Latest Posts:

First Things First: Starting with “Why” in Website Content Development

May 15th, 2011 by Ken Fischer No comments »

I have often railed about how web content should connect with your target audience and not simply broadcast what you do.  The audience is in charge online and, therefore, you need to speak directly to their needs and what they look for during a search.  Then you bridge from those needs to how your services or product benefits them.  

Creating this type of website is easier said then done, but a lightbulb kicked on at a talk I heard recently that focused on not only how to create audience- centered content, but how to have your client get 100% behind that effort.

At PalantirLive, I had the privilege to hear Simon Sinek give a talk similar to his TedTalk.  His principle point is that people make decisions in their limbic system, which is non-verbal.  Therefore if you want people to follow you or buy your product, you need to make an emotional appeal first.  Then you can make a more logical appeal.

This is done most successfully if you provide people with the “why” of what you do.  If they agree with your “why”, they will want to benefit from it.  He goes on to say that this is reason great leaders (whether companies or individuals) are great.  Once you establish the “why”  you move to the “how” and then finally to the “what” of your company.

Simon Sinek on 'Why and The Golden Circle'

For a company, the “how” is your unique method or special formula, and your “what” is simply your product or service.  Too many websites only give the “what” but don’t attempt to convey the “why” or “how”. This means they often do not successfully “connect” with their target audiences’ needs.

So, during web content strategy meetings, I have started leading clients through the “why” of what they do and “how” that “why” connects to each of their target audiences. (See my previous post on the Find, Connect, Engage, or FACE, model for the importance of the “connect”).

I just tried this method out earlier this past week, during which I teased out the “why” of the company and “how that connects” for each target audience of a company with 4 divisions and about 10 distinct audiences.  We systematically took our company-wide “Why” and explained how that “Why” and the subsequent “How” benefits each of these audiences.

The result?  Well, Monika is still working on the content, but we did have immediate feedback.  Everyone loved participating in the 2 hour meeting even though it went for 3 hours. And they left motivated and enthused about “why” they do what they do.  But most importantly we will soon have audience-centered content for their new website that connects the company to each of their target audiences’ needs.

Ken Fischer

Ken Fischer

Ken is the CIO at ClickforHelp.com Inc and Director of Gov20Labs.org. He focuses on connecting web efforts to organizational outcomes through measurement, metrics, findability and usability.

Website - Twitter - Facebook - More Posts

We’re Not Talking Mobile Anymore – We’re Living It

May 12th, 2011 by Deb Lavoy No comments »
Image representing iPhone as depicted in Crunc...

Image via CrunchBase

This is blog post has been adapted from its original version, which was published on CMSWire and written by Debra Lavoy.

Mobile used to be about “mobile access” but that’s not all it is anymore. Our portable devices are now access, participation, and creation devices. The rise of the integrated camera function and the ease with which pictures and video can be posted, tweeted, emailed and/or texted has made us all photojournalists, inspectors, and, most importantly, actors in our own stories.

Two Truths about Mobile and Three Personal Stories to Prove Them

Truth 1: It’s a mobile world

This has a dramatic impact in every sphere of life from the personal – I can document the charming antics of my children and share them with whomever is in my address book – to the professional – I can scout locations and send back information to the team – to the political – as we watch the map of the Middle East and Africa get redrawn in real time.

It is no longer enough to look up the meeting room schedule at a conference - you must be able to update it or even relocate it from the palm of your hand while standing in a random corner of the convention center.

The statistics are quoted and quoted again. But the story is this – we’re very mobile now. It is vastly more common to have a mobile phone than a land line, especially in the developing world. In the US, every child wants – and those with double digit ages have – a phone.

There are tectonic shifts in the work world, from the pace of change to the complexity of problems to new, more fluid organizations to new ways of working, and mobility is playing a big part.

Truth 1: Mobile is fundamentally changing how we live and work

Any discussion of mobile is, in my opinion, incomplete without reference to some of the most exciting research on youth and mobile by Graham Brown. Graham is so prolific and profound in this area, it’s hard to make a comparison, but start here with 50 Key Mobile Youth Facts.  While Graham focuses on youth, he’s actually documenting how mobile has changed the way we live.

The importance of mobile can be told by the numbers, level of effort, and rush of new products into the market, or by a few vignettes from modern life.  Note that the critical change we’ve seen in the last 6 months is that mobile is no longer about access –  it’s about full “anywhere” participation.

