering, what are their chances for success when they find themselves playing with fewer “game pieces” than their larger, better funded, competitors?

That is where blog value comes in – with consistency and commitment, they have every chance of demonstrating the value they offer, putting the price of their goods and services into proper perspective.

 

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Authenticity Blogging

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Get personal on social media, is Justin Mack’s advice to financial advisors – to demonstrate that you’re unique, you need to explain what you care about and what it’s like to work with you. “The right mix of personal, educational, and corporate brand content can add great value to an advisor’s social media page.” What resonates strongly with prospects, Mack says, is “personal character, culture, and behind-the-scenes content. “Both current and potential clients want to see the people who power the firm more than the firm’s latest earnings success.”

Authenticity is powerful in blog marketing. “You can talk about your goals, background, mission, and products by simply writing and publishing posts,” Livia Ryan writes on.eonetwork.org. Ryan is talking about personal posts, but at Say It For You, we think her statement very much applies to business blogging: “Readers will be provided an intimate view of your journey and what goes into developing your products and services. Connect with readers, and you create potential customers.”

Real people are the key to authentic relationships, sproutsocial agrees. Consumers want to learn more about the people behind their favorite brands. Surveys show 72% of consumers report feeling sloser to a company when employees share information about a brand online. For that very reason, thehartford.com explains, “Your employees need to understand your company, its values, its goals and its priorities.”

Company employees’ contribution to blogging
At Say It For You, when I’m working with a company to set up a business blogging strategy and I’m training that company’s employees to post blogs, quite often I hit resistance, with employees seeing blogging as just one more task in a series of duties that makes their work load heavier. Still even if my team is going to be composing the posts, it’s crucial for the business owner to enlist the support of the employees.

  • Employees are the ones in the field and on the phone with customers and clients.
  • Employees know the strengths and best uses of their own company’s products and services.
  • Employees are the best people to , in conversation with customers. to elicit testimonials and anecdotes that can be used for blog content.

One combination tactic that quite often turns out to be just right is having professionally ghostwritten posts (to maintain the regularity and research needed to win search engine rankings), but with employees providing their very special touch when time and their regular duties allow.

Blogging for business represents an ideal tool for “getting personal” and earning trust, allowing business owners to express who and “what” they are – What makes them tick?  What “ticks them off” about their own industry? In short, business blog writing needs to be real. Being real, though, doesn’t mean being sloppy about grammar and spelling – or about properly attributing quotes and ideas to their sources.

There’s a balancing act between authenticity and brand, but there’s little doubt – authenticity is powerful in blog marketing!

 

 

 

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Food For Thought and For Blog Posts

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As part of positioning your business or practice as a go-to source of information, you want your blog content to arouse curiosity and interest, all the while amplifying awareness of what you have to offer that is unique in the marketplace. Not only do you want your own brand to be perceived as innovative, you want to actually become more innovative in serving your customers and clients. And, while you may not be involved in a food-related industry, this article in Mental Floss Magazine, in which Michele Debczak traces the history of inventions that changed food history, might well trigger some content ideas for your blog….

1874 –
American doctor Samuel W. Francis received a patent for his spoon-fork-knife hybrid. The new utensil didn’t take off until the 1950s, when Hyde Ballard trademarked the name spork and the plastic revolution made it easy to manufacture.  What devices – or what processes – help make your product or service more convenient for users?

1905 –
Robert J. Barkley of Kansas had created an egg carton, obviating the necessity of counting and of the danger of breaking the eggs by frequent handling. The Bartender’s Guide to Batching describes an efficient way to make sure that in busier times, every customer receives a quality and consistent drink. Streamlining your delivery service can increase your website’s sales, SellerExpress advises. What steps does your business or practice take to make things convenient for users?

1928 –
In 1928, Iowa inventor Otto Rohwedder filed a patent for a machine that sliced entire loaves of bread at once. Kleen Maid Sliced Bread debuted on July 7, 1928. The day before, the Constitution-Tribune published a glowing endorsement calling the product “the greatest forward step in the baking industry since bread was wrapped”. (That copy is believed to be the origin of the phrase “the greatest thing since sliced bread”.) Consumers prioritize saving time, effort and money. A “tutorial” in your blog can suggest ways for readers to accomplish a task in less time and at a lower cost.

1933 –
As Dow Chemical lab worker Ralph Wiley was cleaning equipment, he noticed a thin plastic film had formed inside a vial. The material naturally adhered to surfaces and blocked water and oxygen molecules. Originally used to protect military fighter planes and car upholstery, the product was renamed Saran Wrap after Wiley’s boss’ wife Sarah and daughter Ann. An “innovative blog” describes trends in your industry, handy statistics, and useful advice to readers, as well as highlighting innovations your own business or practice is introducing.

