Marketing Messages – Velocity Media

22 January 2021

The gift of a crappy first draft

The deadline is looming. The ticking clock is getting louder by the minute as you sit there watching the cursor flash like an indicator on the blank page. You need to write, but the words just aren’t coming. You concentrate harder as if to will the words out of you. But nothing. The cursor goes on flashing.

Sound familiar? That my friend is an unfortunate case of blank page paralysis. It’s when the stress and pressure of needing to write blocks your creativity and flow and leaves you with, well…nothing.

We’ve all been there, and as a perfectionist who has made a living from writing, I know I’ll be back to revisit this dreaded place sometime soon. The good news is, though, that there is a way to navigate yourself out of it and the map you need comes in the form of a crappy first draft.

Are you feeling a little sceptical? That’s alright. Let’s delve into this further to look at why a crappy first draft can help you get the words flowing out of your head and onto the page. But first, let’s look at what a crappy first draft is.

What is a crappy first draft?

A crappy first draft is where you get all of your thoughts down on paper without judgement, order or structure. It’s your writing brainstorm. Spelling, grammar and punctuation don’t matter (it’s meant to be crappy after all) and no editing is allowed until the draft is complete as this can inhibit your creative flow.

So, now that we’re all on the same page let’s look at why the crappy first draft is one of the best gifts you can give to yourself as a writer.

It takes the pressure off

While some levels of stress can make your creativity soar, a lot of stress can make it plummet. Knowing that you aren’t doing the final version but rather a crappy first draft that only you will read, can take the pressure off. Once this pressure reduces, you are in a better position to start.

It gets you started

Like many things in life starting is the hardest part. When the pressure is on, we can make the task so much bigger in our minds. A crappy first draft gives you permission to suck and start without judgement or correction. Once you start, it easier to keep going.

It helps you find your flow

When you’re focused on perfection, you’ll more than likely try to write from start to finish. But the start may not be the best place for you to start. Stay with me here. When I write, whether it be a blog post, speech, email or web page, I’ll often start in the middle then go back and write the start, end and headline.

Start where the inspiration strikes. Don’t try and persist through the areas that haven’t come to you yet, start where you need to then you’ll get into the flow.

It allows you to order your thoughts

Often when we go start to finish, we become stuck on a specific structure to our writing. The crappy first draft allows you to step back after you’ve written it and work out the right order to your writing. It gives you the space to evaluate the most important messages (and ditch the not so important messages) to create a better, more persuasive piece.

So, the next time you are staring at that flashing cursor on the screen, and the pressure is on, permit yourself to do a crappy first draft. You’ll find, as I have, that it’s a great way to ease the pressure and let the creativity flow.

8 January 2021

The power of your customers discomfort

In business, we’re told to identify the problem we solve to appeal to the customers we serve. But focusing on the solution to the problem often results in skipping a crucial part of the sales process that makes your pitch more persuasive – letting your customer feel their pain.

In sales and marketing, we need to let our customers experience the pain and discomfort of the problem before we get them out of it. Why? Great question. Let’s look at the three reasons why discomfort is a key part of your sales process and your customers buying decision.

1. Discomfort tells your customer that they have a problem

While there is a select group of people that are highly motivated by pleasure and rewards, if we were to talk generally about the human race, most of us will move faster away from pain than towards pleasure. We don’t like to be in discomfort; in fact, we’ll do a lot to stay out of it.

Emotional eating, retail therapy and big nights out are just a few of our methods of choice when it comes to numbing the pain and discomfort we feel. But to create change, to want a better way, we need to feel discomfort. Otherwise, we carry on in a blissful state of ignorance, unaware of a problem or unaware of how big it really is.

Discomfort is a key driver of change. It tells us something is wrong, and it needs to be fixed because this uncomfortable feeling has got to go. We don’t learn, grow, stretch or solve problems without dipping our toes into the pool of discomfort first. It gives us a reason for change and the motivation to make it.

