The Visionquest: February 2017

Tuesday, February 28, 2017

Why a Prospect You Want Chooses Your Competitor

"No one cares about how good you are until after they know they can trust you." – Stefanie Flaxman

You had trouble sleeping again last night.

Up until the time you got into bed, you were looking at their Twitter feed, their Facebook page, and their website.

It’s your competitor.

You’re completely preoccupied with everything they do … and for a seemingly good reason. Their customer base seems to keep growing and they keep expanding their offerings, while you’re just trying to keep your head above water.

You constantly ask yourself:

“What will it take for my business to be viewed like theirs?”

While it’s natural for that question to arise in your mind, it may stifle your progress if you’re thinking in terms of duplicating their marketing efforts.

Prospects don’t want to see a carbon copy of another business and you don’t want to obsess about competitors anymore, so I’m going to show you how you can immediately become energized about and sharply focused on your own marketing ideas instead.

The heavy lifting content marketing can do for you

Brian’s recent post about how to build trust and Sonia’s post about how to stop being boring are two sides of the same content marketing strategy coin.

The benefits of creating not boring content are essentially everything you wish to achieve with content marketing.

It allows you to build an audience of interested prospects who trust you to solve their problems.

They trust you because they know your personality. They know your sense of humor. They know your favorite analogies. Your word-choice preferences. What irritates you. What warms your heart.

They want to hear from you. You’re their go-to resource.

So, if a prospect chooses a competitor over your business, it’s likely because your competitor has revealed themselves to their audience in ways that you haven’t … yet.

What’s editing got to do with it?

The example we’re going to look at today comes from the service business world — specifically an editor who offers his services to clients — but you’ll be able to see how these ideas can be applied to any niche or product.

There can be a difference between what you think your prospect needs to hear and what your prospect actually needs to hear.

In order to explain why he is qualified to edit a prospect’s writing, an editor might write on his website that:

He pays fierce attention to detail.
He is a “grammar nerd,” with extensive training and experience.
He loves working with writers.

And in order to explain the benefits that prospect will receive from hiring him, the editor might state:

Your draft will be flawless when it’s returned to you.
It will be returned to you on time.
You’ll get feedback about common mistakes you make.

All of those statements sound informative and professional, but here’s a secret about writers:

Every writer thinks their final draft is perfect. Most only have someone else edit and proofread their work for good measure.

If a writer is your prospect, you have to do something else to win her business.

No one cares about how good you are until after they know they can trust you

Those bullet points above don’t impress the prospect, and even if they did, the majority of other editors offering their services on the web make the exact same claims.

When selecting an editor, the prospect is actually concerned about the intimate act of another person — a stranger — reviewing and revising her writing.

She wants to know if she can trust the editor with her draft and if she’d like working with him. She’s less concerned about whether or not the editor knows the difference between “compliment” and “complement.”

How do you get someone to trust you?

Even though you may superficially provide the same product or service as your competitor, you choose to attract the exact right prospects for your business.

When you decide to not be boring, you step into your power as a creative content marketer — an artist who reveals himself to his audience and builds trust.

Like your favorite painter or musician.

This is the fun part.

When you create a variety of content that helps your prospects with the issues they struggle with, the most important thing to remember is:

Information does not equal content.

If someone could find what you create on Wikipedia or your competitor’s blog, your content will not be the type that builds trust over time.

The type that builds trust produces a valuable, entertaining experience for your audience member and has a clear, unique payoff.

Your content is an opportunity for you to take knowledge you’ve acquired and supercharge it with your perspective. Then you’ll share your creations to reach the people who are attracted to your communication style.

The complete package

Now, you do have to provide an outstanding product or service once a prospect accepts your offer.

That’s why an editor should know the difference between “compliment” and “complement.”

All that trust you’ve built won’t help if you don’t fulfill your promise.

But think about the powerhouse force that is in motion when you’ve built enough trust to make a sale — and then meet (or even exceed) your customer’s expectations?

You’ve become the only reasonable choice for that person and made the competition irrelevant.

And when you nurture your existing customer base, you’ll get testimonials to display on your website that further demonstrate your trustworthiness. Those happy customers will also recommend you by word of mouth if someone they know needs a product or service like yours.

It all starts with smart content.

Consider that question from earlier again:

“What will it take for my business to be viewed like theirs?”

If your competitor’s business seems less interesting now … good. You’ll have a lot more free time to get to work.

Image source: Gwen Weustink via Unsplash.

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Monday, February 27, 2017

Content Distribution Checklist: How to Make the Most of Your Content Creation Efforts

Creating interesting, engaging content is just par the course for anyone involved in marketing, website development, or pretty much anything else on the web these days. Whole careers are launched on blogs, and if you are able to capture the continued interest of readers you can pretty much solidify a place in Internet history.

But writing content isn’t really the whole problem. Most of us can generate something that will appeal to at least one demographic, and often two or three at one time. So why is it that some people are so much more successful in their attempts?

The secret (that isn’t really a secret at all) is distribution. Some content creators are just better at finding ways to make sure what they make is seen by the masses. They will have their claimed tricks (such as click-bait headlines and SEO). Though it will always come down to how and where they put that work out on the net.

