Archive for How to…Tips – Page 9

Neuromarketing Books for Marketing to Brains

By Patsi Krakoff
Tuesday, November 8th, 2011

If you want to know more about how to write content that makes an impact on the brains of your readers, here are some interesting sites and books about the emerging field of neuromarketing.

There are new neuromarketing companies and books galore, and I believe most offer important clues for content marketers. Here are a few of my favorites:

Categories : Brain Based Content Marketing, How to...Tips, Online Persuasion
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Memory + Emotional Attention = Content Marketing

By Patsi Krakoff
Friday, October 28th, 2011

How do you write good blog posts that connect emotionally with readers and turn them into loyal fans? Oh, heck, that’s easy. All you have to do is:

  1. Grab their attention
  2. Get them emotionally engaged
  3. Make a memorable impact

There you go, right? Easy-peasy. This is what you need to do whenever you write any content designed to market your products and services. Attention, emotions, memory.

Neuroscientists are now showing that the two most important elements of persuasion are emotional engagement and memory. Of course you can’t get either of these unless your marketing messages gain readers’ attention first.

Why this is so important? We’ll go into how to do it another day, since this involves quite  number of suggestions and tips.

These three goals for your content marketing are required if you want to write stuff that is effective to attract prospects, and get them interested and primed for making a purchase or other desired action.

This information comes from research on neuromarketing and what makes people buy. If you’re interested in learning more about the brain from a marketer’s viewpoint, I recommend The Buying Brain and Neuromarketing: Understanding the Buy Buttons in Your Customer’s Brains. Read More→

Categories : About Blogs, Brain Based Content Marketing, How to...Tips
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5 Reasons Content Marketing is Getting Harder

By Patsi Krakoff
Tuesday, October 25th, 2011

I hate to be a purveyor of gloom, there’s too much of that around these days. But I’ve been thinking about this and want to share my thoughts with you.

Here are some reasons content marketing is getting more challenging. There exists:

  1. A shift away from focusing on your products and services (what you know well)
  2. A shift towards the reader/customer and their needs (what you may not know very well)
  3. A business environment that is changing rapidly (what is unknown)
  4. More people online in your field writing about the same things (some better, some worse)
  5. A huge volume of content about everything possible, creating information overload for readers

This makes it harder for you to grab readers’ attention and get through to them. However, readers are still hungry for solutions and are looking for trustworthy professionals to work with.

I know this because I’ve experienced it personally. In spite of the recession, people are still hiring consultants to help them with their content marketing strategies and with writing quality content for business marketing.

As marketing guru Seth Godin writes:

“With 80 million other blogs to choose from, I know you could leave at any moment (see, there goes someone now). So that makes blog writing shorter and faster and more exciting.” Read More→

Categories : Attracting Clients, Content Marketing, How to...Tips, Online Marketing, Writing Great Blog Content
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Writing Compelling Content:
What Drives Your Readers?

By Patsi Krakoff
Monday, October 17th, 2011

In a recent blog post, Compelling Content:  What Are Your Readers’ Hot Buttons?, we explored the top 10 hot buttons and the use of emotional words and phrases to tap into these issues.  Here’s another model based on only 4 drivers.

4 Drives in a Nutshell

Driven: How Human Nature Shapes Our Choices (Jossey Bass, 2001), by Harvard professors Paul R. Lawrence and Nitin Nohria.

Based on evolutionary science, our drives can be categorized into four basic motivations:

  1. The drive to acquire
  2. The drive to bond
  3. The drive to learn
  4. The drive to defend

This is subtle and important. Let’s imagine you run an executive coaching business. You provide professional services to leaders in organizations. Since you work one-on-one with your clients, you probably have a pretty good idea of which of the above four motivators frequently come into play.

If your clients are results-driven competitive executives, you can’t assume that they’re motivated by the drive to acquire, but it’s a good bet. They may just as well be driven to succeed by the desire to form successful relationships with others, or to learn everything there is to know, or to defend their territory.

But one drive will probably be more motivating than the others, and it will be evident in your client’s priorities. Assuming your client is driven by the drive to acquire and to have more, you’ll need to write content to appeal to this need.

What is the fear associated with each drive? Read More→

Categories : Brain Based Content Marketing, Content Marketing, How to...Tips, On Writing Better, Online Marketing, Online Persuasion, Writing Great Blog Content
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5 Content Marketing Questions:
Get Readers to Take Action

By Patsi Krakoff
Sunday, October 9th, 2011

What will make your web readers take action or not? Content marketing isn’t successful without results. So when writing a blog post or a web page, keep these key questions in mind. You want to inspire readers to pick up the phone, click here, sign up, register, or remember your brand.

