Justin Rubner

Archive for 2009|Yearly archive page

(Almost) Everything You Need to Know to Get People Reading–Yes, Actually Reading–Your Brochures

In business communications, copywriting on 11/30/2009 at 6:07 pm

During the run-up to the American Revolution, pamphleteer Thomas Paine, author of “Common Sense“, published literature that galvanized a nation.

Yes, brochures can be good reads

Today, the pamphlet has de-evolved into the rather sad and lowly brochure.

I wish there were another word for “brochure.” I can’t tell whether the word itself is boring…or the product it represents. Many brochures, from a design and content perspective, are, well, boring, predictable and, as a result, disposable.

Too often, one of two things happens with a brochure. Either the salesperson is embarrassed because of its poor quality…and doesn’t even hand any out. Or the prospect immediately throws it away…because of poor quality.

Either way, most companies should have one, whether virtual or in print. Why? Because they’re cost-effective, that’s why! For less than one ad in a major publication, you can have a nice-looking piece of marketing that will last an entire year or more. It’s also an effective way to ensure everyone is communicating the same message.

However, it’s time to re-think what a brochure actually is…and what it is not.

  • It is not a replacement for personalized marketing and sales efforts.
  • It is not a place to communicate everything you do ad nauseum. If you do that, your copywriter won’t even want to read it.

A brochure, a good one at least, is only a supplement–an in-depth ad you can touch. It serves as a catalyst to spark interest. Or, more than likely, a visual reminder of your company’s services a week or two after your sales call…a reminder to the prospect how your company can solve his or her company’s problems.

Despite the brochure’s bad rap, it does not need to be sad, lowly, boring or disposable. In fact, a brochure can be a downright good read.

Here are 10 tips on creating brochures that pop:

  1. Involve your designer and copywriter from the get-go. They should not be brought on at the last minute.
  2. Make sure the brochure is visually appealing. That means eye-catching. Normal is not eye-catching. If it looks like every other brochure, it will be treated like every other brochure: Promptly thrown in the trash…even if the content is wonderful. That makes content creators like me sad.
  3. Tell stories! Traditional brochures are boring. Stories are fun. Instead of communicating everything you do, include your pithy, top-level message but break your brochure into mini case studies. These short stories explain what you’ve really done for real clients. That, I ensure you, is more compelling than just explaining what you do. I’m working on two such brochures right now. They’re fun to write. And I’m completely confident they’ll be far more fun to read–and informative–than what my clients had previously.
  4. Provide tips. Yet another way to get your message out is to focus on helping the client, with the strategy that he or she will see your company as a thought leader.
  5. If you do go the traditional route, and that is fact sheets and such, make sure you aren’t just communicating what you do…but what you can do for the client. The difference? “I sell widgets that do x, y and z” Vs. “My widgets will increase your operational efficiency because of x, y and z.”
  6. Consider calling it something different. Lately, I’ve been calling brochures “guides”. A guide to me sounds a little better.
  7. Treat your brochure, or guide, as an extension of your branding campaign. If you don’t have a branding campaign, your company guide is a good place to start.
  8. Divide and conquer. If your company is diverse, why not create different guides for each segment? Potential customers of your services could probably care less about your widgets. And vice-versa.
  9. Hire a professional designer and writer. Your intern and printer are not professional designers or writers. True professional designers and writers know how to create collateral that gets noticed.
  10. Get key people involved in the process. If the writer and designer only talk with the head of marketing, they’ll miss out on the perspectives of your sales manager, CEO and others.

You should also ensure messaging fluidity. Not just with the brochure, but with all of your messaging. If your brochure  says one thing, and your website says another, it’s time to re-address your messaging.

In today’s information-saturated world, it’s a lot tougher for marketers to get the attention of people than it was just 10 years ago. But a well-done brochure will make your company look more sophisticated, further differentiate you from your competitors, and hopefully convert some fence-sitters. At the very least, if you are going to pay for some form of collateral, wouldn’t it be nice if your salespeople weren’t embarrassed to hand it out?