Here are five content distribution ideas that could help you become one of the elite. Or at least attract your target audience.

Allow For Email Subscriptions

email subscriptions This is such a simple tip, and yet it seems to be kind of dying lately. Social media came on the scene, and some content creators made the mistaken assumption that it means newsletters were a thing of the past. Maybe for a short time, that was the case. But the novelty of social networking has worn out, and older forms of marketing are making a comeback in response to over-saturation.

Don’t make this common mistake. Have a newsletter submission form, and start sending out weekly or bi-weekly updates with links to your content. It is an amazingly quick way to make sure your readers are always aware of what is being published. Even if they don’t have the time to regularly visit your site.

Featured tool: GetResponse’s email marketing feature is a good option to set up your email optin

Create Social Specific Content

Have you noticed that a lot of people have been using their social profiles as blogging platforms? I have, and it is a great way to provide mini content right where a huge number of people are likely to see and share it. Google Plus and Facebook both make great platforms for this, as does LinkedIn if you are trying to connect with professional influencers.

You can also link from Twitter or Pinterest to these social profiles, just make sure you have a good snipper (for Twitter) and a good image attached (for Pinterest). Then connect those mini content pieces to larger and related posts back on your site.

For example, you could do a quickie “Top 5 Ways You Are Misusing Twitter (That You Can Fix Right Now)”. Then link that to all your profiles, and at the bottom of the mini piece add a link that directs them to “click more for a larger list”.

Get Influencers On Board

Types of ego-bait Nothing attracts attention like someone who already has a presence in the industry’s limelight. Use group interviews, one on one interviews and guest posts from well known faces in your niche to create something special that is sure to get people engaging.

The best part about doing this is that it will improve you visibility. Influencers share the pieces on their own profiles and site, which taps into their readership/followers. That then widens your distribution potential without you having to do anything beyond creating the initial content that you would have created anyway.

Further reading: How to Build Relationships With Influencers Through Content

Share Snippets Through Social Media

Share Snippets Through Social Media Don’t share titles on social media. That is so last year. Instead, take a good snippet that acts as a talking point, and quote it along with the link. Whether or not it is in context, it will be sure to catch the eye and wet people’s appetite for more.

For example, what looks more compelling?

Top 5 Ways You Are Misusing Twitter (That You Can Fix Right Now)

“I realized at that moment that I had been using Twitter all wrong since I first opened my account four years ago. But what is more amazing is that I realized everybody was making the same mistake, including today. (Link)”

Readers will see reference to a mistake that they might be making themselves, without the sensationalist headline that they may suspect can’t deliver. Remember that Internet users today tend to be a bit jaded – for good reason – and will be more enticed by the meat than the bones.

Further reading: Search and Social Snippets: the Anatomy

Re-purpose Content For Various Media Styles

Repurpose Content For Various Media Styles Perhaps the best thing I ever did was start offering multiple formats for my content to spread it around. Not everyone is interested in reading a blog post. But those people who aren’t may be more interested in viewing an infographic with the same information. Or watching a video. Or listening to a podcast where I am speaking about it directly to them.

Different users will be attracted to different things. You can appeal to everyone with something as simple as recycling the content that has gained the most attention. You may even find that something that didn’t do so well as a written article is much more compelling when turned into another piece of content, such as a slideshow.

Besides offering a way in to other users, this is also an effective way of getting more from the content you create. Not everyone has fresh ideas all the time. It may be wise to start squeezing more instead of trying to stretch your imagination to come up with 100% original ideas, every single week.

Further reading:

Conclusion

You can make your content popular, but you need to know how to properly distribute it. Once you have a game plan, that becomes much easier than you might have originally feared. Just be smart about it, try to tap into new audiences wherever possible, and have faith in the quality of your work. You will go far, and fast, as long as you remain diligent, and are always seeking new ways to get your content seen.

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The Persuasive Power of Analogy

"The right analogy, at the right time, told the right way, may be exactly what they need to do business with you." – Brian Clark

An elderly man storms into his doctor’s office, steaming mad.

“Doc, my new 22-year-old wife is expecting a baby. You performed my vasectomy 30 years ago, and I’m very upset right now.”

“Let me respond to that by telling you a story,” the doctor calmly replies.

“A hunter once accidentally left the house with an umbrella instead of his rifle. Out of nowhere, a bear surprised him in the woods … so the hunter grabbed the umbrella, fired, and killed the bear.”

“Impossible,” the old man snaps back. “Someone else must have shot that bear.”

“And there you have it,” the doctor says.

Persuasion come from understanding

At the heart of things, persuasion is about your audience understanding what you’re communicating. Understanding leads to acceptance when the argument is sound, well-targeted, and the conclusion seems unavoidable.

When it comes to creating effective understanding, analogies are hard to beat. Most of their persuasive power comes from the audience arriving at the intended understanding on their own.

The doctor could have simply said that the old man’s wife had to be cheating on him. But the analogy allowed the cranky patient to come to that conclusion on his own, which is much more persuasive.

Let’s take a second to make sure we’re all on the same page with analogies. It first helps to distinguish them from their close cousins, metaphor and simile.

