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Giving it Away to Get ‘Em – the Other Side of the Useful Info Story

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useful info in blogs

No, (as I spent some digital “ink” saying in my last post), I don’t think sports scores or snow statistics belong on the blog sites of jewelers, dentists, or veterinarians, when those are used primarily as a way to attract visitors. My take on that form of marketing is that it works counter to the purpose of establishing trust and credibility for the business owner or practitioner.

But there’s always an “on the other hand”, as I will be first to admit. Offering tidbits of information loosely related to the industry or field represented in the blog is something readers tend to like. It “puts words in their mouths”, gives them “ready-to-microwave” cocktail conversation consisting of little-known or just plain interesting things to mention at the appropriate moment.

Humor speaker Todd Hunt doesn’t have a blog, but his e-newsletter, Hunt’s Headlines, does that “words-in-the-mouth’ thing for me. This time, Hunt explained the difference between acronyms and initialisms:

An acronym is a word, Hunt reminded me, that is formed from initial letters and pronounced as a word:

Scuba = Self-Contained Underwater Breathing Apparatus (I’d forgotten this)
NATO = North Atlantic Treaty Organization (I knew that one)
Laser = light amplification by stimulated emission of radiation (who knew?)
Zip (code) = Zone Improvement Plan (I would’ve missed this on Who Wants to Be a Millionaire)

Now that I think of it, to illustrate my Say It For You blogs and emails, I use JPEGS. I was never informed (until now) that the acronym stands for Joint Photographic Experts Group.

In an initialism, in contrast to an acronym, the letters are actually pronounced individually (not as one word). Examples are:

FBI – Federal Bureau of Investigation
IRA – individual retirement account
AAA – American Automobile Association
ATM – automoated teller machine

One initialism pertaining to our work as blog content writers is HTML, which (I should’ve known this, but somehow didn’t remember)) stands for Hyper Text Markup Language.

I’m far from actually reneging on my earlier assertion that “you cannot afford to tax their (online readers’) patience by distracting them with sports scores or weather updates; you’re best focusing on the search topic that brought those readers to you in the first place. Still, in blog marketing it’s well worth the effort of digging up curious and little known facts relating to your business or profession.

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Blog Marketing – Giving it Away to Get ‘Em

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useful information

Weather reports on a jewelry store website or blog? Sports scores to market a dental practice? Really?

Entrepreneur Magazine’s Ultimate Small Business Marketing Guide thinks it’s a good idea:

“Another good way to increase your web site’s sticky content is to provide up-to-date headline news, sports scores, international and local weather forecasts, and stock market financial information……By providing visitors with free and valuable information and services, you entice them to return to your web site often, and in doing so you increase the number of selling opportunities “you have with each individual visitor.

World Weather Online claims, “There are millions of websites on the Internet and you have to make yours stand out for all the right reasons….They can peruse your website and at the same time have the added bonus of being able to check a wide range of weather reports.”

As a marketing blog content writer, I tend to lean the other way. The Nielsen Norman Group in “113 Design Guidelines for Homepage Usability” hits on my point exactly:

“Imagine how disorienting it would be to walk into a store and not be able to tell immediately what services or goods were available there. The same is true of your homepage. It must communicate in one short glance where users are, what your company does, and what users can do at your site. Why should users do anything at a site if they can’t figure out what there is to do there?”

“Provide good useful information and establish trust and credibility – sales will follow,” says the think-ebiz.com blog. You’re a subject matter expert (a SME) offering usable information and insights – but you’re not a SME on sports or weather. In corporate blogging for business, the blog content itself constitutes a Call to Action. Inserting non-related, albeit generally useful, information, in my mind, borders on bait-and-switch.

Remember, online readers have found their way to your blog precisely because there’s a match between the products, services, and information they need on the one hand, and what you have, what you do, and what you know on the other. Now that they’ve arrived, you cannot afford to tax their patience by distracting them with sports scores or snow statistics.

Blog marketing is a form of “giving it away to get ‘em”, which focus readers’ attention on information that is relevant, useful, and encourages action – with your business or practice!

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Let Me Count the Ways to Use Numbers in a Business Blog

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numbers in blogs

“Use numerals to express numbers 10 and above, and use words to express numbers below 10,” Paige Jackson of the American Psychological Association reminds writers.
Another writing guidance source, the Purdue OWL, has this to say: “Although usage varies, most people spell out numbers than can be expressed in one of two words and use figures for other numbers.” The OWL offers several examples of each choice:

Words:

  • over two pounds
  • six million dollars
  • after thirty-one years
  • eighty-three people

Numbers:

  • after 126 days
  • only $31.50
  • 6,381 bushels
  • 4.78 liters

When Pamela Vaughan and her colleagues at HubSpot analyzed all there own blog posts to see which titles had performed the best in terms of search results, the top eight each included a number, starting with::

  • “12 Quick Tips to Search Google Like an Expert”
  • “12 Mind-Blogwing Statistics Every Marketer Should Know”
  • “How to Monitor Your Social Media Presence in 10 Minutes a Day”
  • “The 9 Worst Ways to Use Twitter for Business”

Ryan McCready of Vennage.com is even more specific, suggesting, after looking at 121,333 unique articles, tthat 10 is the best number to use in blog titles. The number 5, McCready points out, is second. Avoid using the teens, he adds, and never, ever use the number 2.

