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Marketers: Your Customers Need Storytellers, Not Attention-grabbers

Marketers: Your Customers Need Storytellers, Not Attention-grabbers

Jason Steed

Owner & CEO

Marketers: Your Customers Need Storytellers, Not Attention-grabbers

By definition, we’re storytellers for our customers. Stories bring life and longevity to our products. Focusing on the shiny one-liners distracts us and our customers from engaging conversations. Stories give your product more meaning through a sincere dialogue. And within those stories, it’s your customer—not your product—who becomes the main character. Let your product bring your main character to life. Your loyal customers have stuck around because of the stories that we marketers and business leaders tell. In contrast, attention-grabbing tactics have no staying power and degrade loyalty

Make Your Customers the Main Character

For those who know me, I’m no word wizard. I tell stories through visuals, audio, and personal experiences. If producing a power-punch headline is hard for you too, take heart—it’s not all riding on that zippy headline.

Storytelling need not be complicated or time-consuming. In fact, you’ll find it to be a lot easier and much more effective than stringing together attention-grabbers.

Marketers make your customers the hero of your story for better engagement
Storyform marketing campaigns extend engagement

Stories Expedite and Extend Engagement

Stories don’t beat around the bush; they have intention. We all relate to stories—it’s how we’re wired as human beings. Stories make for genuine brands and long-lasting relationships. Complex solutions become better understood and more relatable. And relatable becomes memorable.

Example: Marketing to a Decision-maker through Storytelling

Getting the attention of your most valuable customer can sound incredibly daunting. When that person becomes the main character of your story, we storytellers start to better understand our customer’s attributes.

In your customer’s story, you’ll find yourself using use genuine language to describe how this person could interact with your product. How do they use your product? In essence, what makes your customer tick? Your marketing message begins to take shape with words that describe experiences, not product hype. Words like timely, inventive, convenient, on-task, and helpful begin to emerge. More importantly, compelling steps of a more complex marketing campaign begin to unfold. You can tell your story with the end in mind.

“We tend to want to make our products the main character. Don’t do it. Tell your story with your customer as the main character.”

Focus Points in Storytelling

Here are a few focus points for creating a meaningful narrative and staying top of mind

Stories show you how your customer evolves. How does your product extend beyond the initial sale? Consider how your technology evolves with your customer. You’ll also understand how to keep your product viable over time.

Stories make your products memorable. Stories evoke brand loyalty and emotions, making your service more memorable than facts and figures. This can influence decision-makers to remember your brand when the time comes to make a choice.

Stories keep things simple. Storytelling uses natural, authentic language. Simplicity enhances the effectiveness of content marketing efforts, ultimately boosting engagement and conversion rates.

Stories help you get out of the way. Storytelling puts your products in a better perspective, essentially forcing you to see how your customer will interact with the product in ways you likely hadn’t thought of. This can feel uncomfortable, but trust it.

Stories Make for conversations that last. It’s our role and responsibility as marketers and entrepreneurs to be real—to nurture human connections. When we shift from attention-grabber to storytellers we change a product pitch into a lasting dialogue. Extend lifetime customer value through real connection.

Here are more helpful resources around storytelling within your marketing strategy:

  1. Building a brand story, The B2B Playbook
  2. Key components of storytelling, Caramel Coaching
  3. Storytelling that moves people, Harvard Business Review

Case Study: From Flighty to Grounded

We’ve all been there: Racking our brains for that ultimate tagline; that perfect pitch that sells the sizzle—certain that it’s right on the tip of our tongue.

I was recently in a discussion with a new tech client in the aviation industry. The focus of the meeting started out with us all spinning on a caption that would move the earth. Terms like “Sky-high Solutions” and “Good to Grow” and “Elevate Efficiency” were tossed around, following by short spurts of semi-awkward silence. I ultimately changed the subject with the question, “What’s the average length of your customers’ buying cycle?” Both of my contacts had quite different answers, so we spent some time bullet-pointing a creative brief, then defining a couple of specific audience types. From that discussion came broader topics such as product customizations and convenient feature add-ons. We began crafting a story with aviation mechanics and systems engineers becoming the main characters. Projects and taglines are still yet to be determined, but I’m excited about the context that we can wrap around those details within a compelling story.

