Lack of Experience

Perhaps you just started a business. Some might consider your inexperience to be a liability. Maybe business is still a little slow. How can you put a positive spin on things? You’re not “inexperienced,” you’re…

• Affordable
• Flexible
• Offering a fresh perspective
• Ready to tackle the client’s project immediately

High Prices

Not everyone wants to be the low-price leader. But you also wouldn’t want to tout that you’ve got “the highest prices in town”! You’re not “expensive,” you’re…

• A highly-skilled expert
• In demand nationwide
• Providing customized and unique solutions
• Catering to those with discriminating tastes

“Me Too” Service

What if you’re in an industry where all of the players offer essentially the same thing – or it at least appears this way to the average consumer? How can you position yourself to stand out from the crowd? You’re not “just the same as your competitors,” you’re…

• A specialist in a particular niche of the market
• The organization with the most longevity
• The go-to provider in a given geographic area
• The one that provides the best value

Many businesses try to hide their potential negatives completely, hoping that no one will notice them. This approach tends to back-fire. It’s often far better to confront these potential negatives head-on, by spinning them around and turning them into positives.

Make it Easy to Scan

People don’t want to wade through what appears to be a short novel. If the mere site of your written piece overwhelms the reader, you can bet he or she will quickly move on to something else.

• Recommendation: Put your headings and subheads in bold type, use bullet points, left justify your text (don’t center everything) and break things down into short, easy-to-manage paragraphs.

Avoid Giving Readers a Headache

Have you noticed that an increasing number of websites are composed of tiny little white letters set against a black background? Ugh! Instant eyestrain.

• Recommendation: For maximum readability of any written piece (not just websites) stick with dark type on a light background, and don’t use anything smaller than a 10-point font.

Think about Your Font Formats

Sometimes it works to use special formatting to call attention to particular words, but if you’re not careful you’ll end up making those important words difficult to read.

• Recommendation: Go easy on your use of ALL CAPS, italics, underlines, Initial Caps, and other special formats. These all work well on headlines and brief items, but should generally be avoided on longer passages.

Remember, if your letter, website, brochure, or other written piece isn’t formatted for maximum readability, there’s a good chance it won’t get read at all.

The All-Important Unique Selling Proposition

Your Unique Selling Proposition, or USP, is what clearly answers the question, “Why should I do business with you instead of your competitors?” Often translated into a tagline, the USP should be the basis for all of your company’s marketing efforts. You’ve got to let people know why your products or services are the best choice.

Developing Your USP

How do you determine your USP? Start by finding important benefits that are unique to your product or service. Try looking at. . .

• A Product Feature – This can be anything about your product, service, or service delivery. For example, Folgers coffee is Mountain Grown. I think most coffee is mountain grown, but they make it sound unique and special.
• An Emotional Appeal – Perhaps your USP can be based on an appeal to the prospect’s emotions, such as love, humor, or fear.
• A Possible Association – This is the celebrity endorsement approach. Your product is wonderful because so-and-so says it’s wonderful.

Once you have a good list of possibilities, pick one that is unique (i.e. not being touted by your competitors), believable, and a big advantage. Remember, this should be something that can be used to motivate people to make a purchase!

Using Your USP

The final step is to boil it all down to one clear and concise sentence and then integrate it into all of your marketing materials. Remember, if you can’t figure out what sets you apart from your competition, your prospective clients aren’t likely to see any reason to do business with you either.

In fact, there are a number of words that commonly confuse lots of people. To help you out, here’s a guide to some of the ones that I see most frequently in the editing work that I do.

Its & It’s

Its means of or belonging to it.

It’s is the contraction of “it is.”

It’s just amazing the way the dog can sense when its owner is about to come home.

Their & They’re

Their means of or relating to them.

They’re is the contraction of “they are.”

They’re flying to Chicago to visit their cousins.

Whose & Who’s

Whose means of or relating to whom.