Three Personal Mobile Stories

Story 1: Losing my mind, trying to act casual…

You have some variation of this story of your own, I’m sure. I was in London when my Blackberry was run over by a lorrie. I would almost have preferred to have lost my passport. At least I could have gotten that replaced at the Embassy. I was untethered and twitchy. I had lost contact with my colleagues, my home, and the group of people in London that I worked with. Of course, I had my laptop, but I had no office there, so relying on my laptop was very awkward.

The Point

People are deeply invested in their mobile devices, because our smart phones solidly bridge the gap between the personal and professional in a way that Facebook and Twitter don’t.

Story 2: Black and white to technicolor….

My boss is laughing himself to tears over my newly inarticulate, sometimes indecipherable email style. He let me expense the shiny, expensive iPhone, and I can’t type on it.

And yet it is a big improvement over my last phone, because I can view websites the way they were meant to be seen. Only smaller. Not only that, but I have access to apps!

But I can’t type. Darn.

The Point

Access itself is really important, but participation is equally so.

Story 3: Funny bumping into you here…

As I get off the plane, nose buried in the iPhone, I nearly trip over the airport shoe-shine person who is typing (I’m so jealous) on his Blackberry.

The Point

This is not just about us as individuals, it is about all of us.

Final Thoughts

For a while we were satisfied with email and the ability to (barely) read and respond to them. But that’s no longer enough. We need decipher-ability on the phone that is equal to what we have at our desk. We need even fuller participation.

Two years ago, my colleague, Michael Edson, was talking about mobile at the Smithsonian. He indicated it was absolutely imperative to the museum experience. I thought he was a bit shrill to be honest. But he was not shrill; he saw what I didn’t then, but do now. We have fewer and fewer passive experiences. And a place of learning cannot survive as a passive experience.

We are all photojournalists of our experiences, and our journalistic contributions are making the world a richer, more navigable place. We – and I mean we in the broadest possible sense here – are also changing the face of world politics, freedom, and justice. As John Hancock used pen and ink, and Paul Revere used his horse, and we now have cell phones to declare war on authoritarian regimes.

Mobile also means never having to be clueless.

Oh, and one more thing: I have two kids. One is 11, and the other 6. The 6-year-old is the primary user of the iPad in our family. She does not need any instruction, nor does she find it the least bit notable that I can photograph her antics and email them to grandma in real time.

She’s the one to watch.

Deb Lavoy has been studying the dynamics, culture and technology of collaborative teams and knowledge transfer for 12 years, while working in product marketing and strategy for companies as diverse as AOL and Adobe. She is currently Director of Product Marketing for Social Media at Open Text Inc.

Deb Lavoy

Deb Lavoy

Debra Lavoy has been working with collaborative and social media for over 15 years at companies such as AOL and Adobe and now serves as Director of Product Marketing for Digital and Social Media at Open Text. She is a regular speaker in the D.C. area, where Obama’s transparent government initiative has created a world of thought and activity on the need to leverage both cultural and technological advances to move ahead to new levels of customer relationships and organizational productivity. Her philosophy of successful products can be summed up in 4 points: 1. Know your user and their community. 2. Make sure you’re building something that they will care about. 3. Ensure you have a business model that will let you survive the ramp-up and 4. Have a better customer acquisition plan than “if you build it, they will come”. Deb Lavoy is the Director of Product Marketing for Digital and Social Media at Open Text, and Founder of ProductFour consultants, a group of talented people who get you, your product and your business and can help you see the forest for the trees. Deb is deeply excited about collaborative teams, leadership and organizations and the cultural and technical elements that enable it. If you can barely contain your excitement when you talk about this stuff, then we should talk. If you’re just figuring it out, then we should talk.

Website - Twitter - More Posts

Website Content 101: 9 Tips for Writing Great Website Content

May 5th, 2011 by Monika Jansen No comments »
Medieval illustration of a Christian scribe wr...

Image via Wikipedia

Writing website content for your first website—or fifth version of your website—is really hard.  Even though you know your business better than anyone else, taking an objective look at it, pinpointing everything your customers and potential customers care about, and then writing it all down is a ginormous challenge. 

And don’t think that because I’m a copywriter means I’m immune to the difficulty of writing one’s own website!  Experience has proven that it’s a million times easier for me to write website content for other people than for myself.

Here are 9 tips for writing great website content, in no specific order:

1. Plain English, please. Ever read a company’s website and still have no idea what they do?  Don’t be that company.  If you must use industry jargon and terminology, fine, just define the terms.  Avoid at all costs big words, complex sentences and phrases, and insipid business clichés.    

2. Keep it short and sweet.  No one has time anymore, especially when they’re skimming websites to find what they need.  Cut out the fat and tighten your language by getting right to the point.  Be merciless about it. 