About Targa Media

For over 20 years, Targa Media has been helping B2B customers be relevant and authentic in their marketing messaging. From local businesses to global Fortune 500s, our method centers on human motivation. We work hard to understand each product and the people who need it most, and then we build campaigns that match up with emotional triggers. We keep our clients informed every step of the way—from napkin scratches to final designs—so they never waste time or money on dead-end campaigns.

Meet your un-ad agency. We do things a little differently than your average ad agency. More at un-adagency.com

Is SEO a Temporary Fix to a Permanent Problem?

Is SEO a Temporary Fix to a Permanent Problem?

Maddie Gray

Content Lead

Is SEO a Temporary Fix to a Permanent Problem?

SEO on the Chopping Block

There’s no questioning the necessity of search engines—nor the built-in opportunity they give to marketers. If you can help your clients show up at the top of that first page, they’re going to get a lot more visibility, and with that, the inherent potential for more customers. Instead, I’m calling into question SEO practices. The way we optimize for search engines just won’t cut it in the long run.

All Hail the Algorithm

The problem comes into play when we write for the search engine instead of our audience. If you pick your topics to meet keyword requirements and highjack searches that don’t even relate to the brand, the people who click that link at the top of the search results page won’t be the same people who would buy the product.

So, would you see your page views increase? Yes. Would your client base increase? Maybe.

Products on the shelf

Write for People, Not Computers

“Maybe” is still better than “no,” I grant you, but there’s another catch. The SEO rules that some advertising firms live and die by are based on the current algorithms of search engines. Yes, there are people who study those algorithms and update SEO strategies, but here’s the thing—search engine AI is constantly updated to think like people. Like your audience. To serve up the things that people are looking for—so in the long run, doesn’t it make more sense not to game the algorithm, but to write for the people you’re trying to reach? After all, the algorithms will catch up eventually.

Off with SEO’s Head?

So, what’s my call to action here? Am I telling you to throw out the SEO rulebook completely? No. Keep doing your keyword research and formatting to support H1 tag use, but never do so at the expense of your content. If you write blogs and website blurbs that will engage your audience, you can jump through all the extra SEO hoops you want. Just make sure that you don’t let short term page views overshadow long term customer gain and satisfaction.

“Here’s the thing—search engine AI is constantly updated to think like people. Like your audience!”

Jason’s Take

Thanks to the ever-growing ease of dictating search queries, search engines are shifting toward a human message and experience. We’ve made a giant leap from our typed “farmers market saturdays boulder co” to our spoken “Where’s the nearest farmer’s market to me, and what are their hours?” But more importantly, my main takeaway is that there’s an inherent improvement to SEO experience and effectiveness when we start with an authentic online conversation. From there, we can slog through technical semantics such as keyword density to appease the bits and bytes that are working hard to catch up with authentic human experiences.

Tips for Writing Every Day – an Update

Tips for Writing Every Day – an Update

Maddie Gray

Content Lead

Tips for Writing Every Day – an Update

Two and a half years have passed since my last “Writing Every Day” post. I still don’t write every day, but I’ve gotten a lot better!  So, do the tips I gave you last time hold up? Is that how I cracked the code? Well, yes and no. Read on to find out what’s worked for me, and what hasn’t.

Outlining: It works!

My definition of outlining has changed a little over the years, but it’s still an important part of my daily writing. Sometimes I’ll put together a bulleted list to guide my writing sessions, but more importantly, I always know what I’m going to write before I sit down at my keyboard. This helps me prevent the panic and dread that goes with blank page syndrome. For me, this means when I’m making a to-do list, I don’t just put “Write” with an empty check box staring me down—I would say “Write list of blog post topics” or “Write ‘Tips for Writing Every Day’ Blog” or “Edit chapter four.”