1945 –
Raytheon Company engineer Percy LeBaron Spencer was visiting a lab testing microwave-producing magnetrons when he noticed that the candy bar in his pocket had melted. His dry-cleaning bill ended up being a small price to pay for the flash of inspiration he had that day. As the story goes, Spencer sent out for some uncooked popcorn, and when it popped in front of the active magnetron, Spencer realized that microwave radiation could be used as a quick and convenient heat source for cooking. Later that year, he filed a patent for the microwave oven. By introducing readers to the people behind your brand, you “humanize” your blog content, helping readers feel a connection to your company or practice.

Your business or practice may not be directly related to food, but these tidbits about inventions that changed the food industry might well trigger some blogging “food for thought”!

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Your First Job is to Communicate a Beautiful Idea

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“Caught up in the difficulty of mystifying, magicians often forget that the first job of any artist is to communicate a beautiful idea,” is a quote from Raymond Joseph Teller in Joshua Jay’s book How Magicians Think. One idea that audiences find irresistibly beautiful is that they are being given access to “secret”, or at least little-known, information. That is precisely the tactic Penn & Teller used in demonstrating the age-old cups and balls trick, but using clear plastic cups, demonstrating that it is the magician’s skill rather than the props that create illusions.

“The idiom ‘inside scoop’ particularly refers to information that is only known to people who are among a select group”, grammarist.com explains. In the book Craved, author Kel Hammond notes that people love behind-the-scenes video footage, which makes people feel like they’re in the know. Showing people a more personal side of who is behind the brand is a powerful marketing tool. In other words, it’s the idea of being empowered with “inside info”, rather than the information itself, the accomplishes the marketing goal.

Researchers at the University of Bath, working with Nielson, came up with two ways to score ads.

  1. Information Power Score – measures what the consumer perceives as the value of the message
  2. Emotive Power Score – measures if the emotion is going to change feelings about the brand

    At Say It For You, our business is blog marketing, which means connecting professional practitioners and business owners with prospective clients and customers. And, while I continually preach and teach that blog posts are not ads, but more like advertorials, establishing connections is the name of the game for both advertisers and content marketers. The first job of content marketing is, in fact, to communicate ideas that online visitors will find “beautiful”, making them feel as if they are part of a well-informed “inside group”.

    Sometimes, the “beauty” of the blog content is that it simplifies and unifies diverse details into central concepts.. Other times the “beauty” lies in linking “conversation-piece” tidbits of information to concepts that help readers better understand complex processes. Caught up in the difficulty of online marketing, let’s remember that the first job of any blog content writer is communicating beautiful ideas.

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Asking Discomfiting Questions in Your Blog

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I have to say the questions “Would you recognize your primary care physician if you saw her on the street?” and “Could you pick your dentist out of a lineup?” got my attention a whole lot faster than any trite reminder of the importance of medical and dental checkups. In fact, AARP Magazine writer Kimberly Lankford eschewed polite nudging in favor of in-your-face retirement planning questions – “Would you like your neighborhood if you couldn’t drive” “When was the last time you tired yourself out?:”

Blog readers tend to be curious creatures and, as a longtime blog content writer, I’ve found that “self-tests” tend to engage readers and help them relate in a more personal way to the information presented in a marketing blog. Popular magazine editors appear to agree as well, because current issues are full of tests, games, and quizzes.

Kimberly Lankford’s questions to AARP readers, though, fall into a whole ‘nuther category, provoking not curiosity but introspection. “Picture your grandparents living in your home – would you worry about them getting around safely?” Often in blog content writing, it’s effective to present what I call “startling statistics” to incentivize readers to take action. “Every 11 seconds, an older adult is treated in an emergency room for a fall,” Age Safe America tells us. While statistics such as these can certainly serve as Calls to Action in blog posts, the AARP Magazine approach uses discomfiting questions to drive readers to action.

We’ve all read (heck, for 21 consecutive years, I wrote) articles that focus on the financial aspects of retirement. “Retirement planning should include determining time horizons, estimating expenses, calculating required after-tax returns, assessing risk tolerance, and doing estate planning,” cautions Investopedia.com.

The AARP article, in contrast, enters readers’ consciousness from an entirely different direction:
“OK. You’re retired. What will you be doing next Monday?” This very discomfiting question forces readers to look at themselves, not just their finances.

Are there any discomfiting questions you can pose to blog readers to forcing them to come to grips with the very need with which you’re in a position to help?

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