2. Discomfort tells your customer that fixing this problem is a high priority

Let’s get real here for a moment. There are loads of problems your customer faces daily. So, what makes the problem you solve more important than any other problem they are facing today? What makes your problem the problem they need to spend time, money and energy on right now?

Discomfort. Your customer’s level of discomfort is directly related to the level of priority they will place on their purchase decision.

When your customer is in enough pain, they will come to you. Granted you need to do your marketing right so they can find you, but when they are in this state, they will be actively searching to resolve their issue. While this illustrates the need for discomfort in the buying process, these aren’t the customers we’re talking about right now.

We’re talking about the people who you want to buy your product or service that aren’t at that ‘please solve this painful problem for me right now’ buying stage. These are the customers you need to take supportively into a place of pain and discomfort, so they are motivated to get themselves out of it.

3. Discomfort makes your product or service a ‘want’ over a ‘need’

While having a product or service that is a ‘need’ sounds ideal, you actually want it to be a ‘want’. Think about it for a moment, you need water to hydrate your body, but you want that coffee to wake up. What is the stronger driver?

A ‘need’ is often born out of a sense of obligation, we know we need to do it, so we do it – or should I say eventually do it – and this is the key, there is rarely a sense of urgency with a ‘need’. A ‘want’ is born out of a desire to get closer to something or away from something. It is more time-sensitive, most times immediate, and there is a level of excitement or nervousness that drives you to act.

How to get your customer to feel discomfort – without shutting them down

There is a fine line between getting your customers to feel discomfort and pushing them into other big negative emotions like anger, guilt and shame, or negative thought patterns like I’m a failure. This is not the direction we want to take them in – nor is it a direction you want your brand to be associated with.

I should also be clear that we don’t want to be unethical with this tactic or use it to manipulate people into buying. The art of persuasion, like many things, can be used for good or bad, so it is important to have the right intentions – and your customer’s best interests at heart.

What we want to do, as mentioned above, is to get your customers to a level of discomfort where they know that:

There is a problem
The problem needs to be fixed
They want to fix it

We do this by practising empathy, calling out the problem and vividly painting their current reality.

So, I want you to step into the shoes of your customer for a moment. For this exercise, imagine one specific client, it could be your ideal client or a past client you’ve loved to work with or that you felt was a great fit for your company, product or service.

Now I want you to answer these questions with them in mind:

What is happening for your customer – or not happening for them?
How is this problem hurting their life or business?
Where are their areas of frustration and inefficiency?
What is this problem holding them back from being, doing or achieving?
What are the risks of leaving this problem unsolved?

From these answers, you can now start to talk about the problem in a way your customer can relate. Be descriptive and practice emotional intelligence and compassion by calling out how it is likely making them feel – frustrated, tired, overwhelmed or concerned.

Now, I want you to notice that we’re not calling out those destructive, spiralling emotions mentioned earlier (anger, guilt or shame). The emotions I’ve mentioned are temporary emotional states that let us know a boundary has been pushed, that something isn’t right or that we are off-balance in an area of our life.

As a general rule, when I’m trying to get a customer to the state of discomfort we are talking about, I won’t talk about the problem longer than two paragraphs. These will be short paragraphs too – but persuasive ones.

By the third paragraph, I transition into the ‘what if’ scenario or the ‘why you couldn’t resolve it before now’ approach to get the customer focusing on resolving the problem, not wallowing in it.

As you can see, getting your customer to a level of discomfort can be incredibly useful within sales and copywriting. But you do need to exercise caution.

If you need help in bringing discomfort into your messaging, or you want us to look over how you’ve incorporated it into your marketing material, then get in touch, we’re always happy to help.

11 June 2018

How to use bridging phrases to get your message across

Whether you are in a media interview, investor pitch, sales meeting or speaking in front of a crowd, you need to know how to handle questions and get your point across calmly and effectively.