Accountability: It doesn’t work!

Okay, okay, clarifying statement: it doesn’t work for me. I’ve tried buddy systems, I’ve done social media posts, I’ve kept track of streaks—and none of it helped me write any more frequently. I’m a perfectionist, so any time I had to tell a friend that I fell off the wagon, any time I missed an update, any time I broke a streak, I felt like a failure. The idea behind this one is that you’ll run from that feeling, but that’s not what happens for me. I just shut down. If I’m going to fail anyway, why try? That kind of motivation just doesn’t work for me.

Picturing your desired outcome: It doesn’t work!

Now, there’s nothing wrong with spending a little time getting excited about what you’re working toward, but on days when I don’t feel motivated, this doesn’t quite do the trick. When I’m not feeling it, I’m just not feeling it, and daydreaming about potential outcomes doesn’t solve the problem.

Don’t be too hard on yourself: This is essential!

I cannot stress this one enough. As you’re trying to build up your writing habit, you will fall off the wagon. You’ll have days that are too busy, days where you can’t work up the gumption, and a dozen other days where you just don’t write. That is okay. That is part of the process. You’re looking for a net gain of productivity, not perfection. If you missed a day, or a week, or a month, that is not a failure, that is just part of the process. Every day is a fresh start. After I stopped keeping track of every day I missed, I missed a lot less.  

The real secret sauce

This simple step made all the difference for me: find your time. Forming habits really is all about routine. Write within the same time block every day. The block that works best for me is in the morning between 5 a.m. and 8 a.m. I usually only write for an hour or two, but I leave a little buffer, so I can still get my writing in even if something comes up. I honestly couldn’t tell you why this works so well. Maybe it’s because it’s too early for interruptions from friends or family. Maybe it’s because I don’t have time to build up excuses. Maybe it’s because the type-A, planner in me finds satisfaction in knowing exactly what I’ll do when I wake up. Whatever the reason, this is it, this is the TL;DR. Find your time.

In the last two years, I’ve finished the biggest writing project I’ve ever started, I’ve participated in writing competitions, and I’ve written a handful of blog posts here, too. I am very proud of the progress I’ve made and the goals I’ve achieved thanks to this little habit-building exercise. If you want to start writing every day, do it. Start today and be kind to yourself if you fall off the wagon tomorrow. I know you can get back up.

Jason’s Take

I was just talking this morning to my 13-year-old about the cold and unforgiving nature of streaks. Maddie mentions that tracking writing streaks won’t work for her with consistent writing. Forgiveness and acceptance are tools that help to fuel creativity.

I still work every day to embrace the “crudeness” of the creative process. It’s not very linear for me. Approaching creativity doesn’t follow the same formula each time. This feels counterintuitive to our human nature as creatures of habit, but look how Maddie reconciles these rigid facts so effectively: She has created a window of time—early mornings—to allow her unpredictable creative process to take form and shape. She adds that “this has made all the difference” for her. So I guess our commitment of time is one predictable “constant” that the creative process affords us.

Audience Missing the Message Because There’s Too Much Message? Minimalism in Design

Audience Missing the Message Because There’s Too Much Message? Minimalism in Design

Rachel

Rachel Klein

Art Director

Audience Missing the Message Because There’s Too Much Message? Minimalism in Design

I enjoy art and design in all its forms. Good design is so diverse and dynamic, it really does not have any rules. But if I could make a rule, or even just a case for minimalism, I believe it is central to effective design and viewer/user experience.

While I’m sure many are bored with stark Scandinavian interiors and nonplussed by the squares of Mondrian, incorporating minimalism into your design thinking will lead to more streamlined message. One that your audience is going to comprehend quickly and easily recall.