3. No need to repeat yourself.  A lot of inexperienced writers repeat things from one paragraph to the next.  Just say it once and move on to the next point you want to make.

4. Integrate keywords for SEO.  It is far easier to integrate the keywords you’ll be found for on search engines during the first draft. If you go back and try to squeeze them in, your website content may end up reading a bit awkward.  You’ll probably have to do some rewrites.

5. Target your customers’ pain points.  Customers only care about one thing: themselves.  Make sure you illustrate how well you understand their problems. 

6. We will change your life!  Explain very clearly how your product or service will solve your customer’s problems and make their lives easier. You’d be amazed at how many companies don’t do this.

7. Quantify when you can.  If you can measure how well you solve your customer’s problems, do it!

8. Determine tone of voice.  The tone of voice you use on your website is based on who your customers are and what kind of image you wish to project.  Figure out those two things, and then decide if you want to write formally or informally.  (Informal does not mean sloppy and unprofessional.)

9. Use editors inside and outside of the company.  Ask colleagues and friends, both within your company and outside of your company, to review your website content.  If you can snag a fifth grader, awesome!  If an 11 year old can understand everything, you are golden.

Monika Jansen

Monika Jansen

Monika, President of Jansen Communications, is a marketing communications consultant with over ten years of marketing and corporate communications experience. By writing and editing fresh and succinct copy that is aligned with an organization’s overall marketing strategy, she positions her clients as thought leaders and energizes their lead generation and nurturing programs. Her expertise includes website content, blogs, newsletters, marketing collateral (brochures, white papers, and articles), and annual reports.

Website - Twitter - Facebook - More Posts

5 Ways to Promote Your Business for Free

May 1st, 2011 by Amanda Fischer No comments »

Free signFavorable PR is always helpful to the bottom line of a small business.   There are many paths leading to business exposure that come with a price tag, but many people don’t know about all the ways you can gain exposure with little or no monetary investment.   Here are five you should try:

1. List Your Business:  There are many websites that are widely used as search tools, and it is free to post information about your business on many of them.  Just think: People may actually be searching for your specific product or service….If you are not listed, you are losing out on a valuable sales opportunity.

Line up your free or low cost listings at Google Places, DexKnowsSwitchboard, InsiderPages, SuperPages and YellowPages.com. DexKnows helps customers find local businesses in search-engine fashion, with side-by-side comparisons, maps and more. Yahoo Local Listings are based on a flat fee (or no fee) basis. A basic listing is free; enhanced listing is $9.95 per month and featured listing is $25 per month.   The search box at Local.com lets users search for “What” and “Where” at the same time. Add or update your own business listing; a basic listing is free, a featured listing is $10 per month, and a full-blown “Master Profile” is $40 per month.

2. Develop Social Media Pages:  Social media is not just for interacting with your audience, clients or colleagues.  Representation on these sites helps to drive traffic to your website and increase your organization’s web presence and SEO ratings.

I suggest starting with a Linked In company page, Twitter, and YouTube account.  Especially in the business-to-consumer space, a Facebook page for your business can prove exceedingly beneficial.  Professionally, it helps to have a personal LinkedIn page where people may read your bio and view testimonials.  My Space is absolutely necessary ONLY if you are in the music industry.

3. Seek Out Public Speaking Opportunities:  Actively look for opportunities to speak on panels and participate in seminars, workshops and presentations.  This type of platform allows you to express your industry expertise while adding credibility to your business.  You can look for openings to showcase your business through public speaking in many networking groups including your local Chambers of Commerce.

4. Start Writing: Writing a blog or articles places you in the conversation.  Even better, you increasingly become viewed as an expert.  What business owner doesn’t want advice from a field expert? 

Bylined articles are articles written for the print media (usually at the invitation of the editor) about your area of expertise. Opportunities can range from a 250-word squib to a 2,000-word feature. A short paragraph at the end of the article usually recaps the author’s credentials, explains his/her company or organization title and affiliation, and provides the reader with website contact information.  If you can score an opportunity like this, take it.  If you can’t, start by blogging.

5. Protect your Reputation: Don’t under-estimate word of mouth (or WOM).  Good customer service goes a long way.  Stay top-of-mind with clients, prospects and colleagues by remembering that givers gain.  Reputation is a powerful marketing tool.  Good intentions, follow-through, and delivery are all imperative.  If you provide great service, you can ask your customers to help you enhance the reputation of your business.

