I’ve been creating successful marketing messages for over 30 years. This involved crafting words and images to inform, explain and generate favourable responses.
Most of my work can be distilled into two types of message
1. Explaining how something works, such as a scientific, management or financial process. This might be used in a product marketing campaign, training manual or explainer video.
2. Demonstrating the benefits of a product or service and how it will make a significant difference to the client. This type of message is sales-driven and often uses a combination of tangible and psychological benefits.
Tangible benefits would include: saving money, receiving cash-backs and discounts. Psychological benefits involve emotions and how people feel, such as when buying a new suite or car and going on holiday.
In the early days most of my assignments assignment were product sales and corporate capability brochures, direct mail brochures and sales letters.
Now, the media is online marketing. This includes writing and designing websites, email marketing campaigns and screencast videos.
While people’s behaviours change as technology evolves and new delivery systems are created, the key messages are essentially the same. Most websites are saying much the same thing as the brochures they replaced.
So getting your message right is the key driver behind all my work.
Working with you
I encourage everyone I work with to use statements based on their own experience. This keeps the focus on delivering meaningful propositions, which sound credible.
When you abandon the dehumanising jargon that is so common in management, finance and technology and write from your own experience, your propositions become clear, fresh and new. They have a new lease of life that separates you from your peers.
There’s no such thing as business to business or business to consumer. In my experience it’s always people to people. Have you ever met a business without people? Have you ever met a consumer? When you use jargon you’re creating a psychological barrier between you and your audience.
In my experience, most people appreciate communication that is sincere, friendly and helpful.
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