Minimalism really took off post-World War II at the height of the modern art movement, and is still used to benchmark what is considered “modern” today. While minimalism is not the most exciting or flashy aesthetic, the principles of minimalism have had widespread influence on visual design across the board. When applied to graphic design the primary considerations are wide open negative space, streamlined content and functional visuals. Leaving off decorative elements and superfluous content that distracts from the message and frustrates the audience. The internet is a hectic and loud place with a lot competing for your attention, so when you land on a website that has an uncluttered and simple to navigate interface, you’re more likely to spend time on it. It is always tempting to utilize every precious inch above the fold, but does that actually pull your viewer in? Or does it send them clicking away from the noise without even bothering to skim over the excessive information?

1959 ThinkSmall VW ad

Famous 1959 VW ad by Helmut Krone changed the advertising game. The Think Small campaign was sincere and relatable during a time when ads were typically full color fantasies.

Less Is More!

Jason’s Take

Marketers and designers, please take this to heart. Negative space is the opportunity for your customers to fill in their own mental blanks. I love the psychology of it all, and your marketing message will resonate emotionally if the viewer can easily digest your message. I know, I know, your services are packed with so many amazing features and benefits. But the more you pack in, the more you’re monologuing instead of dialoguing. I really like Rachel’s perspective on this, and she applies the power of “negative space” to a variety of solutions, both on and off printed canvas.

The Ugly Stage: Part of the Creative Master Plan

The Ugly Stage: Part of the Creative Master Plan

Maddie Gray

Content Lead

The Ugly Stage: Part of the Creative Master Plan

It happens with every project. Every drawing, every painting, every story, every book—every blog post:

THE UGLY STAGE

You know, that period of time when you can’t even stand to look at your creation, let alone work on it?

We’ve talked about the benefits that come from finishing the projects you start (check out my blog post on that here,) but I thought I’d tell you a little more about how you can push through the ugly stage and finish what you start.

The Making of a Masterpiece

My sister, Kaylie, paints beautiful cityscapes.

She paints buildings and cars and people in just the right number of strokes. She gives you enough to see the life thrumming through the streets. Enough to capture the essence of the place without copying it inch for inch, and line for line.

It’s always amazed me. How she knows just which details to keep and which to leave out.

In my drawings, paintings, writings, and other projects, I always feel lost somewhere in the middle. When my drawing doesn’t line up with the reference photo, or my story isn’t conveying the mood I wanted—when it doesn’t come out the way it looks or feels in my head.

How does Kaylie know, from beginning to end, just where to put each shape, just where to touch paint to canvas?

Well, long story short, she doesn’t.

It’s not as if when she starts painting, she has an itemized list of exactly what she will do and in what order. She doesn’t have the hex code of each color mapped out, and the precise ratio of yellow and blue she will mix to achieve that particular shade of green.

It starts out scribbly. She fills in some of the shadows. Blocks out the basic shapes. She paints in layers. Adding color here. Another shape there. More shapes painted on top of that one. She follows her eyes, adding more value where things look flat. More color where they look dull. More detail where they feel empty.

But that’s the point. Along the way, parts of the painting did feel flat, dull, and empty. They didn’t look how she envisioned them.

Kaylie hits the ugly stage, too. But she’s painted enough to know something that the rest of us probably don’t.

Products on the shelf

Can’t Go Over It. Can’t Go Around It.

You’ve got to go through it.

I wish I could tell you that I’ve found the shortcut—the way around the ugly stage—but I can’t. The truth is, the ugly stage is a part of the process. The only way to make it out, is to slog through. Keep going even though you hate what you’re seeing. Keep going even if it seems like there’s no hope left for your project.

I can’t tell you how many drafts of essays and short stories I’ve pushed through, hating every word of them, only to turn it around with some merciless editing (eight drafts later.) You can bet that I wasn’t satisfied until I read back that eighth and final draft.

For me, it all comes down to self-doubt. I don’t trust myself to pull it off. I get so worried that the half-finished project before me is the best I can do that I want to give up. I’m working on building up confidence in my work, but that’s easier some days than others.

On the days when you don’t feel like you can trust in yourself, in your talents, in your experience, in the projects you’ve completed in the past—trust the process instead.