-Justin Rubner

Four Ways to Save Facebook from a Slow, Inglorious Demise

In social media on 10/30/2009 at 5:25 pm

Every day, millions of adult Facebook users interact with each other and learn a little about their friends and colleagues–as well as the world they live in.

Also every day, a growing number of users turn Facebook into a wasteland of corporate communications and a dumping ground for all of their social media feeds.

This latter sect will lead Facebook to either a slow, inglorious demise…or some place that only marketers go to talk about how great they are to each other.

icon_facebook

Is Facebook doomed?

Facebook is a great place to promote your company and to better engage customers. Setting up a business account or fan page is an effective way to release company news…and build new brand advocates. I also think, as does social networking blog Mashable, that Facebook has a strong potential for targeted ads.

But…

You may have seen the recent news that younger people are using Facebook less. Facebook has witnessed a 20 percent drop in college students. Really? Wasn’t Facebook founded by a college student for the purpose of keeping college students connected? What’s happening?

One reason is the fickle nature of teenagers; what once was cool is now passe. Another reason is the entrance of new social networks. Yet another reason is that when kids see their moms, dads, aunts and uncles posting vacation pictures and updating their statuses, Facebook is suddenly…lame.

Now, I fear, the same thing is starting to happen with 20, 30 and 40-somethings who are growing weary of their Facebook “friends” posting never-ending PR reports and automatically-regurgitated Twitter communications.

Twitter is a different site with a different goal. From a personal point of view, Twitter is an easy way to voice your opinions and learn from others. From a business perspective, it’s a great medium to communicate to clients in real-time, resolve issues, publish announcements, and enhance thought leadership.

However–and I know many disagree–these tweets should not be automatically linked to your personal Facebook account…at least if you plan on using Twitter as a regular communications tool.

It almost makes me not want to log in sometimes when the entire screen is filled with the pushed tweets of one person communicating to clients about their new software.

I want to read more about you than your software.

I’ve talked with people who have “blocked” or even “de-friended” users they highly respect because of this Twitter spam. And it is spam.

So, I have four steps we all can take to save Facebook once and for all:

  1. Examine why you’re on Facebook in the first place. If you’re not comfortable sharing personal information, or you have no desire to, then there are great business networks available such as LinkedIn and Plaxo focused exclusively on business.
  2. Launch your company’s Facebook campaign smartly. I view business pages and fan pages as “opt-in” marketing. When I become a fan of your company or product, I am saying “I want to stay in touch with your brand.”
  3. Don’t “friend” users you’ve never had interactions with. Seriously! What’s the point of having virtual friends you never interact with? The point with sites such as Twitter is mass exposure. The point of Facebook, at least in my opinion, and I know some will disagree, is interaction with people you know.
  4. If you plan on using Twitter as a place to communicate with customers–and Twitter is an amazing platform for this–seriously rethink linking those tweets to your personal Facebook page.

Facebook is a great network for both personal and business interaction…because people want to do business with people they know about. But if Facebook goes all business, it’s going to become a rather lonely place.

-Justin Rubner

Regator: Copycation is “Stellar”

In Uncategorized on 09/17/2009 at 3:09 pm

Copycation, I’m pleased to announce, has been approved to be listed on Regator. In fact, one editor at the Atlanta-based company called this blog “stellar.”

Regator, in case you don’t know, collects and organizes the world’s best blogs. The site arranges these blogs in a way that’s easy for anyone to find what they need. It basically makes exploring the blogosphere (including podcasts) a whole lot easier because A) You’ll find only quality content and B) You can keep up with only the blogs that focus on the subjects you’re interested in.

So, if you want to read about things like business, you click “business” and can, well, follow Business Pundit.

Or, if you happen to like things like, I don’t know, cricket, then you click “cricket” and can follow this blog. Did you know Mike Hussey was retiring? Wow! (I really have no idea who this fellow is, but I’m sure he’s a smashing cricket player.)

Regator, which has been covered by the Washington Post, AdAge, PC World and many other major publications, is basically a great way to break through the clutter that is the blogosphere.