A metaphor is a figure of speech that uses one thing to mean another and makes a comparison between the two. A simile compares two different things in order to create a new meaning while using the words “like” or “as.”

An analogy is comparable to a metaphor and simile in that it shows how two different things are similar, but it’s a bit more complex.

Rather than a figure of speech, an analogy is more of a logical argument. The structure of the argument leads to a new understanding for the audience.

When you deliver an analogy, you demonstrate how two things are alike by pointing out shared characteristics (a hunter with an unloaded umbrella and an elderly man who is “firing blanks” sexually). The goal is to show that if two things are similar in some ways, they are similar in other ways as well.

Let me give you an example of a killer persuasive analogy. It comes from that master of sophisticated rhetoric, Arnold Schwarzenegger.

No, really.

The Terminator analogy

Schwarzenegger is an advocate for renewable energy, both for California and the world at large. Given his celebrity status and prior political experience as Governor of California, he has quite the platform to share his views.

Just over a year ago, Arnold published a piece on Facebook called I don’t give a **** if we agree about climate change. That provocative title set the stage for what could be called a “terminator” analogy, in the sense that it puts any intellectually honest person in an inescapable box that supports the conclusion Schwarzenegger wants you to arrive at.

First, Arnold says forget whatever you think about climate change. He goes so far as to say that climate change deniers can assume that they’re right.

He then turns to the facts of the here and now:

7 million people die every year from pollution
19,000 people die every day from pollution from fossil fuels
Renewable energy is driving economic growth

Then, Arnold turns to an analogy that illustrates his argument in a very personal way:

“There are two doors. Behind Door Number One is a completely sealed room, with a regular, gasoline-fueled car. Behind Door Number Two is an identical, completely sealed room, with an electric car. Both engines are running full blast.

I want you to pick a door to open, and enter the room and shut the door behind you. You have to stay in the room you choose for one hour. You cannot turn off the engine. You do not get a gas mask.

I’m guessing you chose Door Number Two, with the electric car, right? Door Number One is a fatal choice — who would ever want to breathe those fumes?

This is the choice the world is making right now.”

Talk about putting someone in a box — literally. By sidestepping the controversy over climate change and making the outcome of exposure to fossil fuel emissions a matter of personal life or death, Arnold likely changed the minds of more than a few reasonable people.

Now, this is the internet. So, I’m sure some people simply refuse to be swayed no matter what, and some trolls probably said they’d rather choose the deadly Door Number One than do anything perceived as good for the environment.

Well, there is a way to set up a real-life demonstration of this analogy if anyone’s interested.

Why marketing analogies work like a charm

I shared Schwarzenegger’s analogy because it’s a brilliant example. But keep in mind that unlike with contentious social issues, your prospects want you to convince them.

If someone has a problem they want solved or a desire they want fulfilled, they want to find a solution. If they’re currently a part of your audience, they want you to be the solution.

That means they want to understand why you’re the best choice. Which means they want to be persuaded.

And that’s the essence of content marketing strategy. Tell your particular who exactly what they need to hear, exactly how they need to hear it.

The right analogy, at the right time, told the right way, may be exactly what they need to do business with you …

And there you have it.

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Thursday, February 23, 2017

3 Content Marketing Mysteries Solved

OK, confession time — when I was a kid, I was a complete Nancy Drew junkie. “Sleuth” sounded like just about the best way ever to spend one’s time. (Of course, that’s before I knew what a Chief Content Officer was …)

This week, rather than figuring out Irene Adler’s cell phone password or who stole the missing emeralds, we’re working on “Why isn’t this content working? and “How can I get a whole lot better at what I do?”

On Monday, Brian gave us three rhetorical tools that can help build trust with your audience — then asks if you should consider putting all of them aside for another option. And on the podcast, I snagged the very nice Bryce Bladon from Clients from Hell to get his ideas on how to stay out of some less-than-heavenly situations.

On Tuesday, Kelly Exeter found a couple of critical elements missing from a lot of content — hooks and big ideas. Now, you and I both know that the reason we often lack a hook and a big idea is that … good hooks and ideas are really hard to come up with. Luckily, Kelly has some actual specific advice that can help.

Brian also has a nice interview on Unemployable with Emily Thompson of Indie Shopography and the Being Boss project. She shares one of those great, twisty-turny stories that show you how varied the entrepreneurial path can sometimes be.

And on Wednesday, Robert Bruce channeled the greatest consulting detective of all time to help us make the decision to move toward mastery.

That’s this week’s mysterious (or just plain useful) content … catch you next week!

— Sonia Simone
Chief Content Officer, Rainmaker Digital

Catch up on this week’s content

How to Build Trust and Enhance Your Influence with Content Marketing

by Brian Clark

Two Vital Elements that Might Be Missing from Your Content (and Precisely Where to Add Them)

by Kelly Exeter

Sherlock Holmes and Mastery of the Craft of Writing

by Robert Bruce

6 Business Insights that Could Radically Increase Your Online Engagement in 2017

by Sean Jackson and Jessica Frick

Thriving Freelancers and Clients from Hell

by Sonia Simone

Succeed by Serving an Audience, with Emily Thompson

by Brian Clark

How Journalist and Author of ‘The Power of Meaning’ Emily Esfahani Smith Writes: Part One

by Kelton Reid

Podcasting: The Stand-Up Comedy of Content Creation

by Jerod Morris & Jon Nastor

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Wednesday, February 22, 2017

Sherlock Holmes and Mastery of the Craft of Writing

"Choose. Focus. Become an idiot." – Robert Bruce

Sherlock Holmes was the greatest Consulting Detective in the world.