Trust that the ugly stage will happen in every. single. project. Instead of dreading it, let it guide you. Find the things that don’t look quite right and the places that don’t match up with your vision. Tweak them until they do.

Maybe we shouldn’t dread the ugly stage or curse it when it rears its ugly head—maybe we should thank it for showing us the weak spots in our projects. Or, you know, something a little less cheesy.

Jason’s Take

My own experiences of “going through the creative process” take me all the way back to my High School days when I couldn’t decide whether to enroll in a Fine Art or Commercial Art elective course. At the time, I wasn’t even sure of the difference. For years I was satisfied with the answer: Fine Art is telling your story, and Commercial Art is telling somebody else’s story. Commercial Art felt to me like taking a safe high road where I didn’t have to invest my heart and soul into a “commercial” piece of art that was meant to tell somebody else’s story. Yes, for many years I was very content not to expose my personal thoughts and feelings on a canvas that would certainly be scrutinized. Turns out that I had it all wrong. Commercial Art was just as much about my personal experiences, beliefs, convictions and vulnerabilities as any fine art project would be. As I began “going through” every project instead of over or around, and began embracing the human experience of artistic expression, my “commercial art” projects began to truly resonate with my commercial audiences. Turns out that people are attracted to people and not products, proposals, pitches or promotions. I then extended my new-found discoveries out to my clients, encouraging them to also put their products and passions onto their own “ugly stage.” They in turn told a more personal and genuine story, became more vulnerable, and ultimately created emotional connections with their audiences.

Tips for Writing Every Day… from Someone Who Hasn’t Figured It Out

Tips for Writing Every Day… from Someone Who Hasn’t Figured It Out

Maddie Gray

Content Lead

Tips for Writing Every Day… from Someone Who Hasn’t Figured It Out

Let me kick this off by saying: I don’t write every day.

Every year for at least the last three years (and probably longer) my New Year’s resolution has been to write every day, and this year is no different. One of these years, I’ll figure out just the right combination of stressors to follow through all year long. Then one year will turn into two, two into three, and on and on until I’ve collected my 10,000 hours and Malcom Gladwell classifies me as a writing master. Marketers, here are a few ideas for putting a writing structure together that feels very doable, and might even get you excited about creating consistent and meaningful content.

Why Write Every Day?

The truth is, writing every single day probably isn’t really necessary. That being said, there are only two ways to get better at writing: writing and reading. As a copywriter and aspiring author, improving my writing skill is important to me. When I set the goal of writing every day, at the very least I will write some. I’ll improve my writing. I’ll get better at my chosen craft.

For me, setting goals like this one helps me measure my progress in life. I won’t notice that I’m moving forward if I don’t have a to-do list filled with checked boxes. I know that for many people, goal-setting and resolutions aren’t necessary. They can feel the wind in their hair as they move through life, and they’re satisfied moving in whatever direction it blows them—they can feel themselves making progress without setting explicit benchmarks. That’s great! I wish I were a little more like you guys—but the rest of this post probably isn’t for you.

To my fellow goal-oriented folks—read on!

The new year has just begun, so it’s time to start brainstorming new strategies to keep the words flowing in 2020. If you guys are looking for ideas to keep yourselves writing new content, stories, poems, or the next big novel in 2020, here are some strategies to (hopefully) help you (and me) get there.

Outline

My biggest project right now is a novel that I’m trying to finish. I’m about half-way through my second draft, so I outline in a couple of different ways. First, I assign each chapter a different time frame. December 15-28, I will finish Chapter 10. Then, I make sure I know exactly what needs to go into each chapter: Character A needs to do X. Z needs to happen, and so on. This ensures that when I sit down to write, I can get right to it. So long writer’s block!

If you’re looking to create content for a marketing message, floor event flyer, or landing page, outlining is going to look a little different. Whether you commit to daily comments on social media posts, daily reviews in a social interest group, or just a tweet asking for your followers’ feedback. You can still plan out a time frame, but this time assign a different topic or blog idea to each date range. January 13-17, I will write the “My Writing Process” blog post.