Later gator,

Justin Rubner

Can I Get Some A1 With That In-house Copy?

In business communications, copywriting on 09/10/2009 at 7:50 pm

You’ve spent thousands making your website look pretty…and “sophisticated.” You wanted that sophisticated look after all. End result–sure looks sophisticated.

But when it came to Web copy–the thing everybody sees first when trying to figure your company out–you’ve decided to “save some money and do it in-house.”

Your homepage has slick graphics, that’s for sure. Possibly Flash. When first-time readers go to your site, they do see a cool, sophisticated design.

What they do not see is sophisticated messaging.

They first try to decode what it is you do, then how you’re better, then why they should purchase what you’re selling. (They, secretly, want to be inspired.)

The copy they read is professional-sounding and it’s not horrible. It’s just written by a non professional writer.

After reading, they know what you do…but they have to work (pretty hard) at it. They see you wrote you were better…but they don’t believe it. They read your call to action to contact a salesperson…but haven’t been convinced why they should purchase what you’re selling.

They’re certainly not inspired.

Having good design but bad copy is worse than A1 sauce on bad food.

Good design + bad copy = A1 sauce on bad food.

The homepage, midst the sophisticated Flash, has some vague message laden with keywords, like A1 sauce on a poor cut of meat.

So they go to the About section. It reads something like this:

“Company ABC is a leading nationwide provider of robust and scalable <insert mind-numbing acronyms here> that is second to none when it comes to customer service. Our myriad of <insert jargon here> services serve the (super-long boiling-the-ocean list) industries. Our company is led by industry leaders that (sic) know…”

Off to the News section. One press release only. From five months ago. It talks about some award and tells nothing. Boilerplate reads like a Securities and Exchange Commission report.

No recent news. No whitepaper or case study either. Not even some good information, really, when you get down to it.

No real differentiation. No inspiration.

No sale.

In a previous post, I lament the fact that copywriters are too often brought in as simple implementers–at the 11th hour–when they should be the core part of all marketing, advertising and PR programs. In this post,  I lament the fact that some companies don’t bring them in at all.

The trenches are important. So is an aerial view.

The trenches are important. So is an aerial view.

I’m going to resist cliches like “The money you save in not hiring a professional copywriter will end up costing you more in the long-run.” Well, I really didn’t resist it. But here are other reasons why you should seriously consider hiring a professional:

  • Good writers aren’t stuck in the trenches of your company. As a result, they’ll have an aerial view of your value proposition…and will deliver messaging that connects to people not in the know.
  • Good writers are good at explaining complicated things to anyone…not just your systems architect or venture capitalist.
  • Good writers are adept at analogies and other forms of communications that get your point across in a simple way.
  • Good writers know it’s better to show than to tell. Better writers can actually do this.
  • Good writers, are, well, good writers. They know what words work and what don’t. Their copy flows.
  • Good writers–this should go without saying–don’t make grammatical mistakes. At least the ones 99 percent of readers care about.
  • Good writers, good business writers at least, know business. Make sure your writer is more than just a frustrated novelist.
  • Good writers make their living informing and inspiring.
  • Good writers deploy basic search engine optimization in their Web content.
  • Good writers have a designer’s eye. They work with your design team to make sure everything gels from both a content and an aesthetical point of view. They’ll also have graphics suggestions to go along with their brilliant copy.
  • Good writers spend a lot of time on subheads, bold text, bullets, short sentences, and other things that give readers’ eyes the break they deserve.
  • Good writers know that many times, less is more.

-Justin Rubner

An Injured Duck, a Tragic Death, and Anonymous Posters: Part II

In news media, social media on 08/25/2009 at 9:21 pm

A crucial issue is being debated right now in multiple courts and in public opinion: Anonymity on the Web.

An aging model who was called a “skank” by a blogger on Google’s Blogger service, for example, recently won a legal battle to unmask the anonymous poster. And just recently, an anonymous and controversial blogger by the name of PittGirl lost her job after her identity was revealed.