Though merely a fiction — written over a century ago by Sir Arthur Conan Doyle — his methods of logical deduction are without equal.

Holmes’s mastery of his craft brought him to the fog-cloaked London doorsteps of the most powerful people of his time.

Correction: he was so good, those clients came to him.

They ran, desperate, to his Baker Street rooms, begging for his help, willing to pay any amount of money for his services.

What can Sherlock Holmes teach us about the craft of writing?

Everything.

I’ll let you find the wealth of anecdote, advice, and adventure in Conan Doyle’s stories for yourself, but here’s a short list on Holmesian mastery to get you started …

Make a decision

When you watch or listen to an interview with a brilliant and successful writer, something happens deep down in your gut.

Some part of you thinks something like, “Ah yes, listen to her. Her fate was sealed from birth. Some are chosen to create brilliant work, and the rest of us are screwed.”

What you conveniently dismiss from such interviews — if they’re included at all — are the stories of the hours, days, weeks, months, and years of silent practice that the writer has put in.

Somewhere, back there, a decision was made.

On a particular day, at a particular hour, that writer had said, “This is the thing I will dedicate my working life to.”

Sometimes — as in Holmes’s case — there are obvious hints regarding what that “thing” is. Most times, there are none.

The first step on the road to mastery is making a conscious decision about what you will decide to master.

Do not wait for it. Decide.

Focus, focus, focus

Our society tells us from youth that we should become “well-rounded” individuals.

If you want to master your craft, ignore that advice.

Sherlock Holmes focused intensely on a narrow set of criminological skills and subjects that ultimately made him an incomparable detective.

He studied specific disciplines within botany and chemistry — only to the point that they served his needs as a detective.

He learned the science of cryptography in order to swiftly crack the codes of master criminal communication.

He became competent enough in human anatomy to forge the early stages of what would become actual forensic analysis in murder investigations.

He would lie down napping, smoking, and thinking for hours about one minute aspect of a case, not moving until an idea — and sometimes a complete solution — came to him.

Think deeply about the core demands of your craft.

What is needed to advance in mastery of it?

What can be ignored as mere distraction?

Practice brutal focus.

Our fictional detective’s methods are studied even now by very real, working detectives everywhere, because he had the discipline to stay within the arena of his expertise.

Note: For those familiar with Holmes’s methods … No, I am not advocating the use of morphine and/or cocaine.

Become an idiot

Idiocy is the other side of the coin of mastery.

In order to focus your working life on mastering your craft, you’ve got to rule out a lot of the trivia that takes up most people’s time.

Sherlock Holmes could determine what part of the city you’d been recently walking through, from a quick glance at the type of mud on your boot.

He was a strikingly horrible violin player.

Within moments of meeting, he could tell you where you were born, what you’d eaten for lunch, if your brother was an alcoholic, and if you’d served in the war (and where).

He knew nothing about current events or the politics of his day.

He could seemingly predict the future, arriving at correct conclusions that left witnesses believing he was an other-worldly being.

He was utterly oblivious to the basic astronomical patterns of the stars and planets.

Holmes accomplished his amazing ability to see the obvious by … becoming an idiot.

Holmes’s greatness — and ours — is largely defined by what we do not know.

He had one driving professional goal — to engage and best the greatest (and lowest) criminals in the world. He shut out the rest, and he did not care if anyone regarded him as less than “well-rounded.”

All of his considerable mental power was directed at the “elementary” practice of deduction and the few peripheral disciplines that supported it.

Distraction pulls us in all directions

The boredom of repetition drives us to other interests. The pressures of culture make us worry we are missing out on something “important” if we dedicate ourselves to our pursuit of mastery.

Stop.

If you want to master writing, you are giving up running the 800 meters in the Olympic Games.

If you want to master the cello, you are giving up the ability to talk about what’s good on television these days.

If you want to master anything, you must become an idiot about nearly everything else.

Oddly, you must become an idiot in order to become a genius.

Continue to obsess

This path of mastery is not for everyone, but I believe it is one of the great callings and joys this life has to offer.

You’ll never get all the way there … nobody does.

There is only so much time in one day, only so many days in one life.

As our immortal Victorian detective (and the extraordinary man who wrote him into existence) has shown, mastery is one way to truly change the world.

Choose. Focus. Become an idiot.

Image source: Blake Richard Verdoorn via Unsplash.

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Tuesday, February 21, 2017

Two Vital Elements that Might Be Missing from Your Content (and Precisely Where to Add Them)

"We all dream of making such an impact on people that they share our ideas far and wide." – Kelly Exeter

It’s taken you more than 10 hours to write a blog post.