Here’s a final note in my blog post series about writing good content on the Web that gets results.

In Maria Velosa’s 2009 edition of Web Copy that Sells, she suggests 5 questions your copy should answer:

  1. What is the problem (pain, predicament)?
  2. Why hasn’t this problem been solved?
  3. What is possible?
  4. What is different now?
  5. What should you do now?

As you answer these questions, you lead readers down a path to take action. Good content on the Web, when it’s well written, should:

  • Educate
  • Entertain
  • Engage readers
  • Enrich lives

If at all possible, you should strive to enrich the lives of your readers as well. Try to make their lives better by showing them how they can save time, energy or money.

Question #4: What is different now? Read More→

Categories : Content Marketing, How to...Tips, Online Persuasion, Writing for the Web, Writing Great Blog Content
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5 Content Marketing Questions:
#3 What’s Possible?

By Patsi Krakoff
Monday, October 3rd, 2011

In Maria Velosa’s Web Copy That Sells book, there is a 5-step blueprint for writing on the Web. This is really what content marketing is all about. When you answer the following 5 questions, your writing tasks are simplified and your copy becomes clear.

  1. What is the problem (pain, predicament)?
  2. Why hasn’t this problem been solved?
  3. What is possible?
  4. What is different now?
  5. What should you do now?

First answer question #1, what’s the problem. Then, answer questions #2,why hasn’t the problem been solved? Then answer question #3, what’s possible?

As you write out several sentences to answer these questions, you’ll lead your readers through a path that leads to action. Action is the goal for all good content designed to market your business on the Web.

In psychology, counseling, and coaching, when you describe how life could be better, you’re setting the stage for people to make changes. You’re engaging someone to start using the brain neurons involved in positive thinking.

Awareness that a change is needed is the first step (questions 1 and 2). Painting a picture of how things will be better is the next step (questions 3, 4 and 5).

In marketing and copywriting, this section is known as the benefits. The  key idea that makes a real difference happens when you drill down deep to core values in people’s lives.

Example: A pill that gets rid of back pain provides a big benefit: no more back pain. That’s obvious. As a writer, you must draw a picture of what is possible now that the pain is gone. Read More→

Categories : Content Marketing, How to...Tips, On Writing Better, Writing for the Web, Writing Great Blog Content
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5 Content Marketing Questions:
#2 Why Hasn’t This Problem Been Solved?

By Patsi Krakoff
Friday, September 30th, 2011

In a previous post, 5 Content Marketing Questions: #1 What is The Problem?, I reviewed the content marketing questions that help you organize and simplify your Web writing by asking 5 important questions:

  1. What is the problem (pain, predicament)?
  2. Why hasn’t this problem been solved?
  3. What is possible?
  4. What is different now?
  5. What should you do now?

Question #2, Why hasn’t this problem been solved?, is a great opportunity to address the challenges your readers and potential customers face.

You have a chance to show you understand your readers well, and you have an expert’s understanding of the subject matter. You can delve into the history of the problem, providing insights they may have never thought of.

The answers to this question serves to build audience anticipation for a new solution you’re about to reveal.

  • How is it they haven’t solved their problem?
  • Why is it that traditional solutions aren’t working?
  • Why are they still stuck?
  • What‘s new about this situation that contributes to more frustration?

This is where you can really hook readers into your story. Yet so many blogs and email messages skip this step. It doesn’t have to be long, but discussing these points in a few sentences will get your readers to say, “Oh, right, I’ve experienced this. She understands me. What’s the solution, then?”

What’s your experience?  Do you skip over this step when writing your own copy?  Or, have you honed this question – or answer – to a simple sentence or two?

Another added bonus of including this step when writing for your business is that it forces you to periodically ask yourself this question.  It can actually strengthen your confidence and help you focus, or if necessary, re-focus, your business. It’s a simple way to take a step back and look at the big picture, seeing the forest and the trees.

Next up: Questions #3 – #5 to ask when writing content for the Web that gets results.

Inspired by Maria Velosa’s Web Copy that Sells, a blueprint for creating simple copy that works to market your products and services

Categories : Content Marketing, How to...Tips, On Writing Better, Writing for the Web, Writing Great Blog Content, Writing Great Copy
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5 Content Marketing Questions: #1 What’s the Problem?

