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Can You Help Us Can You Help Us $ell$ell It? It?
A Crash Course in Marketing WritingA Crash Course in Marketing Writingfor Technical Communicatorsfor Technical Communicators
Presented by Jack MassaGuidance Communications Inc.
2002 STC Annual Conference
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Target AudienceTarget Audience
• Technical Communicators who are new to marketing writing
• Not intended for marcom pros.
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Our FocusOur Focus
• The writing in marketing writing
• Marketing writing for technology.
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Our ApproachOur Approach
• How do you teach an entire profession in 90 minutes or less?
• High-level view of the territory. Zoom down to view a few of the details.
• Adult learning: read, study, analyze, practice.
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Why Marketing Writing?Why Marketing Writing?
• Add to our skill sets/marketability
• Do something different
• Work more creatively
• Make more money
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Hence the Title...Hence the Title...
“Anyone who can help sell something can usually make
more money.”
• True in 1988.
• Still true today.
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Marketing Writing vs.Marketing Writing vs.Technical WritingTechnical Writing
Different PurposesDifferent Purposes
Different Strategies Different Strategies and Writing Stylesand Writing Styles
Different Different CyclesCycles
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Purpose...Purpose...
Technical WritingTechnical Writing• inform
• teach
• impart information
Marketing WritingMarketing Writingcan be those, plus...
• attract attention
• excite interest
• persuade
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Strategies and Writing StylesStrategies and Writing Styles
• Grab attention
• Appeal to emotions
• Use vivid, sensory, concrete language
• Write in a conversational tone
• End with a clear call to action
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Grabbing AttentionGrabbing Attention
• Convince me to keep reading
• Key challenge for marketing writing: cut through the clutter
• Study real world examples...
Key Strategy
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Appealing to EmotionAppealing to Emotion
• Rational appeal vs. Emotional appeal: Both Work!
• What does your audience really want?
• Use emotional appeal especially for ads or other writing that must attract attention or introduce something new.
• Study real world examples...
Key Strategy
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Vivid, Concrete, Sensory LanguageVivid, Concrete, Sensory Language
• Evoke the physical world and senses (works in technical writing too!)
• Even more important in marketing writing
• Picture the moment the buyer is buying
• Study real world examples...
Key Strategy
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Write with a Conversational ToneWrite with a Conversational Tone
• Short sentences and sentence fragments
• Write clearly and to the point
• Jargon is okay, if it’s the right jargon
• Avoid fluff; shun hype
Key Strategy
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End with a Clear Call to ActionEnd with a Clear Call to Action
• The something you want the reader to do
• Immediately, if not sooner
• Take the next step in the sales process
• Emphasize the reason to act
• Study real world examples...
Key Strategy
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Strategies and Writing StylesStrategies and Writing Styles
• Grab attention
• Appeal to emotions
• Use vivid, sensory, concrete language
• Write in a conversational tone
• End with a clear call to action
To Repeat...
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7 Building Blocks for 7 Building Blocks for Marketing DocumentsMarketing Documents
1. Attractor2. Purpose Statement3. Features and Benefits List4. Supporting Facts5. Specifications6. Testimonials7. Call to Action
Another Take...
...See Jack’s article in
February intercom
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For Successful Marcom For Successful Marcom (and (and Any Any Business Concept) Business Concept)
1. Overt Benefit - What’s in it for the customer?
2. Real Reason to Believe - What’s the evidence that it’s true?
3. Dramatic Difference - How is it different from the competition?
Another Take...
...See Doug Hall’s
Jump Start Your Business Brain
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Some Types of Marketing DocumentsSome Types of Marketing Documents
• Direct mail, promotional letters and e-mails• Newsletters and e-zines• Press releases/news releases• Brochures (Print)• Brochures (Web)• FAQs• Spec sheets, data sheets, product slicks• Customer success stories, case studies• White papers
What Marketing Writers Write...What Marketing Writers Write...
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Direct Mail, Promotional Direct Mail, Promotional Letters and e-mailsLetters and e-mails
• Huge volume, both paper and e-mail
• Purpose is to generate business by delivering an offer.
• The offer may be a new product or service, an upgrade, or a special pricing promotion
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Newsletters and e-ZinesNewsletters and e-Zines
• Exploded with the rise of e-mail, because the cost is near zero.
• Purpose is to promote a business by fostering an ongoing awareness of it.
• Constant need for Fresh Content
• News, customer success stories, how to tips, company announcements, etc.
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Press Releases/News ReleasesPress Releases/News Releases
• Primary purpose is to generate news coverage by communicating with media
• Today, every company puts them on the Web for all to see.
• Many in the technology fields are awful• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Brochures (Print)Brochures (Print)
• Purpose is to introduce a company, product, or service the reader knows nothing about.
• Importance of layout and design: the writer normally works with a designer.
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Brochures (Web)Brochures (Web)
• “Brochureware” has its place
• Most companies need pages that identify who they are and what they do: i.e., establish their “brand”
• Writer works as part of a team
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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FAQsFAQs
• On web pages or in brochures
• Real purpose, often, is to sell
• Raise and dispose of buyer objections
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Spec Sheets/SlicksSpec Sheets/Slicks
• One page “brochure” often produced for technology products
• Describe the product and provide its specs
• Features and Benefits
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Success Stories/Case StudiesSuccess Stories/Case Studies
• Short “articles”, posted to Web and delivered as printed documents
• Purpose is to demonstrate how the technology has helped real customers
• Often have a standard format
• Importance of telling the story
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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White PapersWhite Papers
• Substantial documents with technical or industry-specific content
• Purpose is to share information and to demonstrate the author’s expertise
• Raise problems and show solutions
• For example...
What Marketing Writers Write...What Marketing Writers Write...
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Different Development CyclesDifferent Development Cycles
Technical WritingTechnical Writing• 1-6 months
• Some time for audience analysis (maybe)
• May have multiple reviewers and reviews
• Content often changes, info is delayed
Marketing WritingMarketing Writing• 1-6 days
• Less time for audience analysis, but still critical
• Draft - Review - Revise - Done!
• Whole projects often change, are delayed, cancelled, restarted in a new form
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Call to Action: Try This at HomeCall to Action: Try This at Home
• Marketing Writing Challenge at the back of your handouts
• Think about it, brainstorm it, write it
• Submit solutions to [email protected]
• I’ll post at www.guidancecom.com so everyone can review
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Questions and Comments...Questions and Comments...
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My Contact Info...My Contact Info...
Jack MassaGuidance Communications Inc.
[email protected]
www.guidancecom.com