You’ve researched the topic to the nth degree. You’ve edited it to within an inch of its life.

Now it’s time to get it out into the world!

You excitedly press Publish, and … even days later … crickets.

Heartbreaking, right?

We all like to think that the amount of effort we invest in creating a piece of content directly correlates to how deeply it resonates with readers. But, experience has repeatedly shown this is not the case.

So, what’s the deciding factor if it’s not effort?

Luck? Timing? Skill?

Yes, the factors above do play a part. But, more often than not, it comes down to these two elements:

If your content doesn’t hook readers in the first few sentences, it doesn’t matter how good the rest of it is, you’ve lost them.
If you don’t clearly communicate your idea, readers may lose interest after your introduction because they don’t have an incentive to keep reading.

So, how do we write both a strong hook and a strong idea? That’s what I’m going to break down for you today.

What’s a hook?

A hook is a narrative technique that operates exactly as it sounds.

It’s information so interesting that it hooks the reader’s attention, and they feel compelled to see what comes next. So, they keep reading.

The hook works in tandem with the headline; the headline delivers the reader to the first lines of an article, and then the hook in those first few lines launches the reader deeper into the piece of content.

What’s the idea?

The dictionary definition of an “idea” is:

“A thought or suggestion as to a possible course of action.”

That neatly sums up what we’re trying to do when we write anything. We want to share a thought, make a suggestion and/or inspire people to take a certain action.

Why is your content’s idea so crucial?

Because your idea drives the payoff the reader will get from continuing to read your article.

That payoff can be:

Laughing from your humor
Learning new information
Taking meaningful action that will help them reach their goals

The idea forms the backbone of your article that leads to a positive outcome for both you and your readers.

We all dream of making such an impact on people that they share our ideas far and wide.

If the people reading your words aren’t inspired to share them with their friends, there’s a ceiling on the number of people you can reach.

Where things can go wrong for your idea

It might be easy to think of an idea for a piece of content, but when we actually sit down to write:

We discover we don’t have as much to say about the idea as we first thought.
We start writing about one idea, but then introduce another halfway through.

In both of these situations, if we publish that content, the reader may be left feeling either bewildered or cheated at the end. Not ideal.

How do you get super clear on your idea?

My favorite technique is to initially write a very literal headline.

Why?

Because it forces you to identify the exact promise you’re making to the reader.

If you can’t identify your promise, then you’re not going to be able to deliver a payoff.

Once you’ve written your literal headline and confirmed you know the exact idea you want to communicate, you’ll use that to:

Determine whether you actually have enough material to deliver a payoff for the reader.
Edit tightly to ensure you do so.

Here are three examples of literal headlines that sum up the article’s payoff.

When you click through to each of the posts above, you’ll see the actual headline is different from the literal headline I’ve identified.

That’s because your headline needs to hook the reader’s interest without giving away the payoff. If you deliver the payoff in the headline, there’s generally no need for someone to read the whole article.

Struggling to write a literal headline? That means you don’t have a good handle on the idea you’re trying to communicate.

Here are three examples of categories that can help you craft a strong idea … and then we’ll get into writing your hook.

1. Counterintuitive

This is where you take conventional wisdom and turn it upside down.

We all know a balanced diet made up of a variety of foods is ideal, so when someone tells us they ate nothing but potatoes for a year and lost a large amount of weight along the way, that gets our attention.

2. Practical and actionable

Telling people “If you’re organized, your life will be so much easier” is yawn-worthy. Everyone knows that.

Showing them the way you organize your life so that they can learn your tips? That’s far more powerful.

3. Contrarian

When everyone’s telling us not to do a certain thing, having someone tell us we should is incredibly refreshing.

It’s also the kind of thing we tend to share because it’s “ammunition” that justifies our choice to take a path less travelled.

How to write a great hook

One of the most common things I do as an editor is delete the first two paragraphs of articles sent to me.

Introductions are difficult to write, but:

If you’ve written 400+ words of an introduction, there’s a solid chance there’s a decent hook sitting somewhere around the 200-word mark.

Remember, your hook doesn’t need to be the most interesting thing anyone’s ever read; it just needs to be interesting enough to keep the person reading.

Here are five of my favorite hook techniques, with examples:

Hook #1: Ask a question

Humans are drawn to questions for a few reasons. One reason is that we’re inherently competitive.

When someone asks us a question, we’re compelled to first answer it and then find out if our answer is correct. If you don’t have an answer to a question, but someone suggests they do, that’s an even stronger hook.

Here’s an example of Sonia Simone leveraging this:

Headline: The #1 Conversion Killer in Your Copy (and How to Beat It)

Hook: What makes people almost buy? What makes them get most of the way there and then drop out of your shopping cart at the last second?

If you have a website with a shopping cart, I defy you to stop reading the article after those first two lines.

Hook #2: Focus on the reader

This is probably the easiest hook to create. By using the words “You,” “You’re” or “Your” in your introduction, you directly address the reader.

Take this example from Alexandra Franzen:

Headline: This one’s for you

Hook: Your inbox is full of ego-rattling rejection emails, but you’re emailing 10 more literary agents today. … Your podcast has exactly three fans (and two are your parents), but you’re posting a new episode every single week, nonetheless.