Career coaches suggest that using numbers may be one of the most underutilized strategies in cover letter writing. Numbers are a great way to be specific about your accomplishments.  They also show that you pay attention to benchmarks and concentrate on setting and meeting goals.

As a blog content writer and trainer, I stress that numbers can be used in business blogs to “build belief”. For example, statistics can demonstrate the extent of a problem your product or service helps solve.

Whether you follow the APA formatting or the Purdue OWL, using numbers in your business blog is a way to quantify, or to qualify – and get the business!

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Can Your Blog Pass the Emotive & Information Power Response Tests?

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(There’s a test for those, didn’t you know?)

Since emotional response towards advertising plays an important part in building a strong brand, 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

So why am I interested in this research? Well, 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.

Broadly speaking, the Bath studies showed, there are two types of emotive response: those based on empathy and those that respond to creativity. In an empathetic response, people feel emotionally closer to the brand; in a creative response, the people feel the brand is imaginative and ahead of the game. “It’s always best if can get both empathy and creative,” Dr. David Brandt writes.

The way that information is communicated has an important influence on how likely people are to believe that information. And for certain advertiser categories, Brandt points out, empathy is more important (food and toiletries, for example), while for other categories (electrical goods or computers, for example), creativity is more important.

Readers of business blog posts fall into two categories, according to Morgan Steward of Media Post Publications:

  1. Deal seekers go online in search of bargains and discounts on products and services they already know and use. The effectiveness of the blog content writing, therefore, would be measured through the “information score”; the content would focus on the cost-effectiveness of your product or service and on any special deals or offers.
  2. Enthusiasts seek information to support their hobbies, interests, and beliefs.
    Blogs aimed at this audience might focus on the “emotive score”. On the other hand, creative packaging, color and shape appeal to these customers, so the “creativity score” can be important as well.

    Can your blog pass the emotive and information power response tests?

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Marketing a Professional Practice Through Business Blogs

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practitioner blogging

“Services – unlike products – cannot be seen, touched, held, etc. Buyers only know the true value of your service after they receive it (often with full effects taking place weeks or months later,” Oren Smith of Precision Marketing Group explains.

Since, at Say It For You, our content writers serve the needs of both product vending businesses and of professional practitioners, I was very interested in Smith’s breakdown of the challenges he believes are distinct in professional services marketing:

1. Intangibility: When people purchase a service, they are essentially buying into trust and ideas, “requiring professional services firms to market not only the service itself, but the people, knowledge, and skills behind it.” Use blog content to answer the “why”, the “what’s-your-purpose” question.  What drives the passion? Give your online visitors the chance to get caught up in your passion. I once wrote a reminder to eager-beaver business blogger newbies: In the dictionary, the word “belief” comes before “blog”!

2. A longer buying cycle: A professional practitioner’s sales cycle is longer and more complicated than a product-based sale, “as the perceived buying risk is typically much higher.” For practitioner blogs to be effective, I teach, they must serve as positioning statements. The visit has to conclude with readers understanding not only what your value proposition is, but exactly why that should make any difference to them. What’s the benefit in this for ME? How will MY interests be protected and served if I choose to become your client or patient? What will you do to keep ME “safe” from risk?

3. Relationships vs. transactions: Buyers often determine which provider is going to be the best fit for their business based on a serious of personalized interactions. As business blog content writers, we can work to inspire three types of trust in the business providers and professional practitioners who hire us to convey their message: Prospects must trust in the practitioner’s know-how, ethical conduct, and empathy.

4. An ongoing process: As sellers of professional services, “every touch point you have with a prospect or current customer throughout an engagement matters. and supports the value you bring.” The blog sets the stage for readers to make a judgment about their own expectations: potential clients are asking the question: “How will I know I’ve been helped by using your services?”

5. Education: “Understanding your customers’ pain points and what makes their businesses tick is a key preliminary step to selling your services.” Even though you’re offering a professional service, you’ll find that customers tend to respond better if you show them how the process works, even how to “do it themselves”. Readers often realize that they’re not an expert or don’t have the time, so they call you to come do it for them.
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“Fully understand the benefits you bring to the table, why only you can do it, and why the client isn’t able to do it as effectively on his own,” are Smith’s final words to marketers.

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