By Patsi Krakoff
Tuesday, September 27th, 2011

In a previous post, Writing Web Content that Gets Results: Questions, I reviewed the basic rules of writing web content.

In this post, we’ll explore the 5 content marketing questions that will help you organize and simplify your web page and blog writing by asking 5 important questions:

  1. What is the problem (pain, predicament)?
  2. Why hasn’t this problem been solved?
  3. What is possible?
  4. What is different now?
  5. What should you do now?

As you write your content, you should cover each of the answers. This will keep you on task, and lead your readers through to action. I suppose it depends on what you’re writing, but I can’t think of many web pages, blog posts, newsletter articles where these 5 questions wouldn’t be appropriate.

I’ve been re-reading Maria Velosa’s Web Copy that Sells this week. Her blueprint for creating simple copy that works to market your products and services is clear. There’s a reason it’s organized this way.

Psychologically, we’re hard wired to sit up and pay attention to problems. This is why it’s a good idea to lead off with your headline and first paragraph addressing readers’ pain. Negative emotions are strong enough to wake us up and get us to read the rest of the story.

There are two things you must realize about this seemingly obvious and simple question: Read More→

Categories : Content Marketing, How to...Tips, Online Persuasion, Writing Great Blog Content, Writing Great Copy
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Edit Your Content: 12 Things NOT to Miss

By Patsi Krakoff
Friday, September 16th, 2011

Here’s a checklist for editing your blog content before you publish. For any content that is vitally important, i.e. sales content or articles delivered to clients, I use Barbara Feiner, a professional editor. She not only corrects errors, but evaluates for clarity and flow.

But for blog posts and everyday content creation, I put on my editor’s visor, and act like a grumpy newspaper editor with a red pencil. Here’s what I look for:

Language

1.  Common typos like theirs for there‘s, your for you’re, that or which for who, and all those pesky things a spell check won’t pick up.
2.  Grammar goofs: The most common ones are when the verb doesn’t agree with the noun, as in “Here’s my mistakes…”
3.  Review for commas, semi-colons, ellipses and em dashes. The important thing is for it to read well, read clearly. Helps to read it out loud.
4.  Review for paragraph and line spacing, since I like to break up long blocks of text.

Formatting

5.  Review for bolded words and insert subheadings where needed.
6.  Separate a blog post after 2-3 paragraphs so that it goes to the extended post feature (“read more…”
7.  Review for eye-candy: Where would an interesting photo clip add interest to your blog post? I always start a post with a photo, usually from iStockPhoto.com.

Value  

8.  Review for external link opportunities. I always link to a person’s name (to a page on the web where you can learn more about them), to a book, or to a Wikipedia definition when useful. This is really important for building relationships with the people you respect.

9.  Review for internal link opportunities. Surely you’ve already written more than once about something; you should link the keywords to that post on  your own blog or website.

Optimization

10.  Review for keywords. Do you make it easy for search engines to know what this is about? Come on, help the poor little spiders out, they’re not exactly geniuses.
11.  Review your headline for how compelling it is. Does it draw the reader into the post to learn more? Is it keyword-rich?
12.  Description.  If you’re using a Scribe SEO Optimizer (you are, aren’t you?), make sure you’ve created a short description using the All-in-One SEO Plugin (160 characters maximum) containing keywords.  Be sure to check your tags and categories, too.

What else?

You tell me: what other things do you check for before you hit the publish button? Hit the comment link and leave me your ideas.

Categories : Content Marketing, Grammar & Common Usages, How to...Tips, Writing for the Web
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Top 10 “Ego” Blogs: Get Inspired, Write Better

By Patsi Krakoff
Monday, September 12th, 2011

I’ve been using Alltop.com to find blogs in niches. And I really enjoy their aggregated lists* of top blog personalities, or as they call them, Ego Blogs.

I have no idea what their requirement is to get listed as an Ego Blog, but looking at the individuals who are included, I’d say these are all big names in the Blogosphere and they have big readership followings.

Heck, some may even have big heads, but for sure, they all write with larger than life personalities.

It’s worth studying their blogs to learn the ways they write and include their personalities. These blogs are completely different, in various fields of expertise. But they are all strong personalities.

Here are a few of my favorites:

Categories : About Blogs, Blogs We Love, Content Marketing, How to...Tips, On Writing Better, Writing Great Blog Content
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