The reason this hook works so well is because the reader now feels they’re part of the article’s story. This creates a strong need to know how that story ends.

Hook #3: Add dialogue

Who likes listening in on other people’s conversations?

We all do. We can’t help it. When an article starts with dialogue, we’re quickly hooked because we’re getting all the pleasure of eavesdropping, without the guilt.

Here’s an example from Jerod Morris:

Headline: Why Your Greatest Asset May Be Slowly Eroding (and How You Can Rebuild It)

Hook: “Why are we sending this email to this list again?” Kim asked. I was incredulous. “Umm, because we never sent it a first time,” I thought to myself. Still, before responding, I decided to check. Glad I did.

This hook combines both spoken and inner dialogue. The latter of which is next-level intriguing because it gives the reader access to the writer’s inner thoughts.

Why was Jerod “glad he checked?” We have to know.

Hook #4: Make a big statement

This is where a writer makes a “big call” — usually in both their headline and their opening line. It’s effective because it makes people think, “Really? What have you got to back that up?”

It’s a favorite technique of Penelope Trunk:

Headline: Living up to your potential is BS

Hook: The idea that we somehow have a certain amount of potential that we must live up to is a complete crock.

The reason this hook is so effective is because it captures the attention of people from both sides of the argument.

People who agree with the sentiment want to find out why they’re “right” in thinking so. People who disagree? They read on because they want to rebut.

Big statements are not for the faint-hearted. If you don’t want to engage in robust conversation about the ideas you’ve expressed in a post, stay away from this one.

Hook #5: Tell a story

If you present information in a story format, people immediately pay attention. Using a story as a hook, however, is a pro skill.

You can’t kick off with just any story; it has to be relevant. For an ongoing master class in this technique, simply follow Bernadette Jiwa.

Here’s a recent example from her blog:

Headline: The Unchanging Nature Of Business

Hook: It’s a cool November day in 2014, and a young couple pause on a suburban street to snap a selfie with an iPhone 5C.

Why does the above statement hook you? Because you want to discover the link between the headline and a young couple taking a selfie.

Let’s recap

I’ve covered a bit of ground, so let’s touch on the key points again.

If you don’t hook readers at the beginning of your article, they’re more likely to move on to a different piece of content.
If you can’t summarize the idea of your article in a “literal” headline, then you don’t have a firm grasp of what you’re trying to communicate — and you’ll fail to deliver a payoff for the reader.

Where to go from here?

A simple exercise I urge you to do regularly is: pay attention to the articles that you read all the way to the end and share.

Study them by identifying:

The hooks the author used to get you reading.
The hooks the author used to keep you reading. (For example, subheadings also function as hooks.)
The underlying ideas. (Write literal headlines once you’ve identified those ideas.)
What moved you to share those articles?

When you understand the writing techniques that work well on you, you can use them in your own writing to ensure that if you put a lot of time and energy into creating a piece of content, then it will get the attention it deserves.

The post Two Vital Elements that Might Be Missing from Your Content (and Precisely Where to Add Them) appeared first on Copyblogger.

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Monday, February 20, 2017

How to Build Trust and Enhance Your Influence with Content Marketing

"Building trust is bigger than tactics — it’s your entire mission." – Brian Clark

Know, like, trust.

At its essence, those three things are why we do content marketing. And if you’re not hitting all three, you’re likely not enjoying success with your content.

Traditional marketing is big on the know — it’s all about creating awareness in the marketplace. Add in some clever messaging to prompt some level of liking, and mission accomplished, right?

It’s as if awareness of a brand is enough to spark trust. And it’s true — we do tend to prefer brands that we know, even if there’s no true difference between one product and a generic one.

But when it comes down to choosing between two or more brands, trust becomes critical. This is one of the benefits that content marketers have over competitors who don’t create and freely share valuable information — and it can be substantial if done correctly.

Trust works on many levels:

Do you do what you say you’re going to do?
Are your products and services solid?
Do you treat customers fairly?
Will you be in business next year?
Do you abide by the core values you claim?

Content marketing allows you to tell stories that touch on each of these over time. Even more, your brand can be viewed as not only trustworthy, but generous. Even selfless.

The art of disinterested goodwill

In terms of persuasion techniques dating back to the time of Aristotle, ethos is an appeal to the authority, honesty, and credibility of the person speaking or writing.

And that’s exactly what builds trust and influence when content marketing is done well.

Aristotle also thought that a key component of effective ethos was a combination of likability and selflessness, which he characterized as “disinterested goodwill.”

Disinterest here doesn’t mean you don’t care if you get a beneficial outcome — it means you serve your audience whether or not you get that benefit from any particular person.

When you give away quality content that’s so good you could have charged money for it, you’re acting with “disinterested goodwill.” That means your audience received value regardless of whether they ever pay you a dime.

It’s this very aspect of content marketing that makes it unacceptable to some business people. The thought of providing something valuable to “freeloaders” just drives them nuts.

I’ve been giving away free, valuable content for 19 years, and all eight successful businesses I’ve started were powered by it. I have complete faith that I’m going to get benefits back — and the know, like, and trust I earn is the entire reason.