But how do you get back on topic when a question leads you down a different path? Or when an interviewer has different intentions to you? One way is by using a bridging phrase – but beware not all bridging phrases promise an easy way to cross back over to your key messages.

So what is a bridging phrase?

A bridging phrase helps you transition from one topic to another seamlessly (if done correctly), making them valuable for any business owner, spokesperson, salesperson or professional to have up their sleeve to use when the moment requires.

The first part of the sentence needs to acknowledge what has been said or asked while still allowing the opportunity to change the subject or add information. The second part of the bridging phrase provides the chance to change the message while sounding as though you are about to deliver valuable information. In other words, you want a sentence that will help you bring the conversation back to what matters to your target audience. Here are some examples:

While it has been that way…
People have said that but…
Yes, I agree though would add…
I’m not sure that is the case, let me tell you why…
We/I take a different approach…
While that has been public opinion…
That reminds me of…
While we are on the subject…
I wouldn’t say that, but what I would say is…
Let me put that in context…
To put this in perspective…
That is a common misconception…
What is more concerning is…
What I believe is…
It has been my experience that…
I have found that…
What many people don’t know is…
What you may not be aware of is…
What people need to know is…
What our customers have found…
What this new research suggests…
The heart of the matter is…

While it sounds simple, mastering the art of bridging can take a lot of practice. As you converse today, look at how you naturally change the subject. Chances are you may say one of the following:

“So…”
“Anyway…”
“Keep in mind that…”
“However…”
“Chances are…”
“That said…”

Granted not all will be appropriate in a professional setting but it is essential to be in touch with your authentic voice. When you are, you can start experimenting with bridging phrases that sound like your natural voice or at least feel more natural to you.

Beware of bridging to avoid questions

If you want an example of someone using bridging phrases to avoid a line of questioning, listen to a journalist interviewing a politician. You will no doubt hear a few of their favourite bridging phrases like:

“What the most important point/issue here is…”
“What we need to remember is…”
“What we need to consider is…”
“Before I answer that I need to explain…”

When someone uses a bridging phrase to avoid a topic, it usually comes with no (or minimal) acknowledgement of the question asked. It is also undeniable that they are trying to spin things in a different direction – and generally for self-serving purposes not for the value of the target audience. While this approach can help to get some points across there is a high chance the journalist or interviewer will hit the issue harder in the next question they ask.

While your customers may not press you like a journalist if you bridge to avoid their questions you can lose trust and credibility in their eyes.

Try reframing the question

If you come across loaded questions or more confronting objections try reframing the question in your mind to still acknowledge and answer it, but give an answer that is more aligned with your messaging and interests.

For example, if a customer was to question “How can you justify the price of your product when [your competitor] only charges $X?” You could reframe the question to “What value can you provide that is over and above what [your competitor] offers?” You will still answer their question but from a more powerful and positive position.

The bottom line is you need to be prepared

To be able to bridge topics effectively you need to be prepared. Know what you want to get across, plan for questions and objections, have some bridging phrases ready and practice reframing questions and answering them from a more positive perspective.

Amanda

24 March 2015

Five reasons to call your customers regularly

The way to succeed in business is to be constantly in touch with your market. The moment you lose touch with them or start making business more about you than your customers is the time you risk becoming irrelevant.

While business can get busy, and email can seem like a quicker option, nothing beats picking up the phone and engaging in conversation. Don’t think you have the time? Here are five reasons you should be making the time to call your customers regularly.

1. Uncover needs and trends

Businesses and people change over time. What they once valued or needed may no longer be valued or needed. The only way to prevent yourself from losing customers to competitors or becoming irrelevant in your industry is to be in contact with your customers and find out what is happening in their lives and businesses.

The more you genuinely care and want to help, the more they will open up to you about their struggles, worries, frustrations and challenges. This gives you valuable insight into the minds and needs of your customers and helps you find or create the right solution for them. It can also help you identify trends, and market opportunities as similar struggles and needs appear through your discussions.