Handwritten note setting outlines

Then outline what exactly you want to cover in that blog post. I don’t go quite as in-depth with blog posts as I do novel chapters—usually I’ll plan out my title and plot out my main points (often in the form of sub-heads) before I start writing. The hardest part of the task is coming up with a bunch of topics you feel excited about writing. So start today by eeking out 10 topics for your marketing campaign, landing page teaser, or social marketing strategy. You get the idea. Outline your timeline then outline your ideas. Don’t give the juices time to stop flowing.

Hold Yourself Accountable

I think this one is where I’ve fallen flat in the past. Last year, I tried calendaring my process. On the days I wrote, I sharpied a check-mark on the calendar. When I didn’t write, I drew an “X” instead. That worked fairly well for the first month or two, but then I stopped keeping track. I’d try to fill in the successes and failures two weeks later, and I ended up fudging the numbers more than I’d like.

Here’s my new (and not so revolutionary) idea that I’m considering for this year. Social media. The thought is that maybe if I can trick myself into thinking that other people depend on me writing every day, I’ll do it. For those of you looking to create more content for the purpose of increasing your social media or website presence, this is an easy box to check.

I think the trick with this one is balance. You have to find a way to motivate yourself to write, not to distract from it. If you get too hung up on checking each post for likes and comments, this might not be the way to go.

Here’s a good example: a little while ago I thought it might be a good idea to start a personal blog all about writing. I came up with a title, and I got all excited to share my writing journey with the world—and then I thought about it a little harder. Would adding an entirely new writing project to my plate really help me to finish my other projects? Probably not. It’s all about balance and what works best for you.

Maybe the best strategy is having a friend or loved one text you once a day to see if you’ve written yet. Maybe you just need to set an alarm on your phone, add a mark to your calendar, or cross an item off of your to-do list. Do whatever works for you (and experiment until you find out what that is.)

Picture Your Desired Outcome

This one is for those days when you have no motivation to write. It’s the last thing you want to do, you would rather go scrub the floor in the bathroom than so much as look at a keyboard. We all have those days.

The only thing that helps me get past those inevitable humps is a little bit of imagination. Think back to the reason you want to write every day in the first place. For me it boils down to this: I want to be a published author. I want the working from home in my pajamas, I want the book tours, I want the supplemental income.

When I’m feeling less than enthused about writing, I imagine what my life will be like after I am a published author. After I have all of those things I’ve been dreaming about. It usually does the trick.

Other things that work for me: force yourself to think about whatever you’re writing. You don’t have to go sit at your desk and start writing. Just make yourself think about it for a while. More often than not, I stumble across a solution to a problem or a cool sentence that I need to write down right away, before I forget. Guess what? You just wrote something. It counts!

Don’t be Too Hard on Yourself

Here’s the last and most important piece of advice I can offer you. Don’t take it too hard if you miss a day here or there. Don’t take it too hard if you totally blow it and don’t write for a month. If you are too hard on yourself, it will be almost impossible to get back in the writing groove. I already broke my streak. What difference does it make if I don’t write today? I’ve fallen into this trap many times. Try to remember this: the goal is not to be perfect. The goal is to write more.

So, what are you waiting for? Let’s write more this year than last year. Create more content. Make more progress. Improve ourselves. Cheers to 2020—may it bring you writing success.

Jason’s Take

I think Maddie helped me crack the code. I discovered that my quick outlines for my blog posts doubled nicely as social posts, or contributions to conversation strings. Moreover, outlining helped me feel much less overwhelmed about writing. I love a blank canvas…that is, when I’m holding a sketching pencil, not a writer’s pen. I’m working on feeling more confident about creating words, like I currently am with doodles, diagrams and rough sketches. It will take some time, but a lot less time if I can commit to a little bit every day. This article has helpe me do that. Watch out, 2020!