Just the act of performing content marketing triggers the power of disinterested goodwill. Lacking that, there are techniques that persuaders use to achieve the same goal.

The “reluctant conclusion” technique

A classic persuasion technique is the “reluctant conclusion.” You share with your audience how you had a change of heart based on overwhelming evidence.

For example, you’ve recently raised the price of a product and discovered that it’s killing your sales. You could just quietly change the price back and hope no one notices, but you’ll build more trust and goodwill with your audience if you explain that you were wrong about the price raise and will be reverting it.

Meanwhile, you’ve also met your goal of sparking dormant sales. It’s a win-win-win when you count the additional trust that you’ve built with your audience for future products and promotions.

The “personal sacrifice” approach

Another tactic is the “personal sacrifice” approach.

Yes, the free online workshop you’re doing could have been a paid product, but you’ve decided not to charge for it so you can help more people.

I’m sure you’ve seen this done many times before, with varying degrees of skill in the execution. The key to handling it well is, as always, to know your audience.

The “Abraham Lincoln” technique

And finally there’s the “Abraham Lincoln” technique. Lincoln was an unusual-looking guy with a hick accent and a whiny voice. When he gave speeches during his run for president, he added fuel to his personal fire by claiming to be a poor public speaker with nothing new to say.

And yet, Lincoln was a very bright man with an excellent grasp of the nation’s problems. He lowered expectations by presenting himself as a sincere fool, and by the end of a speech he had won the audience over completely.

So, if you’re a chiropractor who also does content marketing, it’s really easy to claim that you’re “no master copywriter,” even as you begin to deliver some damn persuasive copy. Again, you need to intimately know your audience to understand what’s appropriate when it comes to these things.

Which brings us to something completely different.

What’s in it for you?

If any of the three tactics above sounded hokey or even manipulative, you’re not alone. That doesn’t mean they don’t work to build trust with certain audiences; they just might not work on you.

That’s why I repeatedly say, “Know thy audience.” I don’t use those tactics on you, because I think I’d get a chorus of eye rolls. You’re more sophisticated about marketing than a typical audience, so those approaches might hurt more than help.

Some marketers in our space have resorted to “radical transparency” in order to build trust. The problem with that, especially when talking about revenue growth, is it can come across as bragging more than honesty. And when things start going badly, you’ve got to maintain that transparency, which may actually reduce trust in your product or company.

My approach is to simply never be shy about saying what’s in it for me. It was a lesson I learned back in 2007.

I had been giving away valuable free content on Copyblogger for 18 months at that point. No product, no service, just relentless focus on serving and building the audience.

Then a strange thing started happening. I began getting emails from people who didn’t understand why I was giving everything away for free without asking for a sale.

It caught me off guard, but the people in my early audience were worried that they couldn’t trust me, because they didn’t understand what was in it for me. Color me shocked.

So, even though I still try to be as generous as possible, I never shy away from saying what’s in it for me. If we’re doing our jobs correctly, what’s in it for you should always come across as superior — which makes it a sales strategy as well.

For example, when we launch a new product that has special introductory pricing, we’re doing it for a reason beyond maximizing sales. We want feedback from our initial customers so we can rapidly improve the product.

So, we explain that in great detail. And it’s worked on both the sales and feedback level every time. The more potential for skepticism within your audience, the more you just come right out and tell people the deal — for both sides.

Demonstrate trustworthiness

The most powerful way to establish yourself as a subject matter expert is to demonstrate your authority with your content rather than simply claim to be an expert. Trust works the same way.

So, some of those ancient rhetorical tricks I’ve listed above are good to know, and if appropriate, you should work them in. But overall, serving your audience with the right valuable content is the best way to demonstrate your trustworthiness and establish true “disinterested goodwill.”

Other than that, the natural impulse to hide your economic motivations or business objectives is almost always a mistake. Realize that people increasingly think everyone is “on the take,” and your primary job is to assure your audience that you’re not.

Building trust is bigger than tactics — it’s your entire mission.

The post How to Build Trust and Enhance Your Influence with Content Marketing appeared first on Copyblogger.

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Friday, February 17, 2017

PBNs, HTTPS, and Other Acronyms: Weekly Forum Update

The SEO world has more acronyms than you can shake a well-optimized stick at, and our communities are talking about some of the biggest ones this week.

On Cre8asiteforums, we’ll talk about social media and compassion, Amazon’s strange new .bot TLD, and lending a hand to an old friend.

From WebmasterWorld, we have stories about vanishing image search traffic and the difficulties involved with switching from HTTP to HTTPS. Then there are three fascinating discussions from SEO Chat – one of them about PBNs!

A New TLD From Amazon Registry Services: .bot!

They even created a new website just for the announcement, nic.bot. Believe it or not, Amazon says that they’re “excited” about this launch. Personally, I can’t quite see why.

But some Cre8asiteforums members like iamlost seem to be implying that it could be a honeypot. Perhaps spammers will seek out .bot domains as cheap ways to spam…and then we can ban them en masse!

Or perhaps ban everyone except those who use .bots for scraping? It promises to be interesting to follow, at the least.