Who’s is the contraction of “who is” or “who has.”

Whose turn is it to pick up the guest who’s arriving on the 2:00 train?

Your & You’re

Your means of or relating to you or yourself.

You’re is the contraction of “you are.”

You’re doing a fabulous job sticking to your diet.

Advice & Advise

Advice is a noun that means guidance or counsel.

Advise is a verb that means to counsel or give advice to.

My advice to you is that you advise your staff to answer the telephone promptly.

Complement & Compliment

Complement (as a noun) means something that completes; complement (as a verb) means to complete.

Compliment (as a noun) means praise or a favorable remark; compliment (as a verb) means to praise.

“I would like to compliment the chef,” said Ralph, “for the way the flavors of this dish complement each other so perfectly.”

Insure, Ensure & Assure

While all 3 of these words relate to guaranteeing that something is true or that something will happen, there are subtle differences in their usages:

Assure means to say, write or confirm the guarantee.

Ensure means to do something to make certain that something happens.

Insure means to guarantee something with insurance or other financial instruments.

“Let me assure you that there’s no need to worry,” he said. “While your firewall will ensure that hackers don’t get into your system, this new policy will insure you against loss in case your system goes down.”

What are your options?

There are many different ways to stay in touch. Depending on your circumstances, your program may include telephone calls, direct mail, email, newsletters, blogs, personalized greeting cards, and other vehicles.

What’s the perfect frequency?

Unfortunately, there’s no “one size fits all” answer here, but at a minimum most companies should keep in contact with their customers on a quarterly basis. I receive emails once or twice a week from one of the major national bookstore chains, and I find this a little excessive. I also receive a handful of e-zines that arrive weekly, and I eagerly open each one. The difference? The bookstore is just trying to sell me something, while the e-zines provide information to help make my business more profitable.

In marketing, the old adage “out of sight, out of mind” is often true. Create a system that ensures you’ll keep in contact with your customers on a regular basis, and watch your sales increase.

If not, why not?

A big part of branding is recognition. Having a “look” that you use across all of your marketing materials makes it easy for your customers and potential customers to recognize that a message is from your company. So what are the elements of this “look”?

The Four Important Elements of Your Brand’s Visual Image

1. Your logo symbolizes your company. Make sure it is easily recognizable and works well in a wide range of advertising media. Overly creative logos can sometimes harm you rather than help you — make sure you pick something that can be remembered for it’s elegance and simplicity, not forgotten because it’s too complex.
2. Your color scheme should be uniform throughout all of your materials, and appropriate for your goals. Some color combinations are relaxing and soothing, others suggest excitement and enthusiasm, while others project a very “corporate” image.
3. Your overall “look” (including colors, fonts, pictures, layout, etc.) needs to visually reinforce the feeling that you want your product or service to convey. For example, a company marketing “mom’s apple pie” to senior citizens will have a much different look than one selling the latest electronic gadgets to teenage boys.
4. Your printed materials need to reflect important elements of the “look and feel” of your website (or vice versa). There’s nothing worse than having printed materials that don’t look like the website — your prospective clients will usually refer to printed materials first on their desk.

Remember, it often takes multiple exposures to an advertising/marketing message before a consumer will decide to make a purchase or inquiry. If your materials are a mismatched hodge-podge of colors, designs and messages, it will be very difficult for you to build a recognizable presence in the market place.