For example, Angie’s List has become one of the most popular sites on the web for customer reviews and recommendations of local service businesses in 150 cities nationwide. You can’t review or even list your own business there, but you can get yourself on their radar, correct inaccuracies, AND ask customers who belong to Angie’s List to recommend your business on the site. Angie’s CompanyConnect section has information for small business owners about how the site works.

What about bad PR? 

Some people believe all PR is good PR….as long as they spell your name right.  I tend to disagree and do believe that bad PR can be detrimental to your business, if even for a short time. Of course you want to stay top-of-mind, but being top-of-mind with a potential customer will do no good if the overpowering feeling associated with your business is negative.  

Buying decisions are powered by feelings.  If the prospect has bad feelings about your company, the decision will not work in your favor.    Indeed, bad news travels much faster than good news.  If your client has a great experience, they are likely to tell zero to one person.  If your customer has a bad experience, he or she is sure to broadcast their distaste to ten people or more….And then there’s the internet which compounds this process infinitely. 

Still, if you manage your “bad PR” properly, you can come out of the situation on top.

Freedom of speech on the web is important.  Not everyone is going to like everything about you or your company.  Maybe it’s honest feedback, and you really should listen.  Maybe the harmful comment shows a lack of perspective.  In these instances, so-called “bad PR” can help you grow. 

Use the feedback to create a favorable impression by addressing the concern and offering additional resources.   Even “bad PR” can create a great opportunity if attended to appropriately.  Look how Taco Bell has spun their “it’s not meat” situation.

Image courtesy of Flickr user jking89.

Amanda Fischer

Amanda has worked with over 300 companies in areas of operations, communications, public relations, sales and marketing. Her company, Grade A Marketing supports a wide variety of organizations with extensive experience in professional services, consumer products and health care. Amanda strives to unite marketing and sales goals by forming practical and purposeful plans to ultimately increase revenue.

Website - Twitter - More Posts

PHAAT – Five Essential Presentation Components

April 21st, 2011 by Khris No comments »

I’ve been a screenwriter for almost 20 years and have taught screenwriting for half that long. The elements of dramatic storytelling that all screenwriters learn from day one are equally important and relevant to entrepreneurs. When I coach entrepreneurs and executives preparing for high-stakes presentations, this is where we start. The five essential presentation components are as follows:

Passion – Why tell us this story? Why should an investor care? Your story must be appealing, personal, and original. If it’s important to us, it better be important to you.

Former Speaker of the House Tip O’Neill used to ask local Democratic committees to host his fundraising events at a place of local significance. He would open his remarks with what that local place and its history meant to him. This homage to a place of local sentiment created a rapport that made people open their wallets and donate to the party.

Hero – Who will lead us? The answer to that question creates audience buy-in. We love to root for the underdog. Are you passionate enough to take a risk? Why should an investor shoulder risk if you won’t?

Ronald Reagan used heroes to make abstract or difficult concepts concrete. Reagan would point to an “American Hero” placed at the edge of the Congressional Gallery who exemplified an issue’s human face: a single mother without health care, or a wounded veteran.

Antagonist – What are the threats you or your venture face? For a doctor, the threat is disease. For passengers aboard the Titanic, it’s the onrushing and frigid seas.

In the stellar 1984 Apple Super Bowl commercial, the antagonist was IBM (the PC).

Awareness – What did you learn? What’s that Eureka moment when you knew you had something, and you knew what you had to do?

Dr. Alexander Fleming discovered a mold that had blown into one of his petri dishes. He was looking for a way to kill germs. He had tried for ten years, and overnight, the winds brought him the answer in the form of a spore that settled in the uncovered dish and grew to become a colony that eradicated the deadly staph colonies within the dish. That was his Eureka moment, even though it took another decade to figure out how to produce penicillin in mass quantities. Fleming was knighted and won the Nobel Prize in medicine.

Transformation – Make no mistake, this is an opportunity to define yourself as a leader. How will you save the world (and make your investors rich along the way)?

As ever-quotable Winston Churchill once said, “If you’re going through hell, keep going.”

Khris

Khris Baxter is the founder of Baxter Baker & Associates (www.BaxterBaker.com). Baxter Baker & Associates engages the power of Hollywood story craft to help our clients (entrepreneurs, inventors, executives) share their passion, sell their ideas, and win more business. We craft creative and compelling presentations your audiences, investors, and customers remember. Our market is anyone who needs to tell a clear, concise and absolutely compelling story. Khris is also a screenwriter, producer, and adjunct professor of screenwriting at the low-residency MFA in Creative Writing at Queens University in Charlotte, NC. He is a member of the Virginia Film Office.