I do believe that if you’re going to attack anyone online, you should at least be identified. Many courts disagree with this however. The right to free speech is “construed as also protecting the anonymity of the person doing the speaking, provided that the content, be it spoken or written, violates no laws,” according to this article in ars technica.

Is it time to take our masks off?

Is it time to take our masks off?

OK. But what about other people’s publications and blogs? In my previous post, I wrote about a boy who had been killed while rescuing a duck on a rural road. In the comments section were an array of side arguments and nasty religious / political posts. Comments that had absolutely nothing to do with the story.

Is that speech protected? Absolutely. As it should be.

But why do respected newspapers like the St. Louis Post-Dispatch let readers go wild? If a reader wants to submit a letter or opinion column for the print edition of almost any publication, he or she has to go through a gauntlet of preconditions. But to submit an online comment, all that same reader has to do is make up a fake name.

I’m reminded of a hasty, half-true, half-incorrect comment I recently made on a friend’s marketing blog. My handle was my real name, Justin Rubner. Not some made-up name like SpyderWeb. Or even justin87645.

My (real) picture was even attached to the profile.

The commenter who razed me, however, had neither. Just a fake name to hide behind. He called me “insane” among other things.

I’ve been called worse. I didn’t lose sleep over it. But this does raise an interesting point.

Would this person have called me names if his comments were published with his real picture and his real real name? Probably not. At the least, he (or maybe she) would have been more tempered.

But this was just a blog. What about a major urban daily newspaper? Well, the same nonsense goes on. Much worse, actually.

I recently saw some unbelievably racial comments written about Mike Vick in the Atlanta-Journal Constitution. It took a while for them to be removed, likely in response to a reader’s complaint.

I’m no Vick fan; I love my dog. But the racially-charged comments on that particular story sullies the AJC. And the comments on the duck story makes the Post-Dispatch appear second-rate. Ditto for any other publication that allows carte blanche, laissez-faire access to everyone with keyboards…and grudges.

As the news industry prepares to eliminate the use of dead trees so that it can fully enter the online world–that day is nigh–the industry will have to deal with interactivity in a much smarter fashion than it has already. It cannot simply not provide this interactivity. (I’ve increasingly noticed that publications have abandoned their comments sections, most likely because the comments  require too much policing.)

Conversely, the news industry cannot provide unlimited access for readers to publish silly, hateful or nonsensical comments. It belittles any publication. As much as I dislike what Vick did, to see posters calling him a “monkey” (and worse)–in one of the biggest metro dailies in the country–is mind boggling. Again, how many people would say those things if those things were right next to their names, locations and pictures?

Any major media entity–whether a high-subscription blog, a daily newspaper or a weekly magazine–ought to start developing systems that:

  • Require all posters to use real names and locales–just like the print edition.
  • Verify e-mail addresses and identities–yep, like the print edition.
  • Encourage the addition of real pictures. I don’t know how real pictures can be verified, but it’s worth a try for smarter people than me to figure it out.
  • For larger publications with the manpower to do so, once the computers do the filtering, then humans should do some editing themselves. Some already do this. But not enough.

Yes, I said it. I know a lot of people will disagree, especially those who feel that social media is the solution to all of society’s ills. But my answer to this?

Publishing your thoughts in someone else’s publication is a privilege. Not a right.

I also know that as publishers, we all crave reader comments. We may get a lot of readers. But when our stories or opinions elicit responses, it… somehow…validates us.

So, I know that providing these restrictions will hamper some readers to make the effort. But these restrictions also will make your content that much better.

I also know that there are some instances that require anonymity for the safety of the source or reader. But these instances are few and far between.

I’ll end with one smart Post-Dispatch reader, David11:

“StlToday.com/moderator/whomever – WHY are stories like this even open for comment??? These tragedies are NOT political issues and families/friends of victims should NOT be subject to idiotic, judgemental, insulting, and just plain insane comments. Just report the story and leave the comments off.”

An Injured Duck, a Tragic Death, and Anonymous Posters: Part I

In news media, social media on 08/21/2009 at 1:32 am

When you want your letter to the editor to be published in almost any newspaper or magazine, your letter is screened–often edited–and your identity is verified before your views grace the pages.