1. Networking – many areas have a variety of options
2. Your Website – your “silent salesperson”
3. Press Releases – try to garner free publicity with a newsworthy message
4. Email Newsletters – a great way to stay “top of mind” with customers & prospects
5. Events – attend or sponsor events targeted to your prospects
6. Public Speaking – become known as an expert
7. Free Trial – give away free samples or no-obligation consultations
8. Signage On Your Car – turn your vehicle into a mobile billboard
9. Banner Ads – on other company’s websites
10. Pay Per Click Online Advertising – with Google Adwords, Yahoo, or others
11. Online Classified Ads – try Craig’s List or industry-specific sites
12. Telemarketing – good old-fashioned “cold calling”
13. Blogs – write your own or try to get mentioned on those written by others
14. Ads On Prospect’s Doors – blanket the neighborhood with door hangers or fliers
15. Referral Programs – reward your customers for bringing in more customers
16. VIP Customer Programs – identify your best customers & encourage them to buy more
17. Post Videos on YouTube – especially to reach a younger audience
18. Direct Mail – can be anything from simple postcards to elaborate packages
19. In Store Advertising – including signage, fliers, and your front window display
20. Promotional Items – give-aways emblazoned with your company logo, website, etc.
21. Co-Op Advertising – join forces with non-competing businesses
22. Print Ads – in magazines, newspapers, and trade journals
23. Radio or TV Ads – with cable TV stations you can narrow in on a specific area
24. Free Standing Inserts – in newspapers and mail
25. Trade Shows – depending on your business this can be key

What is a “call to action”?

A call to action is a phrase or paragraph that asks for the sale or requests that the reader do something. It’s the part of the marketing piece that tells the reader what to do next – call now to place an order, click here to get a free report, email for more information, enter a survey to win a prize, subscribe to an online newsletter, etc.

Never assume that your potential customers will know why they should act, what they should do, or when they should do it!

Tell them exactly what to do

Each of your marketing pieces should include a call to action (which may be mentioned multiple times, not just at the end) that ties in with the piece’s overall goals. If your goal is to sell, don’t ask readers to call for more information – ask them to purchase your product today. And always keep your instructions simple and clear to make it easy for the reader to respond. Should they call, fax, or email? Do they need to click through to something, fill out a short form, or take some other action? What exactly should the reader do?

Of course, it’s not enough to tell the reader what they should do – you also need to tell them why they should do it, and why they should do it now. But the bottom line is, if you’re not asking for the sale, don’t expect to get it!

Here are some tips for effective proofreading:

1. Check Your Spelling. At a minimum, be sure to use your word processor’s spell check function! Although this won’t catch all errors, it will catch many (for example, spell check won’t notice the mistake if your typo is an actual word, such as “mop” instead of “map”).
2. Read It Out Loud. This is probably the most important step for successful proofreading. Hearing your document being read out loud makes it easier to notice awkward sentences, repetitive phrases, grammatical errors, typos that weren’t caught by your word processing program and other mistakes.
3. Take a Break. If time permits, set your writing aside and revisit it later. You’ll come back to the piece with fresh eyes and a new point of view.
4. Print It Out. Next, print out a hard copy of your writing and read it again. Sometimes you’ll notice errors “in print” that you didn’t see on screen.
5. Ask for Help. Once you are happy with your editing, ask someone who has a good understanding of spelling, grammar and punctuation to review the document for you. Even after checking and double checking, it’s easy to miss an error in your own work that may be obvious to someone who is reading it for the first time.

Whenever you write something that’s not just “for your eyes only,” be sure that thorough proofreading and editing are integral parts of your writing process.

Features vs. benefits

Many business people make the mistake of focusing on their product’s features instead of its benefits. What’s the difference? A feature is a fact about the product, while a benefit explains or demonstrates how the product will benefit the customer. For example, “made of heavy-duty plastic” is a feature; “guaranteed unbreakable” is a benefit.

Put your benefits front and center

Every time I visit a website or pick up a flier whose headline reads “Welcome to XYZ Company” I cringe (well, actually, being a marketing copywriter, I see a sales opportunity). Why? Because “Welcome to XYZ Company” doesn’t tell me anything about the company, what they’re offering or why I might want to buy. Your company’s benefits (or implied benefits) should be blaring from the headlines and subheads of all your marketing materials.

So take a good look at your marketing materials. If you’re focusing on features instead of benefits, it might be time for an overhaul!