I had an interesting conversation with a client the other day. She shared that she parted ways with her previous marketing/social media person because that individual did not work with her to communicate the client’s message effectively.
Ms. Marketing Pro came in with the attitude that she knew everything and the client knew nothing. She set up a series of social media channels, used marketing buzzwords, spread identical content on all the channels, but didn’t communicate the message or the product that my client sells. When my client wanted a particular type of promotion set up, or a particular message communicated, she was told that she didn’t know what she was doing, and to leave it to the professionals.
My client was paying; the business did not grow. They parted ways.
When I started working with her last year, I tweaked the message for each content platform, aiming to use the strength and identity of each platform to its best reach. In one month, I expanded the social media reach by 86%, resulting in a 26% sales bump.
I know, as a consumer, there are certain buzzwords that turn me off. If I see something listed as a “boot camp” or a “hack” — no, thanks. I’m not interested in that. Nor do I promote my own work using those phrases. At this point, they are overused and meaningless. Plus, the choice of those terms does not effectively communicate what I want to say to people. It doesn’t give them any information about what makes my work unique.
Also, if a business has marketing materials out there that show a lack of discernment between possessive/plural/contraction, as a potential customer, I assume they’re too stupid to be worth my money, and I go somewhere else.
No, I don’t approach them and tell them their materials are full of errors and they should hire me. That would guarantee they wouldn’t. But when I meet them at a networking event, I give them my card and say, “If you’re looking to freshen up your marketing at any point, I’d like to work with you.”
As a marketing person, I have an arsenal of tools I use to spread a message, that includes web content, media kits, blogging, social media content, press releases, ad creation on multiple channels, PSAs or radio spots as appropriate, pitching articles to the media, and, again, if appropriate, event scripting or video scripting.
Not every client wants or needs all these tools.
I offer them, but I don’t tell them they “have” to use them. We work together to find the best tools to communicate the message.
One of the most important thing I can do, as a marketing person, is genuinely listen when they tell me about their business, why they’re passionate about it, and what it means to them.
By listening and getting to know who they are AS WELL AS what they want, I can help them craft their story, their message, and expand their reach in a way that is unique to their business. Sometimes that does what I call “drawing the ear” — which, to me, is as important as drawing the eye.
Sure, you want strong visuals, and you need to work with a great graphic designer.
But you also need to choose the right words to communicate your message in a way that engages rather than attacks.
When someone hard sells at me, when I feel attacked or as though my space is invaded — be it physically or emotionally — I shut down. If I’m really uncomfortable, I fight back. What I don’t do is spend money with someone who makes me feel bad.
It’s often the same societal structures that cause problems when they are transformed into sales pitches. For the women reading this, how often has a male salesperson used the tactic of invading your personal space, of patronizing you, of treating you as though you should “listen to the man” in order to part you from your money? Or how often has a female salesperson used negative language to make you feel bad about something personal, and tried to convince you that only by listening to her and buying the product, can you feel better and will you change others’ negative perceptions of you (which exist in her mind, and which she tries to plant in your mind).
At this point in my life, when someone is aggressive towards me, I push back. Hard, without filters. As a potential customer, I tell them exactly why I’m not buying what they’re selling.
As a marketing person trying to shape the message, I do my best to:
–listen to the client
–offer suggestions to shape the message for different platforms
–communicate the message in a way for a positive reception by the target audience
–offer options and a variety of strategies, so if one thing doesn’t bring return, we have something else ready to launch
That means choosing words with care.
Just because a marketing Pooh-bah says this is “the” way to present something doesn’t mean it is.
Wanting to cast a wide net doesn’t mean use bland language. If anything, you need to be more specific in word choices.
You want to create a positive, sensory response. So choose words to evoke positive sensations.
Sight, sound, taste, touch, smell.
The five senses evoke emotions.
What kind of emotions do you want to evoke in your audience?
Taste and smell are closely related, as are sight and touch (or texture).
Use active language — verbs rather than adverbs, and avoid passive or past perfect as much as possible. “have been eating” is weaker than “eat” or “ate.”
Use specific adjectives and avoid overused tropes. If someone tells me it’s a “bold” wine, it means little to me, other than I expect a vinegary aftertaste. If they tell me it’s a “deep red with plum, cherry, and chocolate tones” — now I have sight, texture, taste, and scent cues. Not only that, but I expect a deeper sound when it pours into the glass.
My favorite medium is radio. One of the reasons I love to work on radio dramas or radio spots is that I choose specific sounds to drive the story and character. I love that challenge because the more specific I am, the better I communicate with the audience.
Individuals will receive the specifics within their own frame of reference. You won’t please everyone. An individual may have a negative association with a specific detail you and your client choose.
In my experience, I’ve found that those are rare, and more people will respond positively to compelling sensory detail than to vague marketspeak. Overused marketing terms always makes me feel like the seller is trying to get my money for snake oil, and I’d rather put my money elsewhere.
More and more people are practicing conscientious consumerism, choosing where and how they shop to align with their values. I think that’s great. I want people who align their wallets and their ethics to connect with my clients.
Here’s an exercise for anyone who reads this to try, be they a marketing person, a business owner, a consumer: For one week, only speak and write in specifics. Remove vague language from all your interactions. Keep track of it.
You will notice a remarkable difference in the level of communication.
What are your favorite ways to choose the best language when you work with clients, or as you communicate your business?