We have a right to free speech, not anonymity

We have a right to free speech, not anonymity

When you want to publish your thoughts online in the same publication, however, you make up a fake name and write anything you want. Many times, your comment isn’t even screened first–it instantly pops up for thousands to read. Smart comments. Stupid comments. Vulgar comments. Untrue comments. It doesn’t matter.

Seem weird?

Well, today, I found a sad story that caught my eye and captured this disparity perfectly:

Boy, 9, killed while rescuing duck from the road.”

Hardly a story that would attract profanity, mean-spirited theological debates, and name-calling, right? Well, read on.

The story, published online in the St. Louis Post-Dispatch, goes like this. The boy was driving down a rural road with his mom. He sees an injured duck in the middle of the road. He asks his mom if he could rescue it. She pulls over. He picks the duck up and finds a safe spot to lay it down.

But when he crosses the rural two-lane road to return to his mom, he’s killed by an 18-year-old driver. The driver, the police said, was not at fault. Just a tragic accident.

Then I take a look at some of the 80-plus online comments. I couldn’t believe the very first one, from a reader with the handle “SpyderWeb.”

“you would have “lost her to god”? What the hell? Just exactly WHERE was god? Protecting the duck? The kid? Or creating a scenario where everyone loses? Leave “god” outta the picture…”he” ain’t worth mentioning under the best of circumstances.”

His rants–apparently there were more with profanity that were removed after reader complaints–came after a bunch of people wished God’s blessings on both families. Well, Spidey’s rants caused others to rant.

“Spyderweb, it is scum like you that is not worth mentioning under any circumstance, so let this be the last time you are mentioned. Your thoughts and opionions are irrelevant to decent people, and your “what the hell” question should be “whose in hell”? That will be you, soon enough.”

Another:

“SpyderWeb: You are really some kind of low-life, pond scum.”

I could go on.

Other readers lashed out at the mom. A few lashed out at the driver, claiming, incorrectly, that the teen was speeding. Some readers actually lashed out at God. There were also political comments that were removed for being “off topic.”

“What’s wrong with these people?” you might ask. “This is a touchingly sad story about a boy whose compassion got the better of him. Why are so many readers so angry?”

The question you should be asking, however, is “What’s wrong with the Post-Dispatch?

Seriously. These comments disparage that newspaper more than the anonymous posters disparage themselves.

That’s because they’re anonymous!

If you’ve read anything online lately, you’ve been bombarded by much worse stupidity and hate. Especially political stories. Forget about YouTube. Sometimes I don’t even want to go on that site, as cool as some of the videos are, because the comments sections are filled with so much mindless trash.

So, what’s wrong with the Post-Dispatch?  The same thing that’s wrong with many other publications.

They have no idea how to implement social media.

When people are anonymous, they can get crazy. They talk to others in a manner they never would if they were identified. They say things they never would normally in person. They write things without thinking. They write things that aren’t well written. They respond to stories they don’t fully read. Or understand.

They slash, poke, incite–mindlessly.

Cowardly.

It’s time to radically re-think online interactivity.

Yes, it’s (gasp!) time to examine whether social media in the newsroom is all it’s stacked up to be.

In the next post, I’ll explore this topic as well as give some solutions.

In the meantime, can I ask one favor? Whether you’re on TechCrunch, The Wall Street Journal…or your favorite celebrity gossip mag, talk online as if the recipient of your comments was right in front of you. Talk online as if you knew there was a chance that anyone could attach your words to you, the person, not the avatar.

And if you’re responsible for reader interactivity at a publication, well, I hope you’re smarter than the Post-Dispatch and the countless other publications that let readers run wild–all over those mastheads’ reputations.

Until next time.

-Justin Rubner

A Good Copywriter is More than an Implementer

In business communications, copywriting on 08/05/2009 at 11:42 pm

How would you describe your copywriter?