2. Upsell products and services

As you uncover needs you will also uncover opportunities to upsell (increase the amount they spend), cross-sell (get them buying more) and resell (keep them coming back).

A customer won’t always think of you as their needs change and may not even be aware of the other products and services you provide. Talking to them over the phone gives you the opportunity to educate them on all of the different solutions you can provide.

3. Gain testimonials and case studies

Another key benefit of staying in touch with your customers is that you get to know the results they are achieving with your products and services. Customer testimonials and case studies are incredibly valuable in your sales process because they prove how you can help. This proof reduces the risk felt by potential customers and gives you powerful marketing messages to use.

As you are talking to your customers, casually ask them how your product or service has helped them. More often than not your customers will be flattered you value their opinion and be happy to give you a testimonial.

4. Identify improvements

Some business owners fear their customers’ feedback, so much so that it prevents them from following up after purchases. But the feedback your customers share with you, whether it is positive or negative, is the key to building a better business.

Your customers, who have experienced your products and services firsthand, will provide priceless insight into the quality, affordability, customer service and benefits you offer compared to what else is available in your industry. And if you choose to listen, help you create greater products and services that are more competitive and relevant to your market.

5. Build relationships

Never underestimate the power of a trusting business relationship. You have already invested time, money and energy into getting your customers; why not do everything in your power to keep them as well?

People want to be valued for who they are and not just how much they spend with you. A quick phone call to see how they are going is a great way to build a relationship with your customers and inspire loyalty and trust.

These days so many businesses have an agenda when they contact their customers. However, you leave an indelible mark when you call just to see how they are going.

Amanda

6 January 2015

Four unexpected places to strike marketing gold

When it comes to crafting winning marketing messages you can often find inspiration in the most unexpected places.

To help you strike marketing gold, here are four places to start looking to uncover marketing messages and product or service developments.

FAQs

Frequently asked questions give you an insight into what is important to your customers, the potential limitations of your products and services, the features or elements customers don’t understand and what may be missing from your marketing messages.

If you keep getting the same question numerous times and there is a positive answer, try to identify if there is a key selling point you can draw out of it. If not is there an innovation you could make that will fill the need and give you a competitive edge?

“No”

Nothing causes us to stand up and listen like a “no”. Though in order to learn from each “no” the important question to ask is “why?”

Was it because they couldn’t see the value? Was it the price? Did it lack a key benefit, feature or inclusion? Was it the sales message or process? Was it just this particular customer (one “no”) or are changes needed to suit the needs of your larger customer base (more than one “no”)?

Examine the scenario yourself and solicit feedback, it could be as simple as needing to change your message to demonstrate your value from a customer’s perspective.

Objections

Objections are often seen as the first step towards rejection but it’s not the case. A customer who is objecting is still engaged. They are still interacting, listening and evaluating. Objections aren’t a “no” they’re a “not yet” or “I need more information”.

Just like frequently asked questions, objections uncover the priorities of your target market and, when you listen closely, can give you the information you need to customise your sales pitch so they see the value for them personally.

They can also show you what case studies and testimonials you need and what information you should include in your marketing material and sales process to overcome objections before they’re even verbalised. By doing so you’ll show your customers you ‘get’ them.

Testimonials

While this is a more obvious place to find marketing gold, if you’re like most businesses it’s unlikely you are using them to your full advantage.

While they can help you ‘prove’ your value through your marketing material and overcome common objections of customers (provided you get the right testimonials), they can also tell you what to prioritise in your marketing message.

Your customers may love a particular product, service, feature or result more than those you are currently pushing and chances are what your future customers love about you, will be the same thing your future customers will want from you.

You can also uncover the true frustrations of your customers through your testimonials. Often you will solve a problem your customer didn’t know they had. Testimonials are a great way to capture the relief and give you the gift of hindsight for your next customers.

Have you found marketing gold in any unusual places?