PBNs in 2017

Yet another SEO Chat thread where I wish Fathom were still with us. In this thread, newbies and senior members alike are discussing the risks of PBNs and whether they’re still effective and relevant.

Prof.stan makes the biggest point –

“You can easily be caught by Google and your site will be penalized.”

KernelPanic adds that

“Yes! PBNs work, and they are a great way to game the system. Build it, work it, profit off it but understand, eventually you will get caught.” Chedders writes,

“For crash and burn sites I have to agree with KernelPanic here, you can see fantastic growth in SERPs but I am afraid it’s not a long term practice.”

Of course, it’s also important to make sure that anyone you build a PBN for understands these risks. The worst part about this technique is that a lot of newbie freelancers seem to think that it’s flawless – they build PBNs and use them for their clients…and the clients are the ones who are devastated and destroyed in the end.

At any rate, there are lots of great posts in this thread – and some great old links to posts from Fathom, who had a great deal of personal experience with PBNs crashing and burning.

Is Image Search Traffic Vanishing?

WebmasterWorld member Archbob writes that, earlier this week,

“…traffic from images.google.fr, images.google.de, and other international image searches just all of a sudden disappeared.”

Ordinarily, you might be inclined to brush this off as individual experience – but several other WebmasterWorld members are seeing the same thing. Lake offers a potential explanation:

“Someone mentioned that they rolled out the new image search design to those countries? (as in, they used to show the actual page vs making users click a button now)…”

Could that be the cause? Read this thread and find out!

Google and Defamation/Fake Reporting Websites

Besides fake news, which is the news du jour, there are a lot of infamous defamation and scam websites out there. You probably know the kind – they rank for someone’s name and picture, and call them something unsavory.

They offer to remove these listings for a price, and that’s how they survive. Why doesn’t Google just get rid of all these awful places?

Chedders writes that,

“Google generally don’t take a stance on content, it’s an algorithmic ranking so providing they do their SEO better than others then they will rank. Google only tend to take these sites out if there is legal or moral reasons to do so…”

This is a pretty relevant and charged topic these days but I think our senior members and newbies handled it well and had a great discussion! Read, enjoy, and add your two cents!

Lend a Hand to SEO Pioneer Ammon Johns!

Besides helping Kim set up Cre8asiteforums back in the early 2000s, Johns is well known in SEO circles for his great generosity in helping newbies get on their feet.

Some of the biggest names in SEO today owe their success to those first steps that Johns helped them take! He’s in a tough situation these days – friends of his and our communities are working on a GoFundMe, which I encourage you to donate to!

Was There an Algorithm Update on February 7?

From the Threadwatch rumor mill, we have news of a potential algorithm update on February 7. Google’s only comment so far has been “No comment,” so we don’t know for sure.

But SEOs across our communities seem to believe that something happened.

Lessons in a Tweet

We’re so focused on SEO, business, making money, and fighting for influence that sometimes I think we lose sight of the really human aspects of social media.

We probably also have lost sight of social media’s capability for compassion. Iamlost found a great example of an important Tweet – one that represents history and calls for it to be remembered. Check it out in this thread.

Search Console Refusing to Update HTTPS Status

Every time you read a thread about an HTTPS migration, you think you’ve seen it all. But there must be billions of different website configurations out there – a holdover from the “Wild West” days perhaps. Sometimes these configurations represent very sticky problems for anyone who wants to take the site to HTTPS.

That’s what happened to this WebmasterWorld member. They got a little more than they bargained for, but you can reap the rewards by reading some of the top tips shared by senior members!

YouTube Strategy on SEO Chat

Let’s end this week’s update with a thread so nice, we had to recommend it twice! YouTube strategy is something that we don’t get to talk about that often. It still seems like it is a mystery to many of our members.

But Prof.stan brought some great tips to the table this time, and it seems to have attracted more great tips over time! Dive into this thread and add your own tips, if it please you!

The post PBNs, HTTPS, and Other Acronyms: Weekly Forum Update appeared first on Internet Marketing Ninjas Blog.

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Thursday, February 16, 2017

A Guide to Meaningful Content that Resonates

Oh the drama!

No, I’m not talking about the latest political fight you got into on Facebook — I mean this week on Copyblogger has been all about creating dramatic, meaningful content that pulls your audience toward you.

On Monday, Brian shared five proven techniques that stir emotions and inspire people to act on your content. And on the Copyblogger FM podcast, I talked about how some of the Super Bowl ads sparked more drama than they intended — with thoughts on what to do when your once-neutral message takes on a political charge.

On Tuesday, our friend Sean D’Souza dove into interesting ways to use audience objections (all of those annoying reasons people don’t buy) to increase the dramatic tension in your content.

And on Wednesday, I just flat out broke down and pleaded with you (well, maybe not you, but someone like you) to quit hiding your best ideas in boring, washed-out content. Kelton Reid also talked with neuroscientist Michael Grybko about why the fake news epidemic creates so much drama of the unhealthy kind — and how we might be able to combat it.

Hope your weekend is an excellent one, and all of your drama is good stuff! I’ll catch you next week …

— Sonia Simone
Chief Content Officer, Rainmaker Digital