  1. Some English major you bring in as an implementer at the last minute to make sure your messaging is basically grammatically correct.
  2. You don’t have one; everyone at your company pitches in on marketing and sales copy.
  3. Some junior person at your high-priced agency whom you’ve never seen.
  4. Someone in-house or outsourced who is part of your marketing team and spends at least 50 percent of his or her account time writing.

If you picked “1,” you’re not alone. I run into this attitude frequently. Someone has a message. They want to communicate that message, whether through press releases, Web copy, e-mail campaigns or whatever. They (think) they need someone to just “make it look pretty.”

losmanGoing down this road, however, is like owning a football team, hiring your coaches to devise an offensive plan, and hiring a quarterback on game day to execute this plan. I foresee a plethora of missed snaps, fumbles, botched hand-offs, and interceptions.

Too dramatic? Hardly. A good copywriter is more than a simple implementer. He or she needs to be completely in-tune to your products, services, markets, competition, story, challenges and goals to be the most informative and persuasive.

A good copywriter also will have ideas on how your message needs to be communicated…and disseminated.

If you picked “2,” you’re also not alone. Many small companies–especially in this economic climate–are trying to save money everywhere they can.

I would argue, however, that if you don’t have one person–in-house or outsourced–writing most of your high-level messaging, you’re doing yourself a major disservice. Your marketing manager is likely wearing many hats. He or she does not have time to craft all of the copy–or even spend the time on your copy that it needs. In addition, if everyone from your CIO to CEO are crafting external communications, what kind of centralized message do you really think you’re putting out?

And option 3? Well, this is also common. You spend tons of money on a PR or marketing agency. And then someone–quite often someone who has a great pen but very little business experience–is tasked at the 11th hour to implement the messaging that everyone else has come up with.

As you can imagine, I also hate this approach. Any agency worth its salt needs to have the copywriter present at your messaging and strategy meetings. Otherwise, there will be–repeat will be–a major disconnect in that implementation.

This approach can cost more hours on the back-end fixing problems. Would you rather spend money on a good product…or fixing a bad product?

Alas, for those of you who picked “4,” congrats! This is the way any company–from start-up to Fortune 500–should approach marketing.

If you don’t have the budget to pay a physical agency or someone in-house to concentrate on copywriting, there are alternatives: Independent contractors or virtual agencies you bring in on a project basis.

With both of these alternatives, you’re maximizing savings. And–usually–the quality of your marketing collateral. These are professionals who can make it on their own. They’re not trying to climb the corporate ladder. They enjoy writing and consulting.

They’re entrepreneurs.

They live and die with each client.

If you do have an in-house copywriter, or have a relationship with an agency or independent contractor, I recommend you “CC” your writer on any important issues going on at your company. The content he or she produces will be that much better as a result.

I also recommend you find a good writer early on in your marketing strategy phase.

Your writer ought to be a core part of your messaging machine. Not an afterthought.

-Justin

The Only Real Estate that Won’t Tank: Headlines

In copywriting on 07/09/2009 at 2:16 am

When you write a press release, what do you spend the most amount of time on? Quotes? Trying to cram in every single feature of your service or product…in 600 words?

The things you should be spending the most amount of time on are the headlines, subheads and lead sentences.

funny headline

Don't you want to read this story?

Alas, these three sentences are ones most businesses and agencies spend the least amount of time on. That’s because they’re often templated: “Company X, a leading provider of widgets, announces (insert phrase here).”

Ugh.

Don’t write by template. Every situation is different. Every head should be different. Ditto for leads.

Your headlines and leads are often the only sentences busy prospects, customers, reporters and analysts read. They’re also the ones search engines place the most weight on.

Make these sentences engaging. Make them pop.  Make them the most important real estate on your press release.

Take this recent headline and subhead/photo caption from PR Newswire:

Energy Focus, Inc. Announces New Line of Energy Efficient LED Parking Garage Fixtures for Existing Buildings.

EFOI’s LED linear Parking Garage fixtures offers an easy retrofit solution for existing buildings.

I don’t know about you, but I likely wouldn’t get to the lead after reading this. Even if I were interested in things like LED parking garage fixtures.

How can we make this headline and subhead pop?

  • Lose “announces.” The word is unnecessary. The news is not that you announce something; the news is the thing you are announcing. This word also wastes valuable space. Space that could be put to better use for search engine optimization and busy readers.
  • Lose “Inc.” It’s also unnecessary and wastes space. Who searches for “Inc.” on Google? Don’t write like a lawyer…unless you’re writing a lawsuit.
  • Lose “fixtures,” “existing” and “retrofit.” They’re also unnecessary. And boring. Use retrofit lower in the copy.
  • Eliminate either “garage” or “buildings.” They’re redundant.
  • Don’t repeat words.
  • Minimize acronyms.
  • Watch the grammar–seriously! Especially in a headline, subhead, caption or lead. Fixtures don’t “offers.” They offer.

We now need to add things such as attributes and differentiation. And potentially sexiness.

Light fixtures aren’t exactly sexy. But we can make them stand out from other light fixtures.

Energy Focus LEDs use only half the power of conventional fluorescent fixtures and one-third the power of conventional “metal halide” fixtures. The important thing here is that Energy Focus’ LED lights will save you money.  That’s pretty sexy. Especially if you’re the one paying the energy bill. Oh, they’re also better for the environment! Being green is downright sexy nowadays.

So, to write a better head, I need to learn a little about LEDs, or light-emitting diodes. This is from Wikipedia:

“LEDs present many advantages over traditional light sources including lower energy consumption, longer lifetime, improved robustness, smaller size and faster switching. However, they are relatively expensive and require more precise current and heat management than traditional light sources.”

Apparently, Energy Focus has licked this heat management problem. These lights do not require “expensive heat sinks” and use much of the same hardware used by ugly–and cheap–fluorescent lights. (LEDs, by the way, put out much nicer light.)

So, Energy Focus’ attributes to try to communicate in the head are:

  • Lower operational costs
  • Higher output
  • Cool technology that reduces many problems associated with traditional LEDs
  • Easy installation
  • More aesthetically-appealing
  • Environmental friendliness

Let’s use most or all of these attributes in a headline. Remember, you should also do some SEO research on optimum key phrases to use.  We’ll just assume the words I use are optimized.

Energy Focus Launches High-output, Low-cost LED Lighting System

Green technology makes it easy to modernize parking garages

Or…

Energy Focus Unveils System to Convert Parking Garages to Efficient LED Lighting

High-output, low-cost breakthrough technology uses 50 percent less energy than traditional fluorescent lighting

How about this one?

Modernizing Old Fluorescent Lighting Systems Just Became Easy

New high-output, low-cost LED breakthrough from Energy Focus now available for parking garages

Often, the more boring the topic, the more time you should spend on the headline. With a little more research into this company, we probably could come up with even more descriptive and engaging heads. But you get the point.

I also hope you see how much thought should go into the top of a press release: If you aren’t spending half your time on the first three or four sentences,  you could be wasting your time altogether.


How to Get People to Not Buy Your Stuff

In business communications, social media on 06/24/2009 at 9:43 pm

Like many of you, I’ve been moved by the news coming out of Iran. The Iranians’ struggles against the Tehran-backed security forces and their authoritarian government is a struggle we all should be following.

And many of us are. Which is why one bonehead charged with marketing a UK-based furniture store called “Habitat” decided to exploit the situation…to, what else, sell furniture.

Truth, freedom...and furniture.

Truth, freedom...and furniture.

According to a June 24 story in the BBC, Habitat recently started a Twitter campaign and on more than one occasion used the Iranian situation to its advantage. One Twitter post read:

“#MOUSAVI Join the database for free to win a £1,000 gift card!”

For those of you not familiar with Twitter-ease, the number sign, called a “hash tag,” is a way to improve the likelihood that your post will be seen. In other words, when someone searches for “Mousavi” on Twitter, the tweets with hashtags will be viewable first. It’s like SEO for Twitter.

For those of you not familiar with Mousavi, he’s the guy many people say ought to be the legitimate president of Iran. His “defeat,” and the regime’s refusal to let outsiders view election results, is what’s ultimately driving the revolution and subsequent crackdown.

Unless Habitat has a new line of leather sectionals called Mousavi, and I’m pretty sure that’s not the case, then this thoughtless–and soulless–act will undoubtedly cause uproar. As it should.

And it is.

Alex Burmaster, communications director at research firm Nielsen Online, harshly criticized the tactic.

“They have used a political and human situation that many people are concerned about to market their products and services and that is not right,” Burmaster told the BBC.

A search for #Habitat yields similar results.

Well, it turns out Habitat has issued an apology:

“We would like to make a very sincere apology to any users who were offended by last week’s activity on Twitter…” the company told the BBC. “This was absolutely not authorised by Habitat. We were shocked when we discovered what happened and are very sorry for the offence that has been caused.”

The company did not, however, give details on who was responsible. A clueless PR firm? A green intern? A rogue employee?

In the meantime, let this be a lesson for anyone remotely considering  exploiting human tragedy for corporate gain: If social media has the power to mobilize a revolution for freedom, it also has the power to mobilize a revolution against bonehead marketing decisions.

-Justin

Why Acronyms are FUBAR, part II

In copywriting on 06/14/2009 at 8:45 pm

When I was in the Air Force, we loved acronyms. We even had acronyms for acronyms. I’m not kidding.

I was an ACWS specialist and had a lot of experience working with AWACS and CTAPS, which was the core system working toward the DOD‘s then new TMS. Oh, did I mention–and I don’t say I’m an expert at much–but I would have considered myself an expert on the CAFMS back in 1998.

So, what did I really do? I programmed live air missions, called sorties, into a collective database…so military pilots knew where to fly and perform their missions. But unless you’re in the C4ISR business, or something equivalent, you likely had no idea.

A few of the squadrons I worked with had dictionaries for the myriad acronyms we had. How much time, tax dollars and mental energy was wasted on this?

Yikes!

Yikes!

Sadly, much of our business culture is as addicted to this nonsense as the military is. Go to the websites of many businesses, especially technology-centric ones, and you’ll be bombarded by capital letters. Which, are often more complicated than the concepts they’re actually representing!

Which brings me to a silly debate I recently had with a technology entrepreneur. FAQ to me always meant “frequently asked questions.” I frequently see FAQ written as FAQs, though. So…if my previous belief is correct…then the “s” is redundant. I tweeted about it. The entrepreneur, Paul Freet, then tweeted that FAQs were, in fact, fine. To him, though, FAQ stood for “frequently asked question.” A singular question, that is.

So, adding an s, based on his belief, is correct. Who, by the way, only has one question on those pages? But that’s moot. We’re both right. And we’re both wrong.

So, the point of the nonsensical debate is that if two educated people can’t even agree on what one of the most famous acronyms in the English language stands for, verbatim, then how are we ever going to have fluidity in the minds of prospects and readers with “BI“? (Which can mean business improvement, brand identity or business intelligence.)

Just say “brand identity” already!

Does this mean you shouldn’t use FAQ? No. It’s one of those acronyms that have become part of our lexicon. Kind of like NASA. We all know what NASA is. But how many of us can actually spit out verbatim what it stands for?

And it also doesn’t mean you shouldn’t completely avoid acronyms common in your industry. I would make these rules part of your messaging DNA (that’s another NASA-like acronym.):

  • If the concept is used extensively throughout your copy, or if it is your core offering, then you should probably keep the acronym.
  • If your customers frequently use the acronym, then you should definitely keep it.
  • If you only use the concept once or even a few times, then there is no reason to muddy up your copy with an acronym. Why use an acronym if you don’t repeat it again?
  • A good rule of thumb should be no more than two different acronyms for every page of copy. They really are distracting, as I lay out in my previous post on why acronyms are FUBAR.

Pick and choose wisely. Use acronyms because they’re essential. Don’t use them just because your competitors do. You want to be different from your competitors, not the same! Stand out. For the better.

Readers—hopefully soon-to-be customers